Category Archives: Miscellaneous

Is Private Equity the Manufacturing Cure for the Credit Crisis?

I found a recent Industry Week article that discussed how “private equity [is] helping mid-size manufacturers thrive in [an] increasingly competitive global marketplace” quite interesting. The article, which noted that help from the right private equity firms can allow mid-sized manufacturers to bring more efficient and productive systems into the organization that are designed to facilitate operational improvements such as reducing waste and improving throughput, also noted that a recent Ernst & Young study found that companies sold by private equity firms increased in enterprise value at an annual compounded rate of 24% during the time they were in a PE firm’s portfolio — double the rate of comparably publicly traded companies. In addition, buyout firms also increased the earnings before interest, taxes, depreciation and amortization (EBITDA) of these portfolio companies 33% faster than their publicly traded counterparts did. Finally, these companies had productivity levels 33% higher than publicly traded company benchmarks.

The article then put forward five benefits of private equity investment that mid-market manufacturing businesses can expect from the right private equity firm.

  • Sparked Business Growth
    A good private equity firm brings efficient systems into a company, narrows the focus, identifies new markets and integrates value-added processes. This gives a company a solid foundation for growth.
  • Strategic Planning Partnership
    A good private equity firm will have a network of resources, including a board of directors with experience in the manufacturing industry, that they will use to assist management teams in setting and achieving strategic objectives.
  • Long-term Growth Plan
    Private equity, not subject to the whims of Wall Street, can allow for steadier, longer-term growth. It gives the company the flexibility to make decisions that will pay-off in the long run as the company doesn’t always have to worry about quarterly earnings statements.
  • Global Competitiveness
    A good private equity firm has the resources to help a manufacturer enter new markets and serve global customers.
  • Liquidity
    Private equity provides liquidity that allows owners to cash out or diversity assets.

So is it the answer to the credit-crisis? For some firms, I think the answer is yes, especially if they have solid people, solid products, and a history of satisfying solid customers and really need a cash infusion to stay competitive. With good foundations, the right PE firm will be able to take their operation from shaky to stable and take their performance from good to great.

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!)

Are the Only Opportunities for SMEs Opportunistic?

I recently came across an article in Chief Executive titled “opportunities for SMEs in the downturn”, which I thought would be a good read. I don’t know if it was good, but I was shocked by what I read. Although everything the author said was true, I was shocked at how the entire article focussed on gains that come solely from the losses of others. I know some people think business is ruthless cut-throat every man for himself, but I believe that it is possible to make gains without slitting your competitor’s throat and possible to get a good deal without forcing your supplier to the brink of bankruptcy. Maybe it’s naive of me, and that’s why I’m just a blogger and not a CEO of some big tech company … but for now, I’m going to think that way because the alternative isn’t very attractive.

Basically, the author laid out the following opportunity “gold mine” opportunities for SMEs:

  • Scoop up the nuggets of talent among the layoff streams
    There will be some really capable and talented people coming onto the job market over the coming months. … Grab them if you can and augment your current team. If necessary replace a ‘5’ with a ’10’ … and score big despite the global talent shortage.
  • Swoop in and steal your competitors’ customers who fall by the wayside during a downsizing or restructuring.
    Some of your competitors will likely cut back on sales and support as a reaction to slowing sales and adjusted-downward financial projections. When this happens, likely the support level for a few customers will drop noticeably and you’ll have a chance to lure them away with better customer service.
  • Swoop in and steal your competitor’s customers who need better applications your competition can no longer provide.
    Some of your competitors will likely cut back on development as a reaction to reduced sales. New product development will fall by the wayside. This is your chance to steal your competitor’s customer from under their nose.
  • Look for ways to add value to your existing product or service.
    Then up-sell your customers to extract every last penny they own.

I know this is classic, and rock-solid, business strategy, but what I’d like to know is why these strategies weren’t promoted:

  • Reduce your cost of operations, and your prices accordingly.
    Everyone wants a great deal, and in a down economy, everyone needs a great deal. If you can cut your operating costs, by applying good supply and spend management practices, and then reduce your prices, the customers should come to you.
  • Increase your efficiency, and increase your support level.
    Have multiple tiers? Unexpectedly promote your bronze customers to silver, your silver customers to gold, and your gold customers to platinum if they have been with you for two years. They’ll appreciate that and you’ve just gained customer loyalty … at no cost to you if you’re operations are more efficient.
  • Innovate.
    Better products. Better services. How can you go wrong?

Because these strategies work if the market is up or down, and, to me, that’s better for the long-term health of your business.

Annual Vendor Day – Year 2

Editor’s Note: This post was last updated on May 13, 2010.

It’s been one year since my first vendor day post. As it was one of my most popular posts last year at this time, I decided that I would update it for you. I hope it will allow you to quickly and easily find independent, (mostly) objective, third-party analysis of your favorite vendors. Enjoy!

Master Vendor Index:

AECsoft

Akoya

Algorhythm

Apriori

Aptium Global

Aravo

Archstone

Arena

Ariba

Austin Tetra (Equifax)

b-pack

B2B Connex

BIQ

BizNet

Blinco Systems

Bravo Solution

Cambrian House

cBoxBid

Claro

Co-exprise

CombineNet

Compiere

Coupa

CVM Solutions

D&B

Decideware

Denali

EC Sourcing

EcoVadis

Emptoris

Enporion

FieldGlass

Global Data Mining

Head2Head

Hiperos

i2

Iasta

Import Genius

Informance

Integration Point

IQ Navigator

iValua

Ketera

Kinaxis

Lexington Analytics

MCA Solutions

MFG.com

(The) Mpower Group

Nextance (Versata)

Next Level Purchasing

NineSigma

Oracle

Orbian

Power Advocate

Protiviti

Provade

Rapt

Rearden Commerce

Rollstream

Rosslyn Analytics

SAP

Servigistics

Sorcity

SourceOne

SupplierSoft

SYSPRO

The Receivables Exchange

ThomasNet

Trade Extensions

TrueDemand

UGS (Siemens PLM)

Upside Software

Vendormate

Vinimaya

WisdomNet

Vendor Post Index:

Vendor Sourcing Innovation Solution(s)
AECsoft * SIM-Powered e-Negotiation, Part I

* SIM-Powered e-Negotiation, Part II

* e-Sourcing

* SIM: Supplier Information Management

* Contract Management

* Spend Analysis

Akoya * Ahoya!

* Design Cost Out

* Cost Analytics
Algorhythm * The Optimization Rhythm in India

* Still Pounding Out the Optimization Rhythm in India (Part I)

* Still Pounding Out the Optimization Rhythm in India (Part II)

* Supply Chain Optimization

* Inventory/Warehouse Optimization

* Distribution Network Optimization

* Manufacturing/Production Planning Optimization

Apriori * Introduction

* Sourcing Maniacs 2008 Vendor Tour

* Cost Analytics

* Process Models & CAD Integration

Aptium Global * An Emerging Spend Powerhouse * Consulting: Direct Materials Sourcing
Aravo * The Arrival

* Supplier Information Management

* Sourcing Maniacs 2008 Vendor Tour

* SIM: Supplier Information Management
Archstone * Actualization * Consulting: Supply Chain Operations

* Consulting: Strategic Sourcing & Procurement

Arena * Introduction * PIM: Product Information Management
Ariba * Ariba + Orbian = ? * e-Sourcing

* e-Procurement

* e-Payment

* Spend Visibility

* Supplier Network

* Supplier Management

Austin Tetra (Equifax) * More Than Just Supplier Master Data

* Is This The Year Austin Tetra Breaks Out?

* Supplier Data Management

* Spend Management

b-pack * Packing It In for A Brave New World, Part I

* Packing It In for a Brave New World, Part II 

* e-Procurement

* e-Sourcing

* P2P

B2B Connex * e-Document Management * e-Procurement

* e-Document Management

BIQ * Spend Analysis I: The Value Curve

* Spend Analysis II: The Psychology of Analysis

* Spend Analysis III: Common Sense Cleansing

* Spend Analysis IV: Defining “Analysis”

* Spend Analysis V: New Horizons I

* Spend Analysis VI: New Horizons II

* Spend Analysis: What Purchasing.com Got Wrong

* Aberdeen on Spend Analysis: Lost in the Trees

* The Future of Spend Analysis

* Integrating Contract Management and Spend Analysis

* Screwing up the Screw-Ups in BI

* Sourcing Maniacs 2008 Vendor Tour

* Spend Analysis I: It’s the Analysis, Stupid

* Spend Analysis II: Why Data Analysis is Avoided

* Spend Analysis III: Crosstabs Aren’t Analysis

* Spend Analysis IV: User Defined Measures, Part I

* Spend Analysis V: User Defined Measures, Part II

* Spend Analysis
BizNet * Perform-IS * Supplier Performance Management
Blinco Systems * Third Wave * GCM: Global Commerce Management
Bravo Solution * Optimizes Its Way Onto the doctor‘s Short List

* Analysis and Supplier Performance Management

* e-Sourcing

* e-Procurement

Cambrian House * Crowdsourced Software * Software Development
cBoxBid * See Box, c Box Bid * Marketplace for Boxes
Claro * Clarity

* Crystal Customs

* Crown Jewels

* Consulting: Spend Analysis

* Consulting: Strategic Sourcing & Procurement

* Consulting: Spend Management

* Consulting: SRM (Supplier Relationship Management)

Co-exprise * Kick Ass Direct PLM Sourcing, Part I

* Kick Ass Direct PLM Sourcing, Part II

* Sourcing Lifecycle Management I: The Direct Sourcing Cure

* Sourcing Lifecycle Management II: A New Entrant

* Sourcing Maniacs 2008 Vendor Tour

* PLM e-Sourcing

* e-Marketplace

Combinenet * Communique I: Beginnings

* Communique II: Comparisons

* Communique III: Differences

* Communique IV: BoB’s Unique Talents

* Communique V: Expressive Bidding

* Communique VII: BoB’s Power Source

* Communique VIII: Energy!

* Decision Optimization
Compiere * Think Different! * ERP
Coupa * Procurement Independence

* Cabana Cafe Open For Business

* Charges Ahead

* More than Coupacetic

* It’s … It’s … It’s Coupasonic!

* The Sunflower Starts to Blossom

* Coupa + Amazon EC2 = Energized Procurement!

* Fill Your Gas Tank With e-Procurement

* Sourcing Maniacs 2008 Vendor Tour

* QuickDraw Procurement with QuickStart

* e-Procurement
CVM Solutions * Not Just About Supplier Diversity Anymore! * Spend Analysis

* SRM: Supplier Relationship Management

D&B * Not Just for Performance Anymore * Market Intelligence

* Supplier Data Management

* Risk Management

Decideware * Agency Performance Management Experts * Supplier Performance Management

* Scope of Work / Project Management

Denali * Delivers! * Consulting: Strategic Sourcing & Procurement

* Staffing & Recruiting

* Market Intelligence

EC Sourcing * Easy and Affordable Sourcing

* Corrective Action Management

* e-Sourcing Platform

* Corrective Action Management

* Strategic Sourcing Consulting in CPG, Retail, and related verticals

EcoVadis * An Exploration * SaaS Sustainability Solution
Emptoris * Update

* Lies, Damn Lies, And …

* Optimization-Free Advanced Sourcing Services Analysis

* My Response, Part I

* My Response, Part II

* Sourcing Maniacs 2008 Vendor Tour

* Spend Analysis

* e-Sourcing

* SRM: Supplier Relationship Management

* Contract Management

* Decision Optimization

Enporion * Don’t Overlook at the Emporium * Catalog Management

* e-Procurement

* e-RFX & e-Auction

* Contract Management

* Supplier Management

FieldGlass * Sourcing Maniacs 2008 Vendor Tour * Contingent Labor Solution
Global Data Mining * Don’t Underestimate Trade Compliance

* It’s Time To Get Your Trade Data In Order

* Sourcing Maniacs 2008 Vendor Tour

* GCM: Global Commerce Management
Head2Head * For the Supply Chain Nail * Staffing & Recruiting
Hiperos * Is It Time To Get Hip With Hiperos?

* Stay Hip With the Program

* Extended Enterprise Management
i2 * New and Improved

* i2 – Still Truckin’

* Spend Visibility
Iasta * Noteworthy

* Optimization: Can you Afford NOT to do it?

* Sourcing Maniacs 2008 Vendor Tour

* Spend Analysis

* e-Sourcing

* Decision Optimization

* Contract Management

Import Genius * Are you an Import Genius? * US Import & Export Data
Informance * Enterprise Manufacturing Intelligence

* MPM in Disguise

* Manufacturing Performance Management
Integration Point * Another Way to Get Your Trade Data in Order

* Sourcing Maniacs 2008 Vendor Tour

* Trade Compliance to a New Level

* Trade Data Management

* Compliance Solutions

IQ Navigator * IQ-Based Navigation of Contingent Labour Sourcing * Contingent Labour Management
iValua * End-to-End Sourcing and Procurement, Part I

* End-to-End Sourcing and Procurement, Part II

* e-Sourcing

* e-Procurement

Ketera * A Conversation

* Catching Up With

* There’s More than Connect

* Sourcing Maniacs 2008 Vendor Tour

* Spend Analysis

* Contract Management

* Supplier Network

* e-Procurement

* Catalog Management

Kinaxis * Sourcing Maniacs 2008 Vendor Tour * Service Management
Lexington Analytics * Welcome

* How much do you know about your spending?

* Do you have a plan?

* Opportunity Analysis: The Challenge is Having Accurate and Usable Spend Information

* Spend Analysis Consulting Services
MCA Solutions * A Strategic Service Parts Management Platform

* Bringing the Aftermarket Forward, Part I

* Bringing the Aftermarket Forward, Part II

* Strategic Service Parts Management

* Aftermarket Management

MFG.com * A Community in the Making

* MFGX.com – Exploding onto the Scene

* Sourcing Maniacs 2008 Vendor Tour

* e-RFX

* Supplier Discovery

(The) Mpower Group * Talent, Training, and Transition * Consulting: Talent Management

* Consulting: Risk Management

* Consulting: Strategic Sourcing

* Consulting: Supplier Relationship Management

Nextance (Versata) * Next Generation Contract Management * Contract Management
Next Level Purchasing * Welcome

* Purchasing Certification as a Savings Strategy

* Sourcing Maniacs 2008 Vendor Tour

* Purchasing Training

* Certification: Senior Professional in Supply Management (SPSM)

NineSigma * The Open Innovation Mission * Open Innovation
Oracle * No Advanced Sourcing * e-Sourcing

* e-Procurement

Orbian * Ariba + Orbian = ? * SCF: Supply Chain Finance

* e-Payment

Power Advocate * Sourcing Maniacs 2008 Vendor Tour * Strategic Sourcing

* Category & Market Intelligence

* Spend Analysis

… for the Energy Industry

Protiviti * Manage Risk, Reap Reward * Consulting: Risk Management
Provade * Outsourcing, Part I

* Outsourcing, Part II

* Outsourced Procurement

* Workforce Management

Rapt * Sometimes It’s Okay To Get Rapt Up In Revenue

* Rapt Up In Revenue

* Price Optimization
Rearden Commerce * Unique Challenges of Travel Procurement

* Unique Solution For Travel Procurement

* Personal Travel Assistant

* e-Marketplace: Travel

* Expense Management

Rollstream * Roll Out to Your Community

* Steamroll Your Compliance Problems into Submission

* ECM: Enterprise Community Management
Rosslyn Analytics * Taking Analytics-Based Insights to the Masses

* A Spend Visibility Platform the Masses will Rally Around

* Spend Analytics

* Spend Visibility

SAP * Sapphire Sensation * SCM: Supply Chain Management
Servigistics * Tomorrow’s Strategic Service Management Today

* Workforce Management: A Servigistics Approach

* Sourcing Maniacs 2008 Vendor Tour

* Service Management
Sorcity * The Sorcerers * e-RFX

* e-Auction

SourceOne * SourceOnce scores a Grand Slam with WhyAbe

* Sourcing Maniacs 2008 Vendor Tour

* Stragic Sourcing & Procurement Consulting

* SaaS Sourcing Tools

SupplierSoft * Sourcing Maniacs 2008 Vendor Tour

* Supplier Process Management

* Supplier Information Management

* Compliance Management

* Supplier Audit Management

SYSPRO * Forecasting and Inventory Optimization for Small & Mid-Sized Businesses, Part I

* Forecasting and Inventory Optimization for Small & Mid-Sized Businesses, Part II

* ERP

* Inventory Management

* Forecasting

The Receivables Exchange * Become a Financial Superstar * Receivables Financing
ThomasNet * Taking Sourcing to the Masses

* Sourcing Maniacs 2008 Vendor Tour

* Supplier Registry

* On-line Procurement Tools

Trade Extensions * On the Eleventh Day … (X-Mas 2008)

* Trades Up Its eNegotiation Management Capabilities and UI

* Demonstrates Optimization is Not Just for the Private Sector

* Strategic Sourcing

* e-RFX

* Decision-Optimization enabled Auctions

True Demand * Overcome the Seven Deadly Sales Suppressors * Inventory Visibility
UGS (Siemens PLM) * Understanding * PLM: Product Life-cycle Management

* e-Sourcing

Upside Software * Sourcing Maniacs 2008 Vendor Tour * Contract Management
Vendormate * Great Fit, Less Fraud! * SRM: Supplier Relationship Management

* Healthcare Solutions

Vinimaya * The Next Wave in Product Catalogue Management (PCM)

* The B2B Search Engine

* Sourcing Maniacs 2008 Vendor Tour

* Catalog Management
WisdomNet * Supply Risk Management * Consulting: Supply Chain Operations

Is your favorite vendor missing? Let the doctor know and — most importantly — let the vendor know! Although the doctor is more than happy to speak with vendors and review their solutions at his earliest opportunity, like many of his blogger brethren, he doesn’t have the time to be making random calls all day trying to chase down elusive vendors. (Especially when some vendors don’t (yet) perceive us bloggers as important enough to bother with. Hard to believe isn’t it? Especially considering Sourcing Innovation now gets more traffic than many of the traditional print publication web sites!)

Also, if you have been covered on Sourcing Innovation before the publication date, and are not on the list, please let the doctor know (and send the permalink) and accept his sincere apologies.