Category Archives: Market Intelligence

Success Breeds Failure (Unless You Are Constantly Re-inventing Yourself)

As I indicated last week, the best presenter at this year’s 41st Annual Supply Chain & Logistics Canada Conference on Creating a Resilient Supply Chain was Jim Tompkins’ (CEO of Tompkins’ Associates) who gave the keynote and a presentation on Bold Leadership for Organizational Acceleration.

In addition to his great advice to Kill the Left-Suckers, he also made another great point – that success breeds failure. Peak-to-valley is the natural order in business, and if you think you’re going to stay at the top by doing what you did to get there, you’ve got another thing coming. If you want to stay at the top, you have to re-invent yourself the minute you get there – and not one minute later.

He also exposed some of the great myths of leadership – of which there are quite a few. These myths include:

  • Leaders create organizations that run like clock-work
    Only old analog clocks run like clockwork – and how many of those do you see these days?
  • Leaders are renegades that do things differently from others.
    Renegades tend to be loners – kind of contradictory when you think about what a leader is supposed to do.
  • Leaders are interested in immediate results and not the long term.
    No, that would be short-sighted wall street.
  • Leaders can predict the future.
    Not even futurists can predict the future on a small scale.
  • Leaders are machines that process and analyze spreadsheets.
    No, that would be misfit managers.
  • Leaders don’t rock the boat.
    Uhmm … have you ever been on a boat?
  • Leaders are compelling and fascinating people who can charm people into doing anything and everything.
    Just because some of our leaders today are sleazier than con-men doesn’t mean that they’re all grifters.
  • Leaders are into command and control.
    Leaders are into success … and that doesn’t come from hoarding.
  • Leaders lead from ivory towers.
    No, that would be academics … and considering no one in industry tends to listen to them anyway, are they really leading?
  • Leaders are among the few.
    Maybe, but it doesn’t have to be that way.

Although it’s hard to define a true leader, you can define what leaders do, and they:

  • challenge the process
  • inspire a shared vision
  • enable others to act
  • model the way
  • encourage the heart as well as the head

A Strategic Sourcing Plan Outline

I didn’t go to ISM, but I did check out some of the materials that have been appearing on the ISM site, and one abstract in particular that caught my attention was “Strategic Sourcing Plans Made Easier with a Take-Away Outline” by Robi Bendorf of Bendorf & Associates.

The abstract starts off by noting that the development and implementation of formal detailed strategic sourcing plans for major spend categories has been and will continue to be an essential element of top-class supply management operations – yet most supply management organizations do not have them. Noting that it is generally easier to define plans and procedures when you have a draft to start from, the abstract provides an example of a step-by-step procedure for the development of formal sourcing plans and a detailed outline of what should be in the plan.

The plan outline is worth reviewing, because it outlines what you have to think about in order to develop a good plan. At a high level, the plan outline presented is as follows:

  1. Category Description
  2. Current Business Strategy for Category Utilization
  3. Strategic Sourcing Team
  4. Category History
    • Total Annual Volume
    • Historical Price Changes
    • Lead Time History
    • Cost Improvement History
  5. Current Supplier Overview
    • Supplier Financial Data
    • Quality
    • Delivery
    • Innovation
    • Supplier Relationship
  6. Current Process Overview
    • Supplier Segmentation
    • Supply Chain Map
    • Supplier Selection
    • Contracting Method
    • Ordering Process
    • Performance Measurement
    • Inventory
  7. Supply Market Overview
    • Marketplace Suppliers
    • Marketplace Buyers
    • Competitor’s Sources
    • Market Trends
    • Major Raw Materials
    • Cost Drivers
    • Company Bargaining Power
    • Market Indexes
  8. Cost / Value Analysis
  9. Plan Objectives
    • Short Term Objectives
    • Long Term Objectives
    • Relationship to the Corporate Business Plan
  10. Implementation Strategies
  11. Action Plan

This is a great overview as it demonstrates that a lot of factors need to be considered in the formulation of a plan even at the category level. Without a thorough understanding of the category, the sourcing team will not be able to determine the appropriate cost / value tradeoff and create a supply management plan that will simultaneously achieve cost reduction and avoidance while achieving the business strategies outlined in the corporate business plan.

It’s a Recession, But That’s Okay

World Trade Magazine recently ran a great article by Dan North on “Policy Perspectives: Reading the Economic Tea Leaves: Confessions of a Successful Forecast”. It was short, sweet, to the point, and dead-on – even though it used one of the words that is obviously not in George W. Bush’s vocabulary.

The article points out how many brave economists strayed from the consensus opinion last year because they saw a set of circumstances so compelling that it led them to forecast – very much counter to the consensus at that time – that the economy was likely headed for recession. They were right, and this is the best article that I found that explains why. In short, there were three major forces at work against the economy (and we all know that 3 is enough to cause chaos):

  • inflationary pressures started to bubble
    When the Federal Reserve warned that the economy was growing too fast back in May of 2004, it was right. They raised rates to curtail the effect, but there is normally a lag of at least 3-5 quarters, and more if the market is especially exuberant.
  • crude oil reach a record high in May of 2004 – and then started to skyrocket
    every time crude oil spiked in the last thirty years, a recession followed
  • in August of 2006, the median sale price for an existing home fell on a year-over-year basis for the first time in 11 years
    and this was at a time where the camel could barely stand as the Federal Reserve corrections and crude oil spikes were starting to pile on

Thus, by the summer of 2007, there were three strong negative forces battering the economy. Each on their own had consistently caused recessions in the past. And then:

  • the sub-prime crisis hit
    battering the real estate market with the force of a tsunami
  • other debt crises surfaced
    the storm just couldn’t get any more perfect

A recession was inevitable. But it’s nothing to worry about.

  • First of all, it’s the nature of the market, it surges, it drops, it corrects, and then it emerges stronger than ever!
  • Secondly, these same brilliant economists have noted that the necessary conditions for a quick exit are falling into place and the recession is not likely to last very long, with the recovery curve predicted to start by year end – meaning that we’ll be back to a growth cycle in mid 2009 or early 2010.
  • Thirdly, this is the perfect market for supply and spend management to really take off! Now that savings are on top of everybody’s mind, sourcing and procurement is going to start to get the respect it deserves in all the laggards out there. They’re going to need good solutions. It’s a good time to be a provider of stable sourcing software solutions. Time to kick the development and marketing cycle into full gear. (And don’t make me tell you again where you should be putting those dollars!)

What Defines An Emerging Market?

Knowledge @ Wharton China recently ran an interesting article that asked “when are emerging markets no longer ’emerging’?”. According to the article, dozens of countries, many of which show signs of a strong and growing middle-class population, fall under the label even though they are evolving at their own pace and with their own twists on economic development.

The term, reported to be coined by Antoine W. van Agtmael during a conference in 1981, was initially meant to be a more uplifting definition of ‘third world’ markets that were up-and-coming and good investment opportunities for multi-nationals – and although it initially applied to stock markets in countries with a cutoff of $10,000 in income per capita, the specific numerical references soon faded and now the term is synonymous with ’emerging economies’ and no longer relies on income or other statistical measures.

According to Philip Nichols, Wharton Professor of Legal Studies and Business Ethics, a numbers-based definition is less meaningful than an understanding of the way in which business is done in a country. He defines emerging economies as places that are changing form an informal system based on relationships to a more formal system with transparent rules that apply equally to all market participants.

These economies, according to Witold Henisz, Wharton Professor of Management, are revising their approach to the global economy as resource-rich nations gain clout with today’s booming commodity markets. They are still willing to integrate with international markets and allow foreigners to help build their economic infrastructure, but are demanding a greater share of the benefits.

But what I would like to know is when is a country no longer considered to emerging? It seems some countries like India, China, and South Korea in particular, where per capita income is over $20,000 (well above most countries in South Asia, East Asia, and Latin America), have been “emerging forever”. Given that we are now experiencing a huge shift in the global economy, where many emerging markets are starting to become middle class and where there will soon be One Billion additional global consumers in emerging markets in ten years, this is becoming an important question. (Especially since it is estimated that the economies of these countries will surpass the combined economies of the developed countries in 25 years.) It’s a very good question – and one that some of our best economic minds should be working on.

At this point, it’s clear that China and India are still emerging. When you consider the dismal shape of infrastructure in India and the fact that, in China, household income is 10 times higher in urban coastal cities (like Shanghai) than in rural inland provinces, it’s clear these countries each have a good decade to go at the minimum. But it seems to me that countries like South Korea are almost there.

Consider the purchasing power parity index as reported by the World Bank for 2006. Canada, an established developed country that falls 20th on the list, has a PPP of 34,610. South Korea has a PPP of 23,800. In both countries, if you earned this income level, it appears that you’d pay approximately 15% federal tax. In Canada, you’d have an additional provincial (state) tax of 10%. Thus, after taxes, a Canadian who made 34,610 would likely get to keep about 25,960. A South Korean who made the equivalent of 23,800 in Won would likely get to keep about 20,230. Emerged? I don’t know – but this calculation seems to indicate that if it’s not, it’s almost there.

And when you consider that some companies are now looking at places like Madagascar, as reported by Ashton Udall over on the Product Global blog, to continue to keep their production costs low, it’s clear that some companies are starting to see certain ’emerging’ markets as having ’emerged’ as they are no longer achieving the labor and production savings they have come to expect from ’emerging’ markets with their ‘low cost country sourcing’ strategy.

Any other bloggers want to chime in with their thoughts?

Blame Always Rests With The Importer of Record

Today’s guest post is from Jim Dickeson, a specialist in import/export compliance and a licensed customs broker from “Import Export Geeks”. The post is based on an article that originally ran in the Supply Chain Management Review (EH Publishing) on March 1, 2002.

The five myths harbored by US importers of record that the article highlighted were as follows:

  • Our risk exposure is limited to the Customs duties. An importer’s financial exposure is equal to the value of the imported goods, plus duty! U.S. Customs includes the value of the imported merchandise when determining liability and can assess penalties based on the liability.
  • Customs released our shipment, so we’re out of the woods. The statute of limitations is five years after the material misstatement or omission was made to Customs and the liability on an import continues for five years beyond actual release of the shipment.
  • The seller prepared the invoice, so mistakes are not our fault. The importer is responsible for what is reported on the Customs entry regardless of who prepared the invoice.
  • Our customs broker does all the work, so if there’s a problem, he will fix it. Even if you use a broker, you’re still fully accountable.
  • Our customs broker keeps all entry records, so we don’t need to. Importers are required to keep a copy of all correspondence related to import transactions for at least five years.

When you consider that average error rates in global trade processes approach 10% to 20%, that the effective control of global trade processes is often 100 to 200 times worse than accounts payable in an average company, and that Customs tends to reclaim $7 for every $1 that they spend on an audit, it’s critical that you banish the import (and corresponding export) myths today.

Thanks, Jim!