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Dragon Sourcing Your Tailored Approach to Emerging Markets
www.dragonsourcing.com
CAPEX Case StudyApr 3rd 2012
© 2012 Dragon Sourcing. All rights reserved. 1
www.dragonsourcing.com
Agenda
1. A leading international pharmaceutical company
2. A leading international equipment manufacturer
2© 2012 Dragon Sourcing. All rights reserved.
www.dragonsourcing.com
0
10,000,000
20,000,000
30,000,000
40,000,000
50,000,000
60,000,000
1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 4 4 4 4 4 4 5 5 5 5 6 9 10 10 19 20 23 23 37
Spend Value
© 2012 Dragon Sourcing. All rights reserved. 3
All In
terna
l Mee
tAL
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ailFM
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urity
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vice
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ehicu
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13 Lo
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General spend analysis including Capex and raw material
RMB
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Procurement bid process flow chart ( Capex and service):
Approval 审核
Approval 审核
No
Value< RMB 10,000
Approved vendor list 加入供应商列表
Requirement application form
需求申请表
Vendor selection confirmation 确定供应商 / 价格
Negotiation 议价
PR采购申请单
PO confirmation & expediting 订单确认 / 跟催
Good or service receipt 材料 / 服务验收
Quality Control (Optional) 验货
PO采购订单
Payment 付款
Negotiation 议价
Vendor evaluation 供应商评估
Competitive bid 竞争性招标
Sample test 样品测试Vendor audit 验厂
Vendor selection 确定供应商
New vendor creation 创建新供应商Y
Preliminary screen初步筛选
Potential vendor list 潜在供应商名单
Required specification 购买需求
Is it new vendor? 是否新供应商
Preferred vendor list 优先供应商名单 Inquiry 询价
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Competitive Bid Policy
Purchasing below 2 000 RMB:The requester must have 1 offer (minimum) from only preferred suppliersTenders are not mandatory but can be done on request from Procurement or from the Requester. If there is no preferred supplier, Procurement must be contacted. The procurement confirms the requester choice. Purchasing between 2 000and 10 000 RMB:The requester must have 3 offers (minimum) from only 3 different preferred suppliersIf there are less than 3 preferred suppliers, Procurement must be contacted. The procurement confirms the requester choicePurchasing above 10 000 RMB:Procurement is involved and leads the tender process according to the best practicesThe procurement department confirms the final choice based on the decision process (scoring matrix).For repeated purchases in the same categories when the annual or project spend is more than RMB 10,000 regardless of spend on single Purchases, Procurement must be involved to identify and select preferred suppliers.
www.dragonsourcing.com
Agenda
1. A leading international pharmaceutical company
2. A leading international equipment manufacturer
6© 2012 Dragon Sourcing. All rights reserved.
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MDF Production line ( Material preparation – energy plants – drying – mat forming – presses – surface laminating – finishing lines )
© 2012 Dragon Sourcing. All rights reserved.
www.dragonsourcing.com© 2012 Dragon Sourcing. All rights reserved. 8
Assembling supplier requirement
1. Have capability and capacity in doing assembling jobs including plate work, welding, cutting and mechanical processing.
2. Have right equipments and experiences3. Good project management skills4. Willing to cooperate in a project base model
Focus:• Wood panel equipment supplier• Machine manufacturing supplier
Assembling supplier requirement
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Assemble drawing – sifter for fiber from medium density fiberboard
© 2012 Dragon Sourcing. All rights reserved.
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Specifications ( Coat of varnish drawing )
© 2012 Dragon Sourcing. All rights reserved.
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Specifications ( Insulation instruction drawing )
© 2012 Dragon Sourcing. All rights reserved.
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We identify initially a total of 214 potential suppliers, through the screening (phone screening and RFI), 18 suppliers were able to provide RFI
Product category Assembling supplier
Suppliers initially identified 214
Shorter more manageable list after first phone screening 135
Suppliers RFI is sent 135
Suppliers willing to participate 18
Number of RFI received 18
Deadline for suppliers answers Jul 22nd 2011
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We recommend to audit initially all the suppliers ranked more than 80 (7 suppliers out of 18)
Suppli
er 1
Suppli
er 2
Suppli
er 3
Suppli
er 4
Suppli
er 5
Suppli
er 6
Suppli
er 7
Suppli
er 8
Suppli
er 9
Suppli
er 10
Suppli
er 11
Suppli
er 12
Suppli
er 13
Suppli
er 14
Suppli
er 15
Suppli
er 16
Suppli
er 17
Suppli
er 18
0
25
50
75
10090 90 90 87 87
83 82 79 79 7873 72 70
6660 58 57
52
Supplier RFI Score Ranking (out of 100)
Average
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18 Supplier’s ranking according to score card
Supplier name
Company background
Business information
Quality management Production
Corporate responsibility Cooperate Total point
Average Ranking City
5% 20% 20% 45% 5% 5%based on
100
Supplier 1 90 75 100 91 100 100 90 75 1 Taizhou
Supplier 2 87 100 82 88 100 86 90 75 2 Wuxi
Supplier 3 77 84 82 94 100 100 90 75 3 Nantong
Supplier 4 87 56 100 97 100 54 87 75 4 Wuxi
Supplier 5 87 75 95 86 100 100 87 75 5 Wuxi
Supplier 6 90 59 95 89 100 54 83 75 6 Nantong
Supplier 7 73 91 55 88 100 86 82 75 7 Suzhou
Supplier 8 63 56 86 88 100 54 79 75 8 Suzhou
Supplier 9 87 69 64 92 80 54 79 75 9 Wuxi
Supplier 10 63 63 82 85 100 54 78 75 10 Nantong
Supplier 11 63 56 50 87 100 86 73 75 11 Changzhou
Supplier 12 73 63 64 75 100 86 72 75 12 Wuxi
Supplier 13 53 44 77 74 100 86 70 75 13 Wuxi
Supplier 14 63 41 50 82 100 54 66 75 14 Shanghai
Supplier 15 53 44 55 67 100 54 60 75 15 Changzhou
Supplier 16 63 45 36 67 100 54 58 75 16 Wuxi
Supplier 17 63 47 27 70 100 54 57 75 17 Suzhou
Supplier 18 73 55 27 58 60 54 52 75 18 Wuxi
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Company ProfileSupplier 1
GENERAL INFORMATION
Supplier Name xxx
City Taizhou
Province Jiangsu
Contact person xxx
Email xxx
Title xxx
Phone number xxx
Mobile xxx
Website wxxx
BUSINESS INFORMATION
Found Year 2000
Nature of the company Private
Capital in million RMB 56.9 million
Work floor size (m²) 40000
Number of employees in total 320
Worker Engineer R&D QC Management Sales
230 10 16 16 40 8
License for self import/export (Yes/No) Yes
Years of export experience 4
How much capacity do you have to accept new orders? 5000 tons
How many employees in your company is qualified for CAD? 10
How long does your employee work in your company in average? Over 5 years
What's your worker's average monthly salary? (RMB) 3500
Do you have equipment list? Yes
TURNOVER IN MILLION RMB2010 2009 2008196m 174m 146m
% SALES MAIN MARKETS IN 2010 Domestic EU (%) US (%) Japan (%) Rest of the world (%)
80 18 0 0 2 CUSTOMER BASE
Customers Country Industry Percentage of salesBAOSTEEL China Steel 35
Shagang Group China Steel 21MCC China Institute of Design 18
QUALITY & ENVIRONMENTAL REGISTRATIONCertificate Yes/NoISO 9001 Yes
ISO 14001 Yes
COMPLIANCE WITH LOCAL LAW
Do you adhere to all rules and regulations in respect to child labor ? Yes
How many hours per week, including overtime are working your employee on a regularly scheduled basis? 48 hours
Are all your employees working in a safe, healthy and clean working place? Yes
Do you have any Ethical and Environmental Policies with independent verification of these policies? Yes
Are you willing to sign a confidentiality agreement? (Y/N) Yes
QUALITY MANAGEMENT
Does your company know DIN standards? Yes
Does your company have CAD, CAE? Yes, CAD
Does your company have quality statistics? ( Casual, monthly, quarterly ) Yes, monthly
Are the technically demanding parts and entire subassemblies tested according to check plans and test instructions? Yes
Does your company have assembly experience? Yes
Scoring 90
Ranking out of 18 1
Factory pictures Yes
15© 2012 Dragon Sourcing. All rights reserved.
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Company Profile Supplier 1
TEST INSTRUMENT
Instrument Do you have or not? Instrument description and brand
Welding quality test instrument Yes Type: X305
Measure table Yes
Strength test Yes Type: WE—3004
3D equipment Yes XYZ axis measuring stroke(mm): 600x1000x500
Spectroanalysis instrument Yes 27 kinds of elements could be tested
Shock Absorption Yes Type: JB—300B
Machinery vibrating stress relief device Yes Type: ZS2008
PRODUCTS
Main product Complete Plants of Machinery and Equipment
Main material processed Q235steel,Q245steel, Stainless steel
EQUIPMENT
Equipment In house or outsourced? Equipment qty Equipment In house or outsourced? Equipment qty
Cutting In house 4 Stainless steel welding In house 16
Laser cutting Outsourced 1 MAG welding In house 56
Bending Outsourced 1 Sand blasting In house 3
Stamping In house 1 Varnish In house 2
Turning In house 19 Zinc Coating Outsourced N/A
Milling In house 5 Crane Outsourced 22
CNC In house 1 5
16© 2012 Dragon Sourcing. All rights reserved.
www.dragonsourcing.com17
Company Profile Supplier 1
FACTORY PICTURES
17© 2012 Dragon Sourcing. All rights reserved.