A.T. Kearney A.T. Kearney xx/mm.yyyy/ The playing field. High. Low

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1 //0 A rct A.T. Kary survy shows that CEOs s aps i thir purchasi capabilitis 00 CEOs survy o thir compay s purchasi Adquat iformatio systms. Summr Acadmy Th Purchasi Chssboard Traii Docu O voic to th supplir Adquat rprstatio i S&OP plai Rardd as a cross-fuctioal task Diffrtiatd approachs to rduc Appropriat staffi Adquat us aalytics. = Fully disar = Fully ar A.T. Kary A.T. Kary xx/mm.yyyy/00000 W coductd a dilit sarch for a comprhsiv modl to dscrib th challs purchasi Modls to dscrib th challs purchasi W foud that a acit cocpt works bst to dscrib th challs today s purchasi Udrstadi dmad ad supply Clit s situatio Post mrr itratio Turaroud Growth Expctd dlivrabls Iovatio Tim to,000 yars lif Dvlop Itroductio Growth Typ idustry Automotiv Procss Cosumr oods Ky drivrs th Ky drivrs ow A.T. Kary xx/mm.yyyy/00000 A.T. Kary xx/mm.yyyy/00000 From a stratic prspctiv, th factors drivi dmad ad supply dtrmi th itractio with supplirs Bi succssful i today s rquirs proud udrstadi dmad Th playi fild Factors drivi supply Numbr crdibl supplirs Split shars amo supplirs Mrr ad acquisitio dyamics i th supplir i platium for catalysts i ful ijctio systms Etry barrirs for w supplirs Eas substituti supplir Etry barrirs for w s Availability s i airli tickts i foris Factors drivi dmad Clit's shar rlvat dmad (i th rio) Growth prspctivs frd to supplirs by Clit Opportuitis for supplirs to furthr dvlop comptcis throuh worki with Clit Opportuitis for supplirs to furthr dvlop ima throuh worki with Clit A.T. Kary xx/mm.yyyy/00000 A.T. Kary xx/mm.yyyy/

2 //0 Stadard has b dployd ffctivly at most compais aroud th lob "Stadard" situatio I cas hih dmad, tart s ar dtrmid ad dictatd to th supplirs dmad supply dmad Stadard situatio dmad dmad dmad supply dmad dmad Lvrs for ad valu ratio: d comptitio izatio prici rviw Tart prici A.T. Kary xx/mm.yyyy/ A.T. Kary xx/mm.yyyy/ I cas hih dmad, a - approach yilds th bst rsults for addd valu supply ad hih dmad Uilatral dpdcy o supplirs rquirs w ruls th am supply situatio dmad supply dmad dmad Lvrs for ad valu ratio: Itratd opratios plai dmad supply dmad dmad Lvrs for ad valu ratio: Iovatio o dmad Risk R-spcificatio Tchical mii A.T. Kary xx/mm.yyyy/ A.T. Kary xx/mm.yyyy/ For pur commodity s ad srvics, dmad- ad cotract- ar th most ffctiv lvrs supply ad dmad basic stratis mak th Purchasi Chss-board asy to work with also for o-purchasi popl basic stratis Sk joit advata with supplir supply dmad dmad dmad dmad supply dmad dmad Lvrs for ad valu ratio: Co- Commrcial mii Volum budli Maa spd comptitio amo supplirs A.T. Kary xx/mm.yyyy/00000 A.T. Kary xx/mm.yyyy/00000

3 //0 To hlp rs mastr th tools thir trad, w dvlopd th Purchasi Chssboard Framwork to slct stratis Udrstadi th dmad playi fild is ky to slct th riht stratis basic stratis basic stratis Cha atur dmad Sk joit advata with supplir 6 approachs 6 mthods Supportd by comprhsiv traii matrial Backd up by saitizd s from > 00 purchasi projcts i th past yars Maa spd comptitio amo supplirs A.T. Kary xx/mm.yyyy/00000 A.T. Kary xx/mm.yyyy/00000 A.T. Kary kows how to catr to spcific clit situatios i purchasi 6 approachs Th chssboard costituts 6 mthods, ach rprsti a stad-alo, diffrtiati way to work with supplirs 6 mthods Iovatio brakthrouh R-spcificatio 8 7 Ivtio o dmad Cor assss tardow assss rciuratio tiri Stratic Risk Co- Tchical mii Commrcial mii Itratd opratios plai Tdri prici rviw 6 itratio Sourci Procur out Itllit framwork Buyi Ma supplir straty Composit mii Mastr Procss Complxity oraizatio itllic d biddi Rvrs auctios lif cocpt dvlop Pric proram Ubudld s Volum budli izatio Tart prici A.T. Kary xx/mm.yyyy/00000 Closd loop spd lis ratios sits Mak or Bst shori rrssio modli Factor prformac prici A B C D E F G H A.T. Kary xx/mm.yyyy/ To dtrmi your positio i th purchasi chssboard you should rat a svral factors (/) isihts ad thir impact Factor Scor Coms Numbr crdibl supplirs BorWarr, Hoywll-Garrtt ad Cummis Turbo Tch. domiat Split shars amo supplirs Mrr ad acquisitio dyamics MHI, IHI rioal supplirs, Voith w playr, CZ with limitd dvlop capabilitis Top- clos to 90% (6%, 7%, %) Limitd comptitio amo mai playrs /a Etry barrirs for w supplirs Quality issus rquiri (fild) xpric with hih fiacial risk, Ow capabilitis from Compay A Aro Divisio allow try Eas substituti supplirs Doabl, but its tsti rquird Ev mrcy supplir qualificatio would tak 6 moths Etry barrirs for w s Nw s rquird to mt w lislatio ayway Availability s Normal Coclusio o supply Vry difficult with limitd comptitio Compay A try could cha th pictur 6/7 o th Purchasi Chssboard Ovrall Scor ( = supply, = supply ) Exampl Turbocharr To dtrmi your positio i th purchasi chssboard you should rat a svral factors (/) isihts ad thir impact Factor Scor Coms Shar dmad i rlvat subst Growth prspctiv frd to supplirs Opportuity for supplirs to dvlop comptcis Opportuity for supplirs to dvlop brad& ima throuh worki Coclusio o dmad Compay A scod larst customr i th Growth o i volum, but spd throuh Euro 6 lislatio Lots othr ss ar itrsti to supplirs (.. s Cummis portfolio) Compay A dos ot fr aythi to supplirs byod turovr ad prit Compay A ic to hav customr (would b tru for o-top supplirs) Compay A importat customr i th, importac miht icras i currt lobal crisis C/D o th Purchasi Chssboard Ovrall Scor ( = supply, = supply ). Exampl Turbocharr A.T. Kary xx/mm.yyyy/ A.T. Kary xx/mm.yyyy/

4 Iv tio o dmad Vrtik al Itratio Epass -Maam t Eik aufsm Eik aufs-out Com pliac Maa Eri Nutz u vo Iov atios-tzwrk Ds i for Sourci Itllit Vrtras-s truk tur M aa politischr Rahmbdiu M a Strati Clos d Loop M aa M otor Rif M RO Bwrtu vo Fuktioa-lität Produk t- Nutz u vo Kostdat Farb M as tr Data Maa Lifrat-kosoli-diru Ds i for Maufactur Proz s s-s Stadardi-siru Aus ab-trasparz Büdlu ac h Gratio Wrtk tt- rkiu-ratio Lifrat- Tiri Kollaborativ s Kapaz itäts- Tras part Prozs s-ora -Prozss Lifrat-mt-forschu Nac hfra-rduktio Vrtras- Büdlu ac h Produktlii Büdlu ac h Stadort Sourci Iv tio o dmad Vrtik al Itratio Epass -Maam t Eik aufsm Eik aufs-out Com pliac Maa Nutz u vo Iov atios-tzwrk Ds i for Sourci Itllit Vrtras-s truk tur Eri M aa politischr Rahmbdiu M a Strati Clos d Loop M aa Lar Bwrtu vo Fuktioa-lität Produk t- Nutz u vo Kostdat M as tr Data Maa Lifrat-kosoli-diru Kuststf Stahl Achs Ds i for Maufactur Natrolau Proz s s-s Stadardi-siru Aus ab-trasparz Büdlu ac h Gratio Guß Gtrib Wrtk tt- rkiu-ratio Lifrat- Tiri -Prozss Lifrat-mt-forschu Ivstitio Nac hfra-rduktio Vrtras- Büdlu ac h Produktlii Büdlu ac h Stadort Sourci Holz Chmikali Um s atz -tilu Nac hhalti-k its-m aa Virtulls Bstads - Lifrats turt Bs täd Ex prs siv Biddi Bs t Shori - Sourc i Um s atz -tilu Nac hhalti-k its-m aa Virtulls Bstads - Lifrats turt Bs täd Ex prs siv Biddi Bs t Shori - Sourc i Zllstf Gwi-tilu Projk tbzo- Partr-s chaft Lifrat-twic klu Owrship Kos t-rrss ios-aaly sis K Zylidr Gwi-tilu Projk tbzo- Partr-s chaft Lifrat-twic klu Owrship Kos t-rrss ios-aaly sis Pris m od Zllstf Stratis ch Aliaz -Basd Sourc i Lifrat- - Proramm Kabi Nutz u vo Etbüdlu vo Pris Prformac Prici Stratis ch Aliaz -Basd Sourc i Partr-schaft Lifrat- - Proramm Nutz u vo Etbüdlu vo Pris Prformac Prici Iv tio o dmad Vrtik al Itratio Epass -Maam t Eik aufsm Eik aufs-out Com pliac Maa Ris Nutz u vo Iov atios-tzwrk Rohmatrial Ds i for Sourci Itllit Vrtras-s truk tur M aa politischr Rahmbdiu Baulistu M a Strati Clos d Loop M aa Bwrtu vo Fuktioa-lität Produk t- Nutz u vo Kostdat M as tr Data Maa Lifrat-kosoli-diru Istru Stahlbau Ds i for Maufactur Atrib Proz s s-s Stadardi-siru Aus ab-trasparz Büdlu ac h Gratio Tlkommuikatio Wrtk tt- rkiu-ratio Lifrat- Tiri -Prozss Vrlärt Wrkbak Lifrat-mt-forschu Nac hfra-rduktio Vrtras- Büdlu ac h Produktlii Büdlu ac h Stadort Sourci Iv tio o dmad Eri Vrtik al Itratio Epass -Maam t Eik aufsm Eik aufs-out Com pliac Maa Nutz u vo Iov atios-tzwrk Ds i for Sourci Rohmatrial Itllit Vrtras-s truk tur M aa politischr Rahmbdiu M a Strati Ris Clos d Loop M aa Bwrtu vo Fuktioa-lität Produk t- Nutz u vo Kostdat M as tr Data Maa Lifrat-kosoli-diru Ds i for Maufactur Proz s s-s Stadardi-siru Aus ab-trasparz Vrpacku Büdlu ac h Gratio Hadlswar Taks Wrtk tt- rkiu-ratio Lifrat- Tiri Kollaborativ at -Prozss Lifrat-mt-forschu Nac hfra-rduktio Vrtras- Büdlu ac h Produktlii Büdlu ac h Stadort Sourci Fördrtchik Pump Um s atz -tilu Nac hhalti-k its-m aa Virtulls Bstads - Lifrats turt Bs täd Ex prs siv Biddi IT Bs t Shori - Sourc i Um s atz -tilu Nac hhalti-k its-m aa Virtulls Bstads - Lifrats turt Bs täd Ex prs siv Biddi Bs t Shori - Sourc i Vtil Gwi-tilu Projk tbzo- Partr-s chaft Lifrat-twic klu Owrship Kos t-rrss ios-aaly sis S Gwi-til Projk tbzo- Partr-s chaft Lifrat-twic klu Owrship Kos t-rrss ios-aaly sis Kos t Spz il Kompot Stratis ch Aliaz -Basd Sourc i Lifrat- - Proramm Etbüdlu vo Pris Prformac Prici Stratis ch Aliaz Sourc i Partr-schah Lifrat- - Proramm Nutz u vo Etbüdlu vo Pris Prformac Prici Iv tio o dmad Vrtik al Itratio Epass -Maam t Eik aufsm Eik aufs-out Com pliac Maa Nutz u vo Iov atios-tzwrk Ds i for Sourci Rohmatrial Itllit Vrtras-s truk tur M aa politischr Rahmbdiu M a Strati Clos d Loop M aa Bwrtu vo Fuktioa-lität Produk t- Nutz u vo Kostdat M as tr Data Maa Lifrat-kosoli-diru Ds i for Maufactur Proz s s-s Stadardi-siru Aus ab-trasparz Büdlu ac h Gratio Wrtk tt- rkiu-ratio Lifrat- Tiri Tras par -Prozss Lifrat-mt-forschu Nac hfra-rduktio Vrtras- Büdlu ac h Produktlii Büdlu ac h Stadort Sourci Iv tio o dmad Vrtik al Itratio Epass -Maam t Eik aufsm TCU Eik aufs-out Com pliac Maa Nutz u vo Iov atios-tzwrk Ds i for Sourci Itllit Vrtras-s truk tur M a Strati Clos d Loop M aa Bwrtu vo Fuktioa-lität Kupplu Produk t- Nutz u vo Kostdat M as tr Data Maa Sitr Lifrat-kosoli-diru Ds i for Maufactur Proz s s-s Stadardi-siru Aus ab-trasparz Büdlu ac h Gratio Wrtk tt- rkiu-ratio Lifrat- Tiri Kollab T Schaltu -Prozss Lifrat-mt-forschu Nac hfra-rduktio Vrtras- Büdlu ac h Produktlii Büdlu ac h Stadort Sourci Lar Fchidtil Um s atz -tilu Nac hhalti-k its-m aa Virtulls Bstads - Lifrats turt Bs täd Ex prs siv Biddi Bs t Shori - Sourc i Um s atz -tilu Nac hhalti-k its-m aa Virtulls Bstads - Lifrats turt Bs täd Ex prs siv Biddi Bs t Shori - Sourc i Wrkz u Gusstil Gwi-tilu Projk tbzo- Partr-s chaft Lifrat-twic klu Owrship Zichustil Kos t-rrss ios-aaly sis iru Gwi-tilu Projk tbzo- Partr-s chaft Lifrat-twic klu Owrship Kos t-rrss ios-aaly sis ru Schmidtil Drhtil Stratis ch Aliaz -Basd Sourc i Lifrat- - Proramm Nutz u vo Etbüdlu vo Pris Prformac Prici Stratis ch Aliaz Sychroisiru -Basd Sourc i Lifrat- - Proramm Nutz u vo M tu-lich-wicht Etbüdlu vo Pris Prformac Prici Alloys Bas idx Rlatd clit (i m$) Dirct 6 mth. Dirct, mth. Cotaid i fab. HRC CE/UK 7, HRP CE/UK 8, Alumium 7 - < 0. < 0. < 0. < 0. Bor - < 0. < 0. < 0. < 0. Chrom Coppr 8 - < 0. < 0. < Maa < Molybdum Niobium < Nickl Phosphor < Sulfur - < 0. < 0. < 0. < 0. Silico 9 - < < Titaium - < 0. < 0. < 0. < 0. Vaadium < HRP NA HRC NA 8,60 0. (6%).8 (%) 9. (6%) 68. (%).6 (00%) //0 Applyi th Purchasi Chssboard yilds hihly spcific prils Clit cas xampls Costructio quip makr Fibr producr EPC compay Rfractory producr Automotiv supplir Gar box makr ctr ravity A.T. Kary xx/mm.yyyy/ Th Purchasi Chssboard for a costructio quip makr Ivtio o dmad Cor Ery itratio Sourci Procur out Travl Itllit framwork Buyi Ma supplir straty Offic matrial Closd loop spd assss Eis Tirs tardow Composit Procss Baris Axls mii Pait Mastr MRO lis assss Stl Complxity M aa politischr Rahmbdiu ratios Friht sits tiri Garboxs oraizatio itllic Castis d biddi Rvrs auctios Mak or Stl Bst fabricatios shori rrssio Hydraulics lif cocpt dvlop Stratic proram Cylidrs Pric Ubudld s modli Cabs Factor prformac A B C D E F G H A.T. Kary xx/mm.yyyy/ prici Applyi th Purchasi Chssboard to Hydraulics susts ski joit advata with supplirs Hydraulics i th Purchasi Chssboard Ivtio o dmad Cor itratio Sourci Itllit Buyi Ma supplir straty tardow Composit mii lis Procss Complxity sits tiri Mak or d biddi Bst shori rciuratio Procur out framwork assss assss ratios rciuratio oraizatio lif Hydraulics cocpt dvlop rrssio Stratic proram Rvrs Powr Pric Ubudld auctios s itllic supply modli Factor prformac prici Fw supplirs ar abl to all compots icludi complx parts. Mor capabl supplirs for lss complx parts (.. small hydraulic motors ad pumps) For dvlop, rs ar hihly dpdd o th most advacd supplirs Positioi i th Purchasi Chssboard susts to: Exampl Bttr ali s throuh valu for improvs rardi currt sris ad maufacturi s dvlop for lss complx compots icludi valvs, small hydraulic motors ad pumps Cosidr sustaiability to rduc ry us ad pottial viroal oil laks A.T. Kary xx/mm.yyyy/00000 ABIBv, BMW ad Mrcds ar aii a comptitiv advata from valu Hydraulics PrfctDraft Distictiv hadlihts ABS, ASR, ESP, Exampl A.T. Kary xx/mm.yyyy/00000 Applyi th Purchasi Chssboard to stl susts chai th atur dmad Stl i th Purchasi Chssboard Ivtio o dmad Cor itratio Sourci Stl tardow Itllit Buyi Ma supplir straty Composit mii Closd loop spd Mastr lis Procss Complxity sits tiri Mak or d biddi Bst shori lif cocpt rrssio Stratic Closd loop spd Mastr Procur out framwork assss assss ratios rciuratio oraizatio dvlop proram Rvrs Powr Pric Ubudld auctios s itllic supply modli Factor prformac prici Th customr is vry small compard to th idustry ly volatil prici dpdi o ovrall coomic Positioi i th Purchasi Chssboard susts to: Dvlop a comprhsiv commodity straty throuh th rvrs applicatio th Purchasi Chssboard Us itllit Exampl Pottially carv out raw matrials ad raw matrials i-hous throuh itllit Stl rcommdatio Itllit Idtify spd ad lik to idicator Idtify ky rads spd (both dirct ad idirct) Idtify irdits alloys Lik stl rads to rlvat idics that ca b trackd ual st-up Mt Idxd cotracts dvlop Fixd cotracts Udrstadi timi commrcial ars Mt rports ad forcasts Forcast th appropriat idics by usi rports Udrstad ratioal (, dmad, Chia, iput factors) Dvlop scarios Forcast impact o o diffrt scarios A.T. Kary xx/mm.yyyy/00000 A.T. Kary xx/mm.yyyy/00000

5 itratio Itllit sits lis itllic Mak or Rvrs auctios Pric Ivtio o dmad Cor itrati o Bottl ck Sourci commu ity Procur outsour ci Complia c Dma d rductio Lvra iovati o Dsi for sourci Itlli t structur framw ork Buyi cosorti a Ma supplir straty Closd loop spd Cotrac t Fuctio ality assss tardow Compo sit bchm bchm mii Mastr cosolid atio Budli lis Spcific atio assss Dsi for maufa ctur Procss bchm Compl xity rductio Mastr Stadar dizatio traspar cy Budli rati os Budli sits rci u-ratio tiri Collabo rativ oraiz atio RFI/RF P itlli c Mak or sourci Rvu Sustai ability ivtor y d ivtor y Exprss iv biddi Rvrs auctio s Bst shori sourci partrs hip lif cocpt dvlop owrs hip Pric bchm rrssi o modli Strati c sourci Collabo rativ rductio prora m Lvra imbala cs Ubud ld s Factor prform ac prici Actual ( ) //0 Applyi th Purchasi Chssboard to supplis susts lvrai comptitio amo supplirs Powr supply i th Purchasi Chssboard Ivtio o dmad Cor itratio Sourci Itllit Buyi Ma supplir straty tardow Composit mii Closd loop spd lis Procss Complxity sits tiri itllic Mak or d biddi lif cocpt Stratic Procur out framwork assss assss ratios rciuratio oraizatio dvlop proram Rvrs Powr Pric Ubudld auctios Powr s supply supply Bst Factor rrssio shori modli prformac prici Powr supplis ar a rlativly stadardizd commodity i th PC idustry umbr qualifid supplirs Positioi i th Purchasi Chssboard susts to: Excut prssur o supplir valu addd throuh a multi prod approach Pottially carv out raw matrials ad raw matrials i-hous throuh itllit Exampl Excut prssur o supplir valu addd throuh a multi prod approach Powr supply rcommdatio rrssio (CRA),00,000,00, ,000,00,000 Pric rrssio fuctio o tchical paramtrs ( ) Rrssio li Data poits o tart li Tart li Isihts Th supplir for Powr supplis is vry frad Bi supplirs sm to hav hih s for PSUs s prici is avra is vry comptitiv Numbr Sit Covrd spd (i mil.) Numbr parts Rlvat tchical paramtrs R² 8% p-valus < 0.0 Watta, fficicy A.T. Kary xx/mm.yyyy/00000 A.T. Kary xx/mm.yyyy/ Th Purchasi Chssboard has prov hihly usful to th skill prils rs Commad mthods Illustrativ Buyrs i full commad th Purchasi Chssboard by far xcd th traditioal primtr purchasi Cross-fuctioal comptcis dd Exprts from othr fuctios who ar i Typically - mthods usd Usually focusd o th spcifics th commodity i focus Idividual rs Typically 8- mthods usd Usually covri svral commoditis Dsird pril rs Full commad 6 mthods Rsposibl for arrow scop sub-commoditis Accumulats dpth commodity kowld Modify spcificatios i ordr to commoditiz spd Tam with third partis to ai lvra o supplirs Utiliz computatio to xtract iformatio from Maa dmad ad lvra xisti cotracts Achiv fuctioal xcllc i classic purchasi tasks Etrprurship Cotrolli Maufact. Statistics Tur supplirs ito partrs i busiss for mutual bfits Optimiz th tir supply joitly with supplirs maufacturi comptcis to improv supplirs Captur th opportuitis lobalizatio Apply advacd statistics to driv tart s A.T. Kary xx/mm.yyyy/ A.T. Kary xx/mm.yyyy/ Th Purchasi Chssboard... Summary... rspods to vry possibl chall i th supply... assis th riht mthod to optimiz matrial s i vry possibl supply situatio... ca b usd for dvlop purchasi straty as wll for opratioal optimizatio matrial s... is a compilatio isihts ad xpric from mor tha 00 purchasi projcts prformd worldwid ovr th past thr yars... has b usd succssfully i a wid ra idustris ad coutris A.T. Kary xx/mm.yyyy/

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