Here is a case study by Dragon Sourcing on sleep suits project for airline tender from the textile category of consumer goods sector for the year 2018 covering China, India, Vietnam, Turkey, Pakistan and Bangladesh. For details contact: www.dragonsourcing.com

1. Dragon Sourcing - 龙 源
Delivering sustainable sourcing value from emerging markets
Sleep Suits project for airline tender
Case Study
© 2018 Dragon Sourcing. All rights reserved.

2. © 2018 Dragon Sourcing. All rights reserved. 222222222
Agenda
1. Sourcing Project Introduction
2. Sourcing Approach
3. Conclusions

3. © 2018 Dragon Sourcing. All rights reserved.
- Client Introduction & Project Objectives,
 Client Introduction: Client is a UK based manufacturer
of luxury pyjamas nightwear and loungewear. They are
bidding a tender from a leading airline and want to qualify
a highly price competitive supplier from emerging market
in a short period of 3-4 weeks.
 Project Objectives: To identify and qualify potential
suppliers by running Request for Information/Request for
Quote (RFI-RFQ) process through procurement and
sourcing direct from manufacturers in 6 countries for 24
SKU’s of top and bottom (pyjamas set) in 3 categories:
men, women, uni-sex.
 Supplier key requirement: Supplier should have prior
experience in handling modal, must have social
compliance and quality management certification and
airline experience will be considered as advantage.
 Geographical scope: 6 countries in scope:
1. China. 2. India. 3. Vietnam 4. Turkey. 5. Pakistan
and 6. Bangladesh.
3
 Dragon Sourcing approach in 2 stages
Stage 1: Supplier Pre-Qualification
1. Demand Analysis
2. Supply Market Analysis
3. Develop RFI/RFQ
4. Administer RFI/RFQ
5. Analyse RFI/RFQ Responses
 Deliverables: Stage 1
- Supplier database
- RFI-RFQ template & analysis report
- Supplier profiles including factory and product
pictures, suppliers location, price analysis, supplier
recommendation.
 Stage 2: Audits, Selection & Contracting to be
finalised post stage 1 completion.
- Audit Report
- Samples (optional – if possible within stage 1)
- Contract(s)

4. © 2018 Dragon Sourcing. All rights reserved. 4
- Total 24 SKU’s of top and bottom styles were included for costing for
business call and first class passengers,

5. © 2018 Dragon Sourcing. All rights reserved. 555555555
Agenda
1. Sourcing Project Introduction
2. Sourcing Approach
3. Conclusions

6. - Following steps were covered under stage 1: Supplier Pre-Qualification
No. Step Deliverables
1.
Demand Analysis
Work with client to define and understand the Products and requirements (specs, volumes, current unit
prices, delivery destinations of delivery/consumption). Collect samples of the products in order to ensure
potential suppliers fully understand them
• Kick-Off Report
2.
Supply Market Analysis
Identify long list of potential manufacturers in countries in scope by leveraging B2B websites, DS database,
fair catalogues, Chamber of Commerce, magazines, network, references.
• Supplier Long List
3.
Telephone Pre-screening
Selection of manufacturers to be included in the RFI/RFP process by telephone pre-screening based on
agreed simple criteria (e.g. capability to make the product, can export, quality certifications, interest in
participating, etc.
• Shortlist for RFI-RFQ
process
4.
Develop RFI/RFQ document
Prepare an RFI/RFQ document, with an aligned balanced scorecard that has the objective to pre-qualify the
competitiveness and capabilities of the manufacturers, including: background, financial, client and product
experience, quality certification & processes, social responsibility, manufacturing/technology capability, R&D
capability.
• RFI-RFQ Template
• Balanced Scorecard
5.
Administer RFI/RFQ:
The RFI/RFQ is translated to the local languages as relevant, and distributed to the relevant manufacturers,
with telephone follow-up to push for maximum participation.
• Completed RFI-RFQ’s
6.
Analyze RFI/RFQ Responses:
Analysis of RFI/RFQ responses, estimation of logistics costs, and preparation of a report, which profiles &
objectively ranks the manufacturers by capability and competitiveness, including a recommendation for
those to be audited.
• RFI-RFQ Report
• Supplier Profiles
• Proposed Shortlist for
Audit.
© 2018 Dragon Sourcing. All rights reserved. 6

7. - The estimated yearly volume was 1 million pajama set (top/bottom) collected at the
project kick off stage.
7© 2018 Dragon Sourcing. All rights reserved.
# Style# Product name Class Line Annual Quantity in Sets
1 B-1a-Uni-T Hoodie Long Sleeves Top
Business Uni-sex 980,447
2 B-1b-Uni-P Cuff Trouser
3 B-2a-Uni-T Hoodie Long Sleeves Top
4 B-2b-Uni-P Cuff Trouser
5 B-3a-Uni-T Round neck (Long Sleeves)
6 B-3b-Uni-P Elasticated waistband Trouser
7 B-4a-Uni-T Contrast Round neck (Long Sleeves)
8 B-4b-Uni-P Contrast drawstring Trouser
9 XXX XXX
First
Women 6,583
10 XXX XXX
11 XXX XXX
12 XXX XXX
13 XXX XXX
14 XXX XXX
15 XXX XXX
16 XXX XXX
17 XXX XXX
Men 12,827
18 XXX XXX
19 XXX XXX
20 XXX XXX
21 XXX XXX
22 XXX XXX
23 XXX XXX
24 XXX XXX
999,857

8. Steps Week 1 Week 2 Week 3 Week 4
1. Demand Analysis
2. Supply Market Analysis
3. Telephone Pre-screening
4. Develop RFI/RFQ
5. Administer RFI/RFQ
6. Analyze RFI/RFQ Responses
7. Sample development from shortlisted
suppliers
1
RFI/RFQ approved
2
- Stage 1: Supplier Pre-Qualification timeframe.
- Project was completed within 4 weeks as per schedule.
Supplier profiles with
recommendations.
© 2018 Dragon Sourcing. All rights reserved. 8
Not started Done
Inprocess Delay
3

9. © 2018 Dragon Sourcing. All rights reserved. 9
1. Supplier database was identified according to the category specific information,
2. Pre-screening was performed to filter the long list of suppliers’ with the specific key
requirement on this project.
- Must have modal fabric experience,
- Must have Corporate Social Responsibility certificate and Quality Management Certificate
- Airline experience was considered good to have.
STEPS
Countries
China India Vietnam Turkey Bangladesh Pakistan Total
Suppliers Identified 15 15 10 10 10 10 70
Shortlisted for RFI/RFQ 8 5 4 6 4 3 30
RFI/RFQ Sent 8 5 4 6 4 3 30
Intend to respond 2 4 2 3 2 2 15
Don't intend to respond 6 1 2 3 2 1 15
RFI/RFQ Received 2 4 2 3 2 2 15
- Stage 1- Supply Market Analysis:
- Process metrics follow up as per Country wise.

10. © 2018 Dragon Sourcing. All rights reserved. 10
• Post pre-screening the suppliers,
• RFI-RFQ process was administered to filter out most capable suppliers,
Supplier Profile example

11. © 2018 Dragon Sourcing. All rights reserved. 11
FOB Price Breakdown in USD
# Style# Product name Class Line
Annual Quantity
in Sets
Fabric Cost/
PC
Accessories
(Packaging and Label)
per PC
Processing
Cost per PC
Cost, others
per PC
Sum of total
garment cost
per PC
Cost Per Set
(top + bottom)
1 B-1a-Uni-T Hoodie Long Sleeves Top
Business Uni-sex 980,447
$0.00
$0.00
2 B-1b-Uni-P Cuff Trouser $0.00
3 B-2a-Uni-T Hoodie Long Sleeves Top $0.00
$0.00
4 B-2b-Uni-P Cuff Trouser $0.00
5 B-3a-Uni-T Round neck (Long Sleeves) $0.00
$0.00
6 B-3b-Uni-P Elasticated waistband Trouser $0.00
7 B-4a-Uni-T
Contrast Round neck (Long
Sleeves)
$0.00
$0.00
8 B-4b-Uni-P Contrast drawstring Trouser $0.00
9 XXX XXX
First
Women 6,583
$0.00
$0.00
10 XXX XXX $0.00
11 XXX XXX $0.00
$0.00
12 XXX XXX $0.00
13 XXX XXX $0.00
$0.00
14 XXX XXX $0.00
15 XXX XXX $0.00
$0.00
16 XXX XXX $0.00
17 XXX XXX
Men 12,827
$0.00
$0.00
18 XXX XXX $0.00
19 XXX XXX $0.00
$0.00
20 XXX XXX $0.00
21 XXX XXX $0.00
$0.00
22 XXX XXX $0.00
23 XXX XXX $0.00
$0.00
24 XXX XXX $0.00
Part of the RFQ sheet,
• Post pre-screening the suppliers,
• RFI-RFQ process was administered to filter out most capable suppliers,
• Detail cost break down sheet was sent to the suppliers,

12. 12
- Suppliers were ranked and recommended based on their Company profile and price
competitiveness.
- All the supplier profiles were shared with the client.
© 2018 Dragon Sourcing. All rights reserved.
# 1 2 3 4
Supplier name DS/OM/001 DS/FC/002 DS/LK/003 DS/4I/004
Country Turkey China Pakistan China
2-1 Company type (Manufacturer/Trader/Agent) Manufacturer Manufacturer Manufacturer Manufacturer
2-2 Company founded 2014 2015 2005 2003
2-3 Number of employees 150 210 600 300
2-4 square meters(m²) of the workshop 3.000m² 1500m² 10164m² 10000m²
2-5 Industry mainly serve Textile Airlines, Hotels Airline and Hotel Airline products
2-6 Have export license Yes Yes Yes Yes
2-7 Years of export experience 4 Years 2 Years 13 Years 16 Years
2-8 Turnover (in Million USD) in the year 2017 XXX XXX XXX XXX
2-9
Quality Management and Corporate Social
Responsibility certificates
ISO 9001, ISO 14001 & SA 8000 ISO 9001 & SEDEX
ISO 9001, SA 8000, BSCI,
SEDEX & WRAP
ISO 9001, BSCI & WRAP
2-10
Category can offer
Pajama
Set
Padded
slipper
Fabric bag
Pajama
Set
Padded
slipper
Fabric bag
Pajama
Set
Padded
slipper
Fabric bag
Pajama
Set
Padded
slipper
Fabric bag
In-house/sub-contract/Cannot offer In – house
Sub-
contract
In - house In-house In-house In-house In-house
Sub-
contract
In-house In-house In-house In-house
Monthly production capacity 0.2 M n/a Yes 0.5 0.2 1 M pcs 0.3 n/a 0.5 0.2 M n/a Yes
Can produce 1million sets a year Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes
Can offer fabric 93% Modal Rayon and 7%
Spandex
Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes
2-8
Have prior experience in manufacturing
garments/accessories made from Modal fabric
Yes, we produced for Carrefour
Sa and also for our own brand
Yes，we have. Yes Yes
2-9 Can offer finish with UPF sun protection Yes Yes Yes Yes, we can
2-10
Production process In-house Stitching Printing Embroidery Stitching Printing Embroidery Stitching Printing Embroidery Stitching Printing Embroidery
In-house/sub-contract/Cannot offer Yes Yes No Yes Yes Yes In - house In - house
Sub-
contract
In-house
Sub-
Contract
Sub-
Contract
total number of machines
(sewing/Printing/Embroidery) in-house?
265 5 n/a 500+ 6 2 432 3
Sub-
contract
320 3
Sub-
contract
Do you have any customers from airlines? If
yes then please list them?
No Yes No Yes
2-11 Top 3- Clientele list
Client
name
Country Industry
Client
name
Country Industry
Client
name
Country Industry
Client
name
Country Industry
XXX
Turkey Trade
XXX
Canada Airlines
XXX
Australia Hotel
XXX
China Hotel
Qatar Trade France Airlines Germany Hotel Thailand Airlines
UAE Trade
Saudi
Arabia
Airlines Germany Hotel UK Airlines

13. © 2018 Dragon Sourcing. All rights reserved. 13
# 1 2 3 4
Loading 6500 set in 20ft container. Supplier
name
DS/OM/001 DS/FC/002 DS/LK/03 DS/4I/004
Country Turkey China Pakistan China
# Style # Description Class Line
Annual
Quantity
in Sets
Garment
Cost / PC
FOB
Price Per
Set
(top +
bottom)
CIF Price
Per Set
(top +
bottom)
FOB
Price Per
Set
(top +
bottom)
CIF Price
Per Set
(top +
bottom)
Garment
Cost / PC
FOB
Price Per
Set
(top +
bottom)
CIF Price
Per Set
(top +
bottom)
Garment
Cost / PC
FOB
Price Per
Set
(top +
bottom)
CIF Price
Per Set
(top +
bottom)
1 XXX Hoodie Long Sleeves Top
Business
class
Uni-sex 9,80,447
$3.05
$7.15 $7.29 $7.90 $8.00
$4.45
$8.95 $9.04
$5.80
$11.20 $11.30
2 XXX Cuff Trouser $4.10 $4.50 $5.40
3 XXX Hoodie Long Sleeves Top $3.05
$7.15 $7.29 $7.90 $8.00
$4.35
$8.55 $8.64
$5.80
$10.80 $10.90
4 XXX Cuff Trouser $4.10 $4.20 $5.00
5 XXX Round neck (Long Sleeves) $3.05
$7.15 $7.29 $7.85 $7.95
$4.15
$8.60 $8.69
$5.30
$10.30 $10.40
6 XXX Elasticated waistband Trouser $4.10 $4.45 $5.00
7 XXX Contrast Round neck (Long Sleeves) $3.05
$7.15 $7.29 $7.70 $7.80
$4.25
$8.40 $8.49
$5.00
$10.00 $10.10
8 XXX Contrast drawstring Trouser $4.10 $4.15 $5.00
9 XXX XXX
First
Class
Women 6,583
XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
10 XXX XXX XXX XXX XXX
11 XXX XXX XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
12 XXX XXX XXX XXX XXX
13 XXX XXX XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
14 XXX XXX XXX XXX XXX
15 XXX XXX XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
16 XXX XXX XXX XXX XXX
17 XXX XXX
Men 12,827
XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
18 XXX XXX XXX XXX XXX
19 XXX XXX XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
20 XXX XXX XXX XXX XXX
21 XXX XXX XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
22 XXX XXX XXX XXX XXX
23 XXX XXX XXX
XXX XXX XXX XXX
XXX
XXX XXX
XXX
XXX XXX
24 XXX XXX XXX XXX XXX
Minimum
Maximum
Below Average
Above Average
- Price analysis was done for the 15 suppliers responded to the RFQ.
- India 4, Turkey 3, China 2, Bangladesh 2, Pakistan 2 & Vietnam 2.
Recommended supplier

14. 14
Country No. of suppliers recommended
China 2
Pakistan 1
Turkey 1
1
2
- 4 suppliers were shortlisted based on the price competitiveness and Company profile,
- And further action was to develop samples from them.
© 2018 Dragon Sourcing. All rights reserved.

15. TOP BOTTOM
- High quality samples were developed from the shortlisted suppliers within short period
of time,
- Client to submit these samples to the airline with the bid,
© 2018 Dragon Sourcing. All rights reserved.

16. © 2018 Dragon Sourcing. All rights reserved. 161616161616161616
Agenda
1. Sourcing Project Introduction
2. Sourcing Approach
3. Conclusions

17. Conclusions
 Whole project was carried out in 4 weeks with 70 suppliers identified & 15 complete RFI-RFQ received.
 All the recommended suppliers are certified with social compliance and quality management
certification.
 All the recommended suppliers were already supplying to leading airlines and/or leading hotels.
 High quality samples were developed within a short period of time.
 Overall based on our report, It helped client to join airline bid on time with attractive price from potential
suppliers and samples to showcase.
 A plan was framed to audit the recommended suppliers as a next step post bid results,
** Dragon Sourcing has experienced team for performing Technical and Social Corporate Responsibility (CSR)
audit or hybrid model combing both.
15© 2018 Dragon Sourcing. All rights reserved.