Presentation given at the Integrated Supply Chain Conference in Brussels in januari 2016. Using the Supply Chain Triangle to define which metrics we need to balance, how to link them to the business strategy. Analysis in detail of gross profit, R&D costs, SG&A costs to differentiate between product leaders, customer intimacy players and operational excellence players.
SCELP Nyenrode - Strategic target setting using the supply chain triangleBram Desmet
Presentation for SCELP, the Supply Chain Executive Leadership Platform at Nyenrode Business University. Using the Supply Chain Triangle to define which metrics we need to balance, how to link them to the business strategy, using the triangle to show the SCOR model is missing the dimensions of product complexity and product portfolio complexity. Proposing a new holisitic KPI framework that shows strategic trade-offs and their impact on the supply chain.
Supply chain innovations 2016 - strategic target setting in the supply chain...Bram Desmet
Presentation for the Supply Chain Innovations conference of Value Chain in 2016. Talking about how to use the supply chain triangle to define which sets of metrics to benchmark, and how strategy influences the target setting.
5 Questions for Lora Cecere on the Metrics That Matter - Supply Chain Innovat...Bram Desmet
Interactive keynote discussion with Lora Cecere on the metrics that matter at Supply Chain Innovation 2016 from Value chain. Presentation is built around 5 questions which the audience had to vote agree yes/no. Includes a word cloud on what to do to improve balance in the supply chain.
How to define a supply chain strategy 20170319Bram Desmet
Presentation from Value Chain Supply Chain Innovations 2017. Explaining the link between strategy, supply chain and financial KPIs. With cases from Food Retail and High-Tech. Material for a book on 'Supply chain Strategy and financial metrics', based on the supply chain triangle.
Supply chain strategy and financial metrics 20180314Bram Desmet
presentation for the productie werkgroep process industrie PGWP, what is supply chain management, the link with strategy, the link with finance, the link between supply chain strategy and finance
The impact of business strategy on forecasting and forecast performance 20170319Bram Desmet
Bram is working on a book called 'Supply Chain Strategy and Financial Metrics'. With the 'Supply Chain Triangle' he captures the supply chain struggle of many companies in balancing service, cost and cash. Improved forecasting is a cornerstone in improving that balance. He shows how different business strategies (e.g. cost, versus product leadership), lead to different trade-offs in the triangle, and to different forecasting challenges. Using cases from high-tech and retail he illustrates how different strategies come with different levels of complexity. When benchmarking forecast accuracy (and supply chain KPIs in general), accounting for that strategy is crucial, not to compare apples to pears.
SCELP Nyenrode - Strategic target setting using the supply chain triangleBram Desmet
Presentation for SCELP, the Supply Chain Executive Leadership Platform at Nyenrode Business University. Using the Supply Chain Triangle to define which metrics we need to balance, how to link them to the business strategy, using the triangle to show the SCOR model is missing the dimensions of product complexity and product portfolio complexity. Proposing a new holisitic KPI framework that shows strategic trade-offs and their impact on the supply chain.
Supply chain innovations 2016 - strategic target setting in the supply chain...Bram Desmet
Presentation for the Supply Chain Innovations conference of Value Chain in 2016. Talking about how to use the supply chain triangle to define which sets of metrics to benchmark, and how strategy influences the target setting.
5 Questions for Lora Cecere on the Metrics That Matter - Supply Chain Innovat...Bram Desmet
Interactive keynote discussion with Lora Cecere on the metrics that matter at Supply Chain Innovation 2016 from Value chain. Presentation is built around 5 questions which the audience had to vote agree yes/no. Includes a word cloud on what to do to improve balance in the supply chain.
How to define a supply chain strategy 20170319Bram Desmet
Presentation from Value Chain Supply Chain Innovations 2017. Explaining the link between strategy, supply chain and financial KPIs. With cases from Food Retail and High-Tech. Material for a book on 'Supply chain Strategy and financial metrics', based on the supply chain triangle.
Supply chain strategy and financial metrics 20180314Bram Desmet
presentation for the productie werkgroep process industrie PGWP, what is supply chain management, the link with strategy, the link with finance, the link between supply chain strategy and finance
The impact of business strategy on forecasting and forecast performance 20170319Bram Desmet
Bram is working on a book called 'Supply Chain Strategy and Financial Metrics'. With the 'Supply Chain Triangle' he captures the supply chain struggle of many companies in balancing service, cost and cash. Improved forecasting is a cornerstone in improving that balance. He shows how different business strategies (e.g. cost, versus product leadership), lead to different trade-offs in the triangle, and to different forecasting challenges. Using cases from high-tech and retail he illustrates how different strategies come with different levels of complexity. When benchmarking forecast accuracy (and supply chain KPIs in general), accounting for that strategy is crucial, not to compare apples to pears.
NEGOSIASI merupakan skill unggulan para professional sales supplier. Memang mereka berlatih lebih banyak dalam hal ini. Sebaliknya kebanyakan para professional purchasing belum mendapatkan jumlah training sebanyak professional sales untuk bidang ini.
Learn how your company can benefit from the Cost to Serve Initiative. Sonum has successfully implemented Cost to Serve Models in several countries using Acorn Systems software.
A) Operations performance is vital for any organization
B) The quality objective
C) The speed objective
D) The dependability objective
E) The flexibility objective
F) The cost objective
G) Trade-offs between performance objectives
This presentation explains 4 Pillars of Supply Chain strategy which every organisation regardless of size need to consider to device the strategic direction of their supply chain.
The 4 Pillars are:
1) People
2) Process
3) Systems
4) Execution.
If you like the presentation please subscribe to my blog muddassirism.com for further updates.
This presentation and workshop was part of meeting at General Electric in Florence, Italy. The presentation illustrates aspects such as service innovation and growth in service business. It contains group works and presentation slides.
As Software Testing reimagines itself, the need for innovative commercial models is more pronounced than ever. There is no single model that will suit all the requirements. The keynote takes a comprehensive look at pricing and covers how it can have a business impact.
Get more for your money even when you spend less Stephen Wills
How procurement manage spends and save costs illustrated with a a case study of the Olympic games . For more information contact us at Procurementcentral.co.uk
IN DUTCH - Using our holistic metrics framework to map your supply chain stra...Bram Desmet
Article from Value Chain Magazine. In a series of articles inspired by the book Supply Chain Metrics that Matter from Lora Cecere. In this eight and last article, we use our holistic metrics framework, built around the supply chain triangle, to develop a business case for a supply chain improvement project. We also illustrate how different strategies impact the trade-off between the metrics and how different strategies lead to different priorities in the metrics framework.
English - 5 - Strategic benchmarking in the supply chain triangle.Bram Desmet
This article is the fifth and last in a series of articles inspired by the book ‘Supply
Chain Metrics That Matter’. In her latest book Lora Cecere introduces ‘which are
the metrics that matter’, ‘how to ensure strength, balance and resilience’, what
are the ‘evolutions in different sectors’, …
In this fifth article, we investigate who are the product leader, the customer
intimacy players and the operational excellence leaders, in our technology
benchmark. We derive targets for Gross Profit, EBIT and Inventory Turns, and
show how they differ by chosen strategy. We hope you enjoy the reading.
NEGOSIASI merupakan skill unggulan para professional sales supplier. Memang mereka berlatih lebih banyak dalam hal ini. Sebaliknya kebanyakan para professional purchasing belum mendapatkan jumlah training sebanyak professional sales untuk bidang ini.
Learn how your company can benefit from the Cost to Serve Initiative. Sonum has successfully implemented Cost to Serve Models in several countries using Acorn Systems software.
A) Operations performance is vital for any organization
B) The quality objective
C) The speed objective
D) The dependability objective
E) The flexibility objective
F) The cost objective
G) Trade-offs between performance objectives
This presentation explains 4 Pillars of Supply Chain strategy which every organisation regardless of size need to consider to device the strategic direction of their supply chain.
The 4 Pillars are:
1) People
2) Process
3) Systems
4) Execution.
If you like the presentation please subscribe to my blog muddassirism.com for further updates.
This presentation and workshop was part of meeting at General Electric in Florence, Italy. The presentation illustrates aspects such as service innovation and growth in service business. It contains group works and presentation slides.
As Software Testing reimagines itself, the need for innovative commercial models is more pronounced than ever. There is no single model that will suit all the requirements. The keynote takes a comprehensive look at pricing and covers how it can have a business impact.
Get more for your money even when you spend less Stephen Wills
How procurement manage spends and save costs illustrated with a a case study of the Olympic games . For more information contact us at Procurementcentral.co.uk
IN DUTCH - Using our holistic metrics framework to map your supply chain stra...Bram Desmet
Article from Value Chain Magazine. In a series of articles inspired by the book Supply Chain Metrics that Matter from Lora Cecere. In this eight and last article, we use our holistic metrics framework, built around the supply chain triangle, to develop a business case for a supply chain improvement project. We also illustrate how different strategies impact the trade-off between the metrics and how different strategies lead to different priorities in the metrics framework.
English - 5 - Strategic benchmarking in the supply chain triangle.Bram Desmet
This article is the fifth and last in a series of articles inspired by the book ‘Supply
Chain Metrics That Matter’. In her latest book Lora Cecere introduces ‘which are
the metrics that matter’, ‘how to ensure strength, balance and resilience’, what
are the ‘evolutions in different sectors’, …
In this fifth article, we investigate who are the product leader, the customer
intimacy players and the operational excellence leaders, in our technology
benchmark. We derive targets for Gross Profit, EBIT and Inventory Turns, and
show how they differ by chosen strategy. We hope you enjoy the reading.
IN DUTCH - A holistic metrics framework for your supply chain strategyBram Desmet
Article from Value Chain Magazine. In a series of articles inspired by the book Supply Chain Metrics that Matter from Lora Cecere. In this seventh article, we provide an answer on how to ‘plug the holes’ in the SCOR metrics framework by looking at what is driving value from customers and is needed to separate Operational Excellence players from Customer Intimacy or Product Leadership players. We illustrate the metrics framework in showing how it can be used to build a business case for the implementation of an SiOP solution in a manufacturing company.
How Apps Create Return on Investment (ROI) for AnalyticsRiaktr
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Apps are key to having higher return on investment for analytics. Learn more about our app approach here.
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IN DUTCH - strategic benchmarking in the supply chain triangle 201601Bram Desmet
Article from Value Chain Magazine. In a series of articles inspired by the book Supply Chain Metrics that Matter from Lora Cecere. In this fifth and last article, we derive a strategic benchmark for our example technology companies. What is the target gross profit / EBIT / Inventory turns, for a product leader / customer intimacy leader / operational excellence leader. How does the strategy come into play when setting balanced targets for an integrated set of metrics?
Inventory Optimization as an Essential Part of your SiOP Process- our vision ...Solventure
As Solventure we take pride in being experts in designing and implementing Sales, Inventory and Operations Planning.
Companies that have a good SiOP process can’t imagine how to live without it. It is the key instrument for the CEO to navigate the business along the budget towards its strategic targets.
In this white paper we show how to optimize your inventory and why it is essential.
Sc mba in 3 days - ICT & Logistiek Utrecht - supply chain triangle 20171129Bram Desmet
presentation on the supply chain triangle as given at the ICT & logistiek fair in Utrecht on 29/11/2017, discusses the need to balance service cost and cash, the need for benchmarking in multiple dimensions, and how strategy affects key financial and supply chain KPIs
Strategic Target Setting in the Supply Chain TriangleSolventure
Presentation on Strategic Target Setting by Prof.dr. Bram Desmet at Supply Chain Innovations 2016. If you are interested to discuss the slides, feel free to contact us.
Supply chain strategy and financial metrics 20180118Bram Desmet
Presentation on my book supply chain strategy and financial metrics, the supply chain triangle of service, cost and cash for master in management at antwerp management school. Makes connection between strategy, finance and supply chain
Supply chain strategy and financial metrics 20171213Bram Desmet
Presentation for Supply Chain Finance course at Vlerick Business School. Linking supply chain triangle to finance via the return on capital employed. Using the strategy model of Treacy & Wiersema to show the impact on EBIT versus Capital Employed.
Marc Schuetz (PTC): Solving Manufacturing & Service Challenges with Augmented...AugmentedWorldExpo
A talk from the Enterprise Track at AWE EU 2018 - the World's #1 XR Conference & Expo in Munich, Germany 18 -19, October, 2018.
Marc Schuetz (PTC): Solving Manufacturing & Service Challenges with Augmented Reality
For today’s industrial enterprise, the rapid competitive pace of the global market, digital transformation, and the increasing shortage of highly skilled workers is an immensely disruptive threat. However, businesses who adapt have the opportunity for competitive advantage. Learn how best-in-class manufacturing and service organizations are using Vuforia to increase performance, efficiency and effectiveness with remarkable business results.
http://AugmentedWorldExpo.com
This revision presentation looks at the operational issue of business scale. What are economies of scale and should a business adopt a capital or labour intensive business model?
WHAT YOU WILL LEARN:
- Case studies of cost-reduction; what works and what doesn't.
- Cost saving strategies and critical success factors, and how to relate them to specific business areas and processes.
- How to identify opportunities for cost-reduction by identifying duplication of business functions/tasks, resources and services through a process view.
- How to monitor success of cost-reduction measures in real-time through dashboards & cockpits (KPI's and PPI's).
Complexity in all aspects of business (products, processes, organizations) has made planning and forecasting more difficult and a fundamental lack of understanding of complexity often drives behaviors intended to reduce costs, but actually increase them while decreasing service level.
In this presentation delivered at the 2014 APICS International Conference, we explore the sources of complexity facing businesses today and how complexity manifests itself in poorer performance and higher costs. In doing so we will explore Wilson Perumal & Company’s Square Root Costing methodology for more accurately allocating complexity costs across an organization through a real-life client example.
Interview with FD Magazine with Carl Peeters CFO and Johan Heyman VP Global Operations of Barco, on how Barco is using the supply chain triangle to better manage inventories and drive more value via improved supply chain management
Supply chain management as THE source of value within and accross companies 2...Bram Desmet
Key note presentation from Windesheim - BLMC conference 19/06/2017 in Zwolle on "implementing supply chain management". Using the Supply Chain Triangle to explain what is supply chain management, how supply chain and finance is about optimizing the return on capital employed. Discussing how S&OP is THE key supply chain process to create alignment in the triangle
English - 3 - Financial benchmarking for inventory turns and working capital.Bram Desmet
This article fits in a series of articles inspired by the book ‘Supply Chain Metrics
That Matter’. In her latest book Lora Cecere introduces ‘which are the metrics that
matter’, ‘how to ensure strength, balance and resilience’, what are the ‘evolutions
in different sectors’, …
In this third article, Bram tries to explore alternatives for measuring the cash side
and the service-cost side of the supply chain triangle. He compares inventory
turns and CCC for the cash side. He compares EBIT and EBITDA for the service-cost
side. We also derive the best practice curve amongst 3 benchmark companies and
derive resulting targets for a combination of EBIT-inventory or EBIT-CCC. We hope
you enjoy the reading.
English - 1 - Balancing cash cost and service. The supply chain triangle.Bram Desmet
This article fits in a series of articles inspired by the book ‘Supply Chain Metrics
That Matter’. In her latest book Lora Cecere introduces ‘which are the metrics that
matter’, ‘how to ensure strength, balance and resilience’, what are the ‘evolutions
in different sectors’, …
In this first article, Bram tries to find the balance via the Supply Chain Triangle of
Service, Cost and Cash. Next articles will define ‘how to set balanced targets’ and
‘how to make choices in function of a chosen business strategy’. We hope you
enjoy the reading.
IN DUTCH - Driehoeksdillema voorraden duurzaam verminderen. dillema in the ...Bram Desmet
Driehoeksdillema - voorraden duurzaam verminderen. Dillema in the Supply Chain Triangle - sustainable reduction of inventories. Magazine voor Financieel Directeurs. Magazine for Financial Directors. Testimonial by Carl Peeter, CFO Barco, and Johan Heyman, VP Global Operations Barco; #supplychain #triangle #workingcapital #inventory
Dutch - Linking the supply chain triangle to strategy.Bram Desmet
Article from Value Chain Magazine. In a series of articles inspired by the book Supply Chain Metrics that Matter from Lora Cecere. In this fourth article, we link the supply chain triangle to the strategy model of Treacy & Wiersema. We show the strategy defines the trade-off between EBIT and inventory turns. In a fifth article, we extend that into a benchmark of multiple companies.
My vision for supply chain 2020. Deep integration!Bram Desmet
Blog for the #ImagineSC Global Summit of @SCInsightsLLC. Transcript of a podcast with Lora Cecere. Building on my experience with multi-echelon inventory optimization in manufacturing and retail organizations
Lora cecere - all the metrics must be in balance - supply chain movement - ap...Bram Desmet
The Supply Chain is a complex system where metrics must be managed holistically, as a portfolio, instead of in isolation. @SCMexecutive on #supplychain #metricsthatmatter of @lcecere
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Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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ISC europe 2016 - how much inventory do you really need? Inventory Target Setting 2.0
1. How much inventory do you really need??
Target setting 2.0
Prof.dr. Bram Desmet
bram_desmet@solventure.eu
+32.497.58.28.60
be.linkedin.com/pub/bram-desmet/1/788/823/
@bram_desmet
2. My name is Bram …
• Business
– 1998 - 2003: IT manager, Arcelor-Mittal, Gent (Sidmar)
– 2003 - …: Consultant Strategy – SupplyChain – Operations, MÖBIUS
– 2009 - …: Managing Director, Solventure, S&OP software and software based services
– Sector experience: aftermarket, chemical/pharma, consumer goods, discrete/high-tech,
metals, retail, recycling, SME's (+50 companies)
• Academic
– 1998, Master in Mathematics, Gent University
– 2002-2004, Executive MBA, Vlerick Business School
– 2006-2009, PhD in Operations Research, Gent, Multi-Echelon Inventory Optimization
– 2010-…, Adjunct Professor at the Vlerick Business School, Supply Chain and Operations
• Contact info
– bram_desmet@solventure.eu, +32.497.58.28.60
– be.linkedin.com/pub/bram-desmet/1/788/823/
– @bram_desmet
8. Company 2: strong in
inventory turns but
out of balance
Company 3: better
balanced but did not
recover to pre-crisis levels
Company 1: better
balanced & good
rebound after crisis
20. Market leaders are
‘extremely disciplined
and focused’ on 1 of 3
strategic options
Treacy & Wiersema,
1995
Operational Excellence Product Leadership Customer Intimacy
• ‘Best price’ and/or
• ‘Best access’ (‘fast, easy,
painless’)
• ‘Best product’ • ‘Best service’ and/or
• ‘Best connectivity’
(‘relationship
orientation’)
• Efficiency through
process thinking
• Zero-defect service
• Best product through
continuous product
innovation
• Clear innovation strategy:
where to place the bets?
• Understanding the
broader problem
• Having expertise about
the customer’s business
• Customers carefully
selected
• The operations
department drives the
company
• Attention is paid to
process speed and quality
• R&D is key: idea
management
• Marketing is also key:
educate people with a
missionary zeal
• Get engineers, designers,
and marketers
systematically together
• Demonstrate expertise
and experience
• Strengthen the
relationship
• Build loyalty: focus on
customer retention
21. Product Leadership
highest cost in R&D, marketing, supply chain
Customer intimacy
the extra mile comes at an extra cost
Operational Excellence
cost leader in every fibre of the organization
service
inventory cost
Higher
turns
Lower
cost
Higher
service
23. Product Leadership
emotion beyond functional service
Customer intimacy
an extra mile for a premium
Operational Excellence
excel in the basics
service
inventory cost
Higher
turns
Lower cost
(excl.COGS)
Higher service
As measured by
Gross Margin
24. Product Leadership
highest risk with highest potential payoff
Customer intimacy
an extra mile at an extra cost and premium
Operational Excellence
excel in cost and the service basics
service
inventory cost
Higher
turns
Higher service
As measured by
Gross Margin
Lower cost
(R&D + SG&A)
39. Product Leader
Turns of 3 for an Indirect cost
around 32-33%
For a gross margin 42-43%
EBIT of 10%
Product Leader
tGrossProfi-1
urnsInventoryTEBIT%
NetSales
sCostofGood
urnsInventoryTEBIT%
urnsInventoryT
sCostofGood
NetSalesEBIT%
Inventory$
EBIT ⋅
=
⋅
=
⋅
=
52,0
%421
3%10
Inventory$
EBIT
=
−
⋅
=
Opex/Cost Leader
Turns of 6-8 for …
an indirect cost 22-27%
gross margin 25-30%
EBIT of 3%
29,0
%271
7%3
Inventory$
EBIT
=
−
⋅
=
Opex/Cost Leader
>>
40. Product Leader
Turns of 3 for an Indirect cost
around 32-33%
For a gross margin 42-43%
EBIT of 10%
Opex/Cost Leader
Turns of 6-8 for …
an indirect cost 22-27%
gross margin 25-30%
EBIT of 3%
Product Leader
tGrossProfi-1
urnsInventoryTEBIT%
NetSales
sCostofGood
urnsInventoryTEBIT%
urnsInventoryT
sCostofGood
NetSalesEBIT%
Inventory$
EBIT ⋅
=
⋅
=
⋅
=
52,0
%421
3%10
Inventory$
EBIT
=
−
⋅
= 29,0
%271
7%3
Inventory$
EBIT
=
−
⋅
=
Opex/Cost Leader
= 51,0
%301
9%4
Inventory$
EBIT
=
−
⋅
=
Opex/Cost Leader
Turns of 9 for …
an indirect cost 26%
gross margin 30%
EBIT of 4%
41. Product Leader
Turns of 3 for an Indirect cost
around 32-33%
For a gross margin 42-43%
EBIT of 10%
Product Leader
tGrossProfi-1
urnsInventoryTEBIT%
NetSales
sCostofGood
urnsInventoryTEBIT%
urnsInventoryT
sCostofGood
NetSalesEBIT%
Inventory$
EBIT ⋅
=
⋅
=
⋅
=
52,0
%421
3%10
Inventory$
EBIT
=
−
⋅
=
Opex/Cost Leader
51,0
%301
9%4
Inventory$
EBIT
=
−
⋅
=
Opex/Cost Leader
Turns of 9 for …
an indirect cost 26%
gross margin 30%
EBIT of 4%
49,0
%361
5,4%7
Inventory$
EBIT
=
−
⋅
=
Customer Intimacy
Leader
Turns of 4,5 for …
an indirect cost 29%
gross margin 36%
EBIT of 7%
42. service
Higher
turns
Higher service
As measured by
Gross Margin
30%
36%
42%
3
4,5
9 26%
29%
32%
Lower cost
(R&D + SG&A)
Example Benchmark for Technology Companies
Product Leader
EBIT of 10%
EBIT/Inventory$ = 0,5
Opex/Cost Leader
EBIT of 4%
EBIT/Inventory$ = 0,5
Customer Intimacy
EBIT of 7%
EBIT/Inventory$ = 0,5
43. Product Leader
Turns of 3 for an Indirect cost
around 32%
For a gross margin 42%
EBIT of 10%
Opex/Cost Leader
Turns of 9 for …
an indirect cost 26%
gross margin 30%
EBIT of 4%
Customer Intimacy
Leader
Turns of 4,5 for …
an indirect cost 29%
gross margin 36%
EBIT of 7%
44. Product Leader
Turns of 3 for an Indirect cost
around 32%
For a gross margin 42%
EBIT of 10%
Opex/Cost Leader
Turns of 9 for …
an indirect cost 26%
gross margin 30%
EBIT of 4%
Customer Intimacy Leader
Turns of 4,5 for …
an indirect cost 29%
gross margin 36%
EBIT of 7%
45. service
inventory cost
Higher
turns
Higher service
As measured by
Gross Margin
30%
36%
42%
3
4,5
9 26%
29%
32%
Lower cost
(R&D + SG&A)
Benchmarking Approach
1. Analyse gross
margin of different
competitors
3. Analyse Inventory
Performance for Product
/ Customer / Cost
2. Analyse R&D + SG&A
expenses of different
competitors
4. Balance the targets by
ensuring the same
EBIT/Inventory$ performance
Gross Margin SG&A R&D Strat
High High High Product
Medium High Low Customer
Low Low Low Cost
46. • Don’t benchmark in 1 dimension, but in
multiple dimension
• Make sure to look at Service, Cost and Cash
aspects (the Supply Chain Triangle)
• Different strategies lead to different targets
• Always define targets for a combined set of
metrics
• All strategies should enable a comparable
ROCE