2012 SuRe (Supplier Relationship) index
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1 2012 SuRe (Supplier Relationship) index Automotive News Europe Congress - Monaco Matteo Fini Senior Consultant IHS Automotive 21 st of June, 2012
2 What is the SuRe index? Objective Benchmark of OEM working relations with their supply bases How? Arranging the qualitative ratings suppliers give on 29 metrics (both relational and economic) as measured OEM-Supplier relations survey, in a quantitative measure When? Annually (May-June through IHS-SupplierBusiness OEM-Supplier relations survey Output An overall number on a scale plus 5 individual scores for the 5 concepts Copyright 2012 IHS Inc. All Rights Reserved. 2
3 The KPIs 1. Price reduction 2. Reward cost-saving ideas 3. Management of raw material price adjustments 4. Payment of development costs 5. Tooling cost reimbursement 6. Satisfactory return on investments 7. Payment terms 8. Support in achieving cost reductions 9. Quality and stability volume planning 10.Technical Competence 11.Preparation model launch 12.Quality of communication 13.Support in improving quality 14.Management of Engineering Change Orders 15.Time-consumingness of contract negotiation 16.Redesign required 17.Shift of business to cheaper supplier 18.Protection of supplier s intellectual property 19.Keeping agreements on price 20.Demands to achieve high quality 21.Demands for best product technology 22.Demands for better logistics 23.Demands for product liability guarantees 24.Demands test and validation 26. Attractiveness 27.Long-term prospects 28.Opportunities for new or increased business 29.Openness in accepting new suppliers 25.Responsiveness to supplier innovation Copyright 2012 IHS Inc. All Rights Reserved. 3
4 Categories Limited Unhelpful Profit Potential Organisation Substantial Supportive Untrustworthy Trust Reliable Unambitious Negative Pursuit of excellence Outlook Ambitious Positive SuRe 0 1,000 4 Copyright 2012 IHS Inc. All Rights Reserved.
5 Categories <400 Critical area <450 Lower threshold 550 Average >650 Somewhat satisfactory >700 Outstanding achievement Copyright 2012 IHS Inc. All Rights Reserved. 5
6 What does it mean to have a high SuRe? Costs/ Competition Development Quality & Technology For the OEM Supplier more willing to open books Supplier unlikely to claim inflated additional costs Supplier more likely to respect OEM deadlines in development Lower risk of being overcharged in the event of Engineering Change Orders or in tooling costs claims The OEM and supplier committed to achieve best-in class performance for quality and technology The carmaker has preferential access to suppliers innovation For the SUPPLIER Savings achieved concertedly and with the support of the OEM, Healthy margins at arm s length No threat of retaliation from the OEM OEM s personnel support the supplier in the different phases from contract negotiation to the actual supply period Communication is clear and effective Negotiation more technology-driven than pricedriven More protection for the supplier s intellectual property Copyright 2012 IHS Inc. All Rights Reserved. 6
7 Underlying survey demographics 230 respondents 6,450 contracts Copyright 2012 IHS Inc. All Rights Reserved. 7
8 Underlying survey demographics (2) Copyright 2012 IHS Inc. All Rights Reserved. 8
9 2012 SuRe index Global(1) TOP OF THE RANKING Vs Top SuRe index 617 Average SuRe index 515 Bottom SuRe index 370 Copyright 2012 IHS Inc. All Rights Reserved. 9
10 2012 SuRe index Global(2) MIDDLE OF THE RANKING Vs NA Top SuRe index 617 Average SuRe index 515 Bottom SuRe index 370 Copyright 2012 IHS Inc. All Rights Reserved. Subaru not surveyed in previous years; Hyundai includes Kia 10
11 2012 SuRe index Global(3) BOTTOM RANKING Vs Top SuRe index 617 Average SuRe index 515 Bottom SuRe index 370 Copyright 2012 IHS Inc. All Rights Reserved. BYD and Changan not included due to insufficient 11 sample size
12 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA Steady improvement since 2010, jump compared to 2011 (+9% compared to 2011) Price less important factor than for all other automakers Is it due to the expansion spree and rampup in demand? 12
13 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA Relations improving for the 4 th year in a row Ratings rise across the board by between 7% and 9% 13
14 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA All regional purchasing divisions improve Regional differences persist 14
15 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA Ratings more in line with Ford North America Purchasing organisation closer to becoming a One Ford in the eyes of suppliers Improvement particularly in terms of trust as perceived by suppliers 15
16 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA Offers the lowest profit potential among European OEMs Dichotomy with Chrysler s relationship style more and more evident, even with an aligned organization... 16
17 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA Deterioration in 4 out of 5 concepts Decoupling from Toyota? Organisation one of its historical strengths is recording the highest drop (particularly booming redesign demands...) 17
18 SuRe index % change OEM SuRe index Jaguar/Land Rover +49 Chrysler +35 GM International Operations +27 Daimler +26 BMW +23 Tata +18 Volvo +18 Ford Europe +17 GM Europe +16 GM North America +11 Renault +7 Suzuki +7 Mazda +7 Audi +7 Chery +5 Average +1 Ford North America -1 PSA -1 Fiat -5 Hyundai/Kia -6 Porsche -6 SEAT -7 Volkswagen -9 Ford Asia Pacific - RoW -14 Toyota -15 Honda -21 Dongfeng -26 SAIC -27 Nissan -30 Skoda -43 Avtovaz -55 FAW -66 Copyright Subaru 2012 IHS Inc. All Rights Reserved. NA Marked drop in ratings mainly due to greater price focus 5% a year price reduction is a way of life 18
19 Top three by category Copyright 2012 IHS Inc. All Rights Reserved. 19
20 IHS Services IHS offers further in-depth analysis of OEM-supplier relations by o Sector (e.g. Chassis, Interior) o Sub-sector/ system (e.g. Braking, Seating) o Region (e.g. North America, Europe, Asia) o Country (e.g. France, US) o Supplier Company size (e.g. More than USD$2bn automotive sales, less than USD$10m) Other potential analyses based on the SuRe index include assessments on: PROCUREMENT PERSONNEL PERFORMANCE OEM NEGOTIATION STYLES COST COMPETITIVENESS SUPPLY CHAIN RISK EVALUATION INNOVATION SOURCING/SCOUTING RELATIONSHIP MANAGEMENT STRATEGIC OEM-SUPPLIER PARTNERSHIPS and more Please get in touch to know more about our services Copyright 2012 IHS Inc. All Rights Reserved. 20
21 Thank You! Matteo Fini, Senior Consultant IHS Automotive
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