Product Context Thrust of the intervention Landline telephone minutes 42 sites based in France, the United Kingdom and Germany. No common purchasing. No initial data on needs. Heterogeneous telephone systems. Consolidation of technical and purchasing data. 70 suppliers identified. Organization of the first international electronic call for tenders to purchase this type of service. PCs, laptops and servers Purchase 500 servers and bundled software, 5,000 laptops and bundled software and 8,000 desktop computers. Global call for tenders for two zones: (1) United States, Asia and the Pacific and (2) Europe, Brazil and South Africa. Renew the computer hardware contract two years after the last negotiation by reverse electronic auction. Involve the different Business Units in the project (Purchasing, IT, etc.) Share and standardize needs. Reassessment of market prices. Achievement of a supplier benchmark. Solicite competitive bids through a reverse auction. Pass on good practices to buyers for future negotiations. Office furniture Automobile manufacturer with little expertise in this type of purchase Identify and negotiate in 4 weeks for a delivery 5 weeks later Created the specifications Expanded sourcing Equalised Internet auction Involved users through tests Turned from the bar parts 203 brass and steel turned parts for plumbing and gas transportation. Purchasing spread over 4 entities. Setting up of a project team and centralization of the knowledge. Update all of the technical specifications. Identification of new suppliers to increase the level of competition. Analysis of the market typology to define the allotment strategy. Allotment by know-how. Raw materials (steel) 1 to 15 kg forged steel drive shafts. 2 delivery sites (France and the Czech Republic). Negotiation of a 3-year contract. Competitive market but strong tensions due to the sharp rise in raw material prices. Breakdown of costs to establish the real gross and net share of raw materials. Work as a priority on Value Added (forging, machining, T.S. and T.T. treatments, packaging, transportation, etc.). Identification of new suppliers, especially in low cost countries. Request for suppliers' quotation including a price breakdown (raw and machined parts). Contractual control of the monitoring of material changes. Cutting/Deep drawn parts Machined sheet steel, 80 parts stamped and bent (simple parts and assemblies). Supplier panel needs to be rationalized. Definition of the specifications. Taking advantage of all of the synergies identified within the company. Facilitate a “Group” approach over the Internet. Identification and selection of the best suppliers in the market in record time based on criteria pre-defined with the Buyer. Outsourced printing management Photocopiers, printers, faxes and all related services. Several sites in France, Germany and Spain without a common purchasing culture. Different approach of Purchasing and IT teams. Identification of user needs. Management of Purchasing / IT / User workgroups. Apply a total cost approach. Machined cast iron parts Strategic parts for lorry frames. Achieve a call for tenders with very short lead-times. Major volumes in a fragmented market. Allotment strategy based on the technology and not on the function. Implementation of extended sourcing (140 suppliers contacted for 16 participants in the auction). Equalization based on total cost. Office supplies Office supplies and computer consumables. 30 sites spread over 9 countries. Setting up of an appropriate project team. Identify “pilot sites”. Analysis of global and local requirements. Analysis and consolidation of data. Definition of detailed specifications. Assessment of proposals received. Measurement of the financial impact on the identified variants (cost of changing and level of service). Negotiation by reverse electronic auction. European road transportation Road transportation via fully loaded lorries on 49 national and international roads (Germany, Spain, trans-European roads between Northern and Eastern countries). Coordination of purchasing between 5 countries and 2 Business Units. Create a perfect equilibrium between the supply and demand in the supplier market by constituting lots per geographic zone. Selection of 6 service providers vs. 21 initial suppliers. Implementation of a call for tenders in 2 months. Bottle case Bottle case in flat cardboard. Product requiring special attention in terms of marketing and manufacturing. Competitive market. Extended european sourcing in one week. All members invited to participate in the project (buyers, marketing, quality, etc.) were able to consult bids analyzed on-line. Identification of new suppliers offering products that meet the required quality standards (ISO, etc.). Individual Protection Equipment Creation of a collection of individual protection clothing for 5 European countries (France, Great Britain, Germany, Spain and Portugal). Globalization and rationalization of needs to create an attractive call for tenders to suppliers. Equalization of offers based on various criteria (payment terms, costs of changing supplier, delivery lead-times, quality, etc.). Selection of a new supplier that submitted a very competitive bid among the 251 identified service providers. Business travel Purchasing of plane and train tickets, car rentals, travel agencies and hotels. 41 sites located in 11 countries (United States, Brazil, Korea, United Kingdom, Sweden, Finland, France, Belgium, Germany, Italy and Spain). Purchasing is not centralized. Consolidation of purchasing data. Identification of 112 suppliers. Optimization of negotiation levers. Setting up of heightened competition for the same level of services. Catalogue of electrical supplies Organization of a call for tenders on a catalogue of 3200 electrical supply parts (fuses, batteries, cables, lamps, etc.) for a company in the aeronautics industry. Conduct a 4-week project. Identification of the parts (20%) that make up 80% of the volumes. Analysis of the electrical component distribution market. Identification of the companies working in related industries. Setting up a dynamic auction based on a rich and varied parts catalogue. Reduction of negotiation lead-times. Printed circuit board 45 printed circuit boards. 4 Business Units. Management of a cross-functional team. Quick definition of precise specifications. Selection of new suppliers. Capital equipment purchase Tractors and elevator pods with complex specifications. Limited supplier database. Identification of points restricting competition. Support the buyer with the research and engineering department. Rigorous equalization of bids and auction.
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