Monthly Archives: October 2008

The Sourcing Maniacs 2008 Vendor Tour Part III: Apriori

At the end of Part I, the Sourcing Maniacs had just completed their Aravo visit, the first stop on their journey. After Aravo, they took a trip to Massachusetts to visit their old friends Pinky and the Brain, but were unsuccessful as their friends were under lockdown until the annual user conference. However, being in the Boston area, they decided to continue their vendor tour through the sourcing alphabet and decided to pay a visit to Apriori, home of the Wizard of Cost, before moving onto the B’s. We join them on their hearty jaunt up Baker Avenue in Concord, MA.

Yakko, Wakko, & Dot We’re off to see the Wizard, the Wonderful Wizard of Cost
We hope he is a Whiz of a Whiz if ever a Whiz there was
If ever, oh ever, a Wiz there was, we hope the Wizard of Cost is one because
because, because, because, because, because
of the wonderful things a cost wizard does
We’re off to see the wizard, the wonderful Wizard of Cost!
   
Yakko We’re here!
Dot Where?
Yakko At Apriori, of course!
Wakko Are you sure?
Yakko As sure as a Massachusetts black bear does his thing in the woods.
Wakko But where’s the big neon sign?
Dot And the big corporate headquarters?
Yakko Not all companies own their own buildings, Dot. And not all companies feel the need to throw up flashy 1950’s neon signs to advertise their business. After all, those signs cost money. And I think cost management is supposed to be about not spending money you don’t need to spend. But that’s what we’re here to find out, isn’t it.
Dot I sure hope the Wizard of Cost can see us!
Wakko And that we don’t get shut out again. I mean, we were wako’d by Ariba, but we were almost wak’d yesterday!
Yakko I don’t think we’ll be shut out here. the doctor tells me that Apriori are very friendly and open people.
Wakko But will they welcome us with open arms?
Yakko Well, I never really asked if they’d welcome us. But we’re solo now … and I don’t think they ever competed with Ariba anyway. I’m sure they’ll talk to us.
Dot After all, who can resist pretty lil me.
Dot strikes her cutest pose and starts fluttering her eyebrows shamelessly.
Yakko So who wants to knock on the door?
Wakko I do! I do!
Wakko takes out his rubber mallet and waks on the door.
   
  long pause … door opens
   
The Wizard of Cost Hello?
Wakko, Yakko, & Dot We’re the sourcing-maniacs
And we’re zany to the max
Dot I am cute …
Yakko  and I like to yak
Wakko while I pack away the snacks
Wakko, Yakko, & Dot We’re the sourcing-maniacs
Dot I’m Dot,
Wakko I’m Wakko,
Yakko  and I’m Yak…
The Wizard of Cost Yes, I know who you are. Can I help you?
Yakko We want to learn about enterprise cost management!
Wakko And beg for food!
Dot And find a job!
The Wizard of Cost Well, I can certainly help you with the first topic. I’ve made it my personal mission to spread the word of enterprise cost management and how it can help direct sourcing organizations, as well as manufacturers, save money in these troubling times.
Wakko, Yakko, & Dot That’s great!
The Wizard of Cost But you have to promise me something first.
Yakko What’s that.
The Wizard of Cost That you’ll sit down …
Wakko No problem!
Wakko plops down on the floor.
The Wizard of Cost listen …
Wakko We’re all ears! Wakko stretches his ears in his best Dumbo impersonation.
The Wizard of Cost and behave. You have a bit of a reputation, and we’re a no-nonsense operation here at Apriori.
Yakko We can behave!
The Wizard of Cost Promise?
Wakko, Yakko, & Dot We promise.
The Wizard of Cost Then take a seat and let’s begin.
   
The Wizard of Cost Let’s start with the basics. Every business is in business to make a profit. Profit is defined as the difference between revenue and cost, or, the difference between the money you take in from sales and the money you spend on supplies, overhead, and taxes. That says there are fundamentally two ways to increase profit – increase sales, which falls under the purview of Sales and Marketing, and reduce costs, which generally falls under the purview of supply & spend management. We focus on cost.

However, not all costs are equal. If we look at a balance sheet, we see there are three main types of costs: COGS (Cost of Goods Sold), SG&A (Selling, General, and Administrative Expenses), and D&A (Depreciation and Amortization), and that COGS usually represents 80% of the costs under enterprise control. So, unlike many e-Procurement firms that just try to reduce the cost of the transaction, which only serves to reduce SG&A expenses, we focus on reducing COGS, as every dollar reduction in COGS has five to six times the impact of a dollar reduction in SG&A.

To reduce COGS, we start with the understanding that COGS is a combination of raw material costs, labor costs, production overhead costs, and margin. All of these costs can be reduced with the right insight — and this is where we are different than a standard sourcing application that just tries to get you the lowest price per unit through a volume buy or leverage-based raw material buy. Then we help you identify the right product, produced by the right process, to meet your needs at the lowest possible cost.

Wakko How do you do that?
The Wizard of Cost We have software that implements a virtual production environment that not only allows us to model a part, but an entire production process. This allows us to calculate not only how much a modeled part should cost, but whether or not there are other processes that could be used to create that part. For example, if you have a door hinge, you have a bend, a cut, and some hole punches. And there’s more than one way you can order the steps.
Yakko But you still have to do the steps, so how does reordering save money?
The Wizard of Cost Well, reordering allows you to do three things. First of all, it allows you to plan your production so that you don’t have multiple production runs waiting on the same machine at the same time. This increases your production throughput, which lowers your cost of production per part as you produce more parts in a day. Secondly, if you punch before you cut, and you have a machine capable of doing multiple hole punches simultaneoulsy, you might be able to punch four or eight hinges on a sheet of metal simultaneously, which would increases your productivity eight-fold. Finally, it allows you to consider different machines given the partial state of completion the part is in at any one time. And this is where a lot of the power of the VPE comes into play. Maybe instead of a punch, you can use a laser drill that can drill 10 pieces simultaneously if they are stacked, but only if you have enough extra metal around the edges for the grips to hold the stack in place. If the laser drill costs you half as much to operate as the old punch, then you want to use it — which is something you can do if the hole creation step comes first, but not if the hole creation step comes last.
Dot That sounds really neat!
The Wizard of Cost It is, and it’s quite powerful.
Yakko But how does the buyer know what the costs are? And doesn’t this take the supplier, who’s supposedly an expert in part manufacturing, out of the picture?
The Wizard of Cost Good questions. Fortunatley, we have some good answers.

The platform plugs into market feeds and our database of standard pricing that we have built up for North America and China, and this gives us a first level estimate. Secondly, it allows the buyer to enter their costs, or their supplier’s quoted costs, for each variable and refine that cost model further. Finally, it allows them to use a supplier’s VPE to calculate precise cost or set up a VPE specific to their supplier if their supplier does not already have one.

In addition, we realize that the best results often come from collaboration and from taking advantage of expertise on both sides of the table, so we have been working hard on improving our supplier interface that allows buyers and suppliers to share designs and data back and forth, through a new CAD-independent viewer that’s coming out in our next release, so that both parties can work together. And, unlike some vendors, who shall go unnamed, that force suppliers to pay a registration fee to be listed in, or gain access to, their system, our basic viewer is totally free to the suppliers of any buyer who licenses our system. This keeps the supplier in the picture, in a non-cost prohibitive fashion, and helps the buyer find the best product at the best price, produced from the best production process, for their needs. In our view, that’s what enterprise cost management is all about.

Dot That’s a really cool take.
Yakko Not at all what we’re used to … coming from a sourcing world that has traditionally focussed on e-RFx, e-Auctions, contract management, and spend visibility to reduce cost.
The Wizard of Cost It is a bit different, and we think it plays very nicely with those traditional approaches. Whereas they primarily reduce SG&A, and in the case of contract management, insure that agreed upon costs are adhered to, we primarily reduce COGS. It’s a big sandbox, we can play nice, and when we do, we think everyone wins. What do you think?
Wakko I think I’d like to see more.
The Wizard of Cost All in good time. Our next release, v6*, is slated for next quarter.
Dot Then I guess it’s time to go!
The Wizard of Cost Thank you for stopping by. And by the way, when you recount this story to the doctor, which I’m sure you will do, try not to leave anything out. Enterprise Cost Management is about a whole, and if you leave out any parts, it doesn’t really make sense.
Wakko We’ll try.
The Wizard of Cost Promise?
Wakko, Yakko, & Dot We promise.
The Wizard of Cost Farewell and safe travels!
   
Yakko Well that was different!
Dot Not at all what I expected!
Wakko And they didn’t feed us baloney sandwiches. I like baloney sandwiches. I’m hungry!
Dot You’re always hungry!
Yakko Let’s go eat.
Wakko So where are we going next?
Yakko On to the B’s!
Dot Bearing Point?
Yakko They’re a consulting firm. We do products.
Wakko Bravo Solution and their VerticalNet suite?
Yakko We’d have to hike all the way to Pennslyvania, wouldn’t we? There are B companies locally. Let’s go visit BIQ! They’re just a few miles away in Southborough!
Wakko What do they do?
Yakko Spend Analysis.
Dot But we already did that at Ariba. That’s old news.
Yakko the doctor says BIQ is different, and that how we define “spend analysis” is not the right way to define spend analysis.
Wakko Why not?
Yakko I don’t know. Let’s go find out!
Wakko & Dot OK!
   
Yakko, Wakko, & Dot We’re off to BIQ
To see what they do for you
Wakko And maybe find a clue
Dot To dealing with data times two
Yakko, Wakko, & Dot We’re off to BIQ
  …

Tomorrow we recount the Sourcing Maniacs’ tale of their visit with BIQ. Stay tuned!

*Editor’s note. Apriori released v6 in early October. You can find the press release here.

The Sourcing Maniacs 2008 Vendor Tour Part I: Aravo

[Wakko, Yakko, & Dot] We are the sourcing-maniacs
And we’re zany to the max
So just sit back and relax
You’ll laugh ’til you collapse
We’re sourcing-maniacs!
   
[Wakko & Yakko] Come join the ‘Riba Brothers
[Dot] And the ‘Riba Sister, Dot
[Wakko, Yakko, & Dot] Just for fun we ran around the corp’rate parking lot
They locked us in the boardroom whenever we got caught
But let us loose from the caboose
And now you know the plot!

When we last heard from the Sourcing Maniacs, shortly after the acquisition of Procuri by Ariba, Chicken Boo had just fired all three of them. Confused and hungry, the ‘Ribas began marching northward from the Ariba corporate headquarters in Sunnyvale, CA, on their grand adventure to find a new job. They vowed to visit every sourcing company from Aravo to Zycus, if necessary, in their quest to find a new company to whom they could provide their maniacal insight. I’m sorry to report that, unlike Pinky and the Brain (who have been quiet for quite some time now), the Sourcing Maniacs are still unemployed, but I’m happy to report that they are willing to share with the readers of this blog some of the insights they acquired in their 2008 Vendor Tour. So sit back, relax, and enjoy!

Yakko We went to see Aravo
The wizards of 2Sustain
Dot We went with lots of gustavo
As far as we could ascertain
   
Wakko We heard that they were masters of SIM
so we challenged them to a duel
But it turns out SIM’s short for “Supplier Information Management”
Not SIM City
   and again I played the fool!
   
Yakko So we asked for an explanation
Of why we needed SIM
Wakko And what it could do
That we couldn’t do with Vim
   
Dot And then sat down to listen
Wakko Which we do so rar-i-ly
Dot As Aravo’s chaps, all dressed in chaps
Spun a tale of data transparency
   
Yakko This is Yakko’s summary of the Aravo story, edited by the doctor

In the beginning there was the web. It was a wild, wild frontier where data could roam free. A virtual gold-mine, enterprise software companies staked their claim and started to build ranches to corral the data. Some of these companies, like Peoplesoft, Oracle, and SAP were successful in their efforts. Furthermore, not only could they corral the data, but they could send it through pipes from buyers to suppliers. Business-to-Business was born.

Things were good in the beginning, but then the data started to mix, and like Fibonacci’s rabbits, it started to multiply out of control! More and more systems were installed to try and manage the data, but all this did was help the data spread like wildfire until, like the tribbles, it had overtaken every nook and cranny of every enterprise. Although this was a boon for BI systems that needed massive amounts of data to justify their existence, it was a bane to overworked IT administrators who couldn’t swap the backup tapes fast enough. It was an even bigger headache for supply chain professionals who couldn’t get a complete picture of what was being supplied by whom, or when it was coming. This deeply impacted their ability to strategically shape the supply chain.

This wasn’t too bad in the beginning, when oil was cheap, prices were dropping, and the boom look liked it would never end, but then the globalization backlash reared its ugly head. Oil and commodity prices went through the roof, financial markets started crashing, and quality issues became rampant as contaminated toothpaste, salmonella spinach, and lead-paint toys hit stores nationwide. Was your supplier still around? Would it be around tomorrow? Was its quality control adequate? Was it still the right supplier for you? All of these questions became front and center, and couldn’t be answered without insight into all of the relvant data surrounding the supplier … data that, traditionally, was spread across multiple systems inside and outside the enterprise.

Enter SIM. A SIM platform collects all of your data from all of your systems in one place, and lets you view, query, and manage all of your data on a single supplier from a single screen. How much business did you do? What did you buy? Where was it shipped from? Where did it go to? What QA processes were employed? And is the supplier current with their certifications and licenses? All of these questions can quickly and easily be answered with a SIM platform. And more importantly, it can be used as the foundation for supplier improvement and sustainability initiatives, because all of the data needed to launch and track such initiatives is at your fingertips.

   
Yakko So all your data in one place
Wakko Helps keep the egg off your face
Dot And helps you make a solid plan
Of who to keep and who to can
   
Yakko It’s pretty cool, but I have to say
Dot Their wordiness gets in the way
Wakko From a thought that should be as simple and pure
As combining your PB&J spend when you procure!
   
Dot SIM’s just meta-data management
with a flexible UI
Yakko It shouldn’t be that difficult
Wakko or pie in the sky
   
Dot But you need the right framework
baked in at the core
Yakko Otherwise you’ll never realize
Wakko that it’s not just meta-data, it’s more.

And Aravo was just the first stop on the Sourcing Maniacs’ journey. Stay tuned for more!

The World is Fast, Cheap, Out of Control, and Headed for Disaster

I recently stumbled upon a Supply Chain Digest article from earlier this year that purpoted to tell us that a Siemens Global Move Points to the Supply Chain Future, in reference to Siemens’ increasing focus on selling new, lower price versions of its products in developing nations, and of manufacturing these close to those markets. While that has some merit from a supply chain future perspective, there is even more merit in what the author, Gene Tyndall, President of Supply Chain Executive Advisors, noted when he said that the world, which may or may not be flat, is fast, cheap, and out of control.

More specifically,

  • Fast — in that connectivity makes the world smaller, yet more complex
  • Cheap — in that products are dropping in price, and becoming more powerful, yet global sourcing is increasing risks and other problems
  • Out of Control — in that most of the world’s purchasing power now resides in the hands of the customers who are empowered, demanding, and impatient. Businesses are no longer in charge.

At least part of the world is definitely smaller, and, more specifically, the part of world that is granted access to relatively unrestricted internet. In countries where internet access is limited, or content is tightly controlled, it’s really not that much smaller.

Some products are dropping in price, some have prices that are skyrocketing out of control by a factor of more than one hundred times inflation. Risks are increasing in every way imaginable, and the severity of quality-related disasters is recently responsible for a large number of deaths and illnesses around the globe.

In some markets, like cellphones, all of the power resides in the hands of the customers who are empowered, demanding, impatient, and able to afford the products. In other markets, including those that deal in core food stuffs like corn and wheat, the major producers call the shots, considering that world-wide food reservers are purported by some to be at a 100 year low.

But more importantly, globalization, which has been abused for the past decade or three (depending on who you ask), has put the world on a sure-path to disaster that’s going to be almost impossible to avoid if some companies, and governments, don’t smarten up. Let’s start with the statistics and facts from Chapter 16, “A Negative Equilibrium” from John Ralston Saul’s The Collapse of Globalism and the Reinvention of the World.

  • Global M&A hit 100 Billion a week by the end of 2004
  • By 2004, British Personal Debt hit 1 Trillion pounds, an all-time high
  • In 1973, the OEDCD had 10 Million unemployed job seeksers. In the 1980’s, the number rose to 30 Million. In the 1990’s, we hit about 35 Million. In the early part of this decade, we surpassed 45M, and might even have passed the 50M mark – despite the constant revision of the definition of “unemployed” to exclude people no longer seeking work, who have accepted early retirement, or who have part-time jobs (which may or may not be sufficient for them to live on … in some cities, half the people in homeless housing have some kind of job, but don’t make enough to actually afford shelter).
  • The income of the richest over the poorest in the UK grew from four times to seven times in the 1990’s, an all-time high for an income gap (and that’s before this decade which saw CXO salaries, golden parachutes and severance packages hit all time highs).
  • By the mid-1990’s, child labor surpassed 200 Million.
  • By the end of the 1990’s, the debt-to-export ratio of the most indebted countries were at levels that were, in many cases, 10 times more than they were in 1970. (And things have only gotten worse since then.)

And let’s add a few more scary facts and statistics:

  • The average daily volume in the global forex and related markets is continously growing and the total GNP of the US is now traded at least once every 3 days and the GNP of the entire world is now traded at least once every 15 days! (Daily trades surpass 4 Trillion Globally, and the GNP of the planet is slightly less than 50 Trillion.)
  • Thanks to the recent lending crises, which have snowballed out of control, even 700 Billion, an amount which is more than the GDP of every country except the US, Japan, Germany, China, the UK, France, Italy, Spain, Canada, India, and Mexico, might not be enough to prevent a massive financial industry failure in the US, which is almost 1/4th of the world’s economy.
  • The quest for never-ending cheap labor, which caused a global resurgence in child labor in the 1990’s, is now leading to riots, and as I reported recently, murder, due to the unrest caused by massive labor displacement as companies abandon one locale for another.

The problem is simple, too many companies are focussing on the absolute lowest cost and not enough on the impact their decisions have on sustainability and corporate social responsibility. Globalization has privatized the world, which means that the private sector needs to live up to the responsibilities that entails, as many companies now have more power than governments. If they don’t find a way to balance their responsibility to their shareholders with their responsibility to society, they may bring down entire cities, states, and even countries — and that would do more damage to their bottom line than a few extra cents for labor costs or sustainable operations ever would.

So if you want to keep your company away from the path to disaster, when you source, remember to account for the costs associated with unsustainable and unsocially responsible practices on the part of your suppliers. If you do, you may just find that, not only will you be set to do better in the long run, but that you might actually survive for the long-run.

A Great Solution to the Clean Energy Conundrum

According to a recent CNet Article, companies seeking to establish solar power farms, especially near protected wildlife areas, face a long, byzantine, government permit process. However, there are a large number of ideal locations for solar power farms in the south-western US which include 15 million locations contaminated by toxic waste.

The Environmental Agency, which has cleaned up 850,000 acres, has produced a map for Google Earth showing the potential for solar, wind, and biomass plants across 480,000 sites marred by toxic industrial waste and mining. It’s astonishing how many of these sites fall in excellent zones. Considering that the land, even if it is “cleaned up”, is not suitable for much else and the on-going energy crisis, which is only going to get worse, I think it’s a fantastic idea – and one of the best I’ve come across yet! So if you’re a corporation big enough to negotiate your own private energy contracts, I urge you to not only push your suppliers to move to green energy, but to consider investing in projects that use the cleaned-up sites, as such projects will likely clear red-tape faster, reduce our dependence on oil, and deliver savings to your bottom line. (After all, the land’s going to be cheaper than dirt!)

Things You Should Know Before You Launch a Project That Depends on IT

A month or so ago, on a busy day, I came across this ZDNet article on the Top 5 issues your IT staff wants to address but is afraid to tell you that I think everyone should read — twice — before embarking on any system modernization that will require the involvement of IT. For some of you, it might be a real eye-opener!

  • There is no history of the code.
    If your current application has been in place for five or more years, it has probably evolved substantially as a result of regular vendor upgrades and in-house customizations to meet your business needs. As support needs increased, and response times took priority over change management, tracking the changes (and who was responsible for them) fell by the wayside and the process of unraveling the underlying code is now likely as challenging as building the application from scratch.
  • We don’t know exactly how many applications we have or how they all work together!
    Applications make their way into organizations through procurement overrides, departmental purchases, trials, upgrades and, of course, open source. This treasure trove of technology makes an aerial view of the infrastructure nearly impossible to create. Chances are many departments don’t even know how many applications they are using or how they all interact. I can’t remember a single instance as a technology architect or consultant where I’ve asked for “all of the applications this product interacts with” or “all of the applications your department uses” and received a complete list the first time. Sometimes it’s only in the final phases of an RFQ when I’m building a list of detailed integration requirements and I’ll ask “so, where does this data get pushed to” only to find out that there’s yet one more application that has to be added to the list!
  • We’re actively seeking a new job.
    As the article points out, the average IT turnover rate is 22%. If you’re counting on a single resource to pull a project off, you’re in trouble! Also, there is probably a lack of interest among the millennium generation to work on older technologies just as there is often a lack of interest among the old-timers, only a few years away from retirement, to learn another new-fangled language that’s probably not going to reach the critical mass necessary to still be around in five years.
  • If you can’t prove the ROI, we’re not on your side.
    Your IT staff knows that faster, stronger, cheaper are BS marketing terms. Before they commit their overworked behinds to yet another project, they want to see real benefits in terms of skills, cost savings, and time savings using before and after metrics generated by a third party on similar projects at other firms.
  • We’re not mind readers … you need to share you vision.
    Your IT people are not going to accept that this resulted from long-term planning that was designed to anticipate the next three, five, or seven years of the organization’s technology needs just because you told them it would. Remember, they are the experts in technology, not you. If you want them to share your vision, and get behind the project, you need to involve them in the strategy discussions. They can help you build the right infrastructure for your business, but only if you let them.