7 Key MRO Insights Every CPO Should Know...2018/11/29 · 100+ MRO supplier representing 10% of...
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7 Key MRO Insights Every CPO Should Know 7 Key MRO Insights Every CPO Should Know Francois Gau | Tenzing Expert, Managing Director of VelocityHUB and Levy Industrial Grant Shirk | Vice President of Marketing at Scout RFP 1
Transcript of 7 Key MRO Insights Every CPO Should Know...2018/11/29 · 100+ MRO supplier representing 10% of...
7 Key MRO Insights Every CPO Should Know
7 Key MRO Insights Every CPO Should Know Francois Gau | Tenzing Expert, Managing Director of VelocityHUB and Levy IndustrialGrant Shirk | Vice President of Marketing at Scout RFP
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7 Key MRO Insights Every CPO Should Know
Today’s Speakers
Francois GauTenzing Expert | Managing Director of VelocityHUB & Levy [email protected]
Grant ShirkVice President of Marketing at Scout [email protected]
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7 Key MRO Insights Every CPO Should Know
Procurement, Supply Chain, and Operations EXPERTS
Founded with a vision to build the most powerful network of Experts in the world, Tenzing is the fresh alternative to traditional consulting that many clients have been waiting for.
www. tenz i n gconsu l t i n g . com 724 -940 -4060
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7 Key MRO Insights Every CPO Should Know
Agenda
Accept the MRO Challenge: Key Insights to Know
How to be the MRO Ambassador
The Sales Funnel: Procurement’s Unlikely Blueprint
Actionable Steps for Effecting Change
The Next Technology Platform for Sourcing
Q&A
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7 Key MRO Insights Every CPO Should Know
Production is King
The MRO market is estimated at $1.7 Trillion annually –$200 Billion of which is in the industrial segment
10‐15% savings
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7 Key MRO Insights Every CPO Should Know
The Artistry of Data Interpretation
The “Gobbledygook” of MRO Data
Item description inconsistencies function as a tether, holding companies to their current supplier because the thought of transitioning and losing legacy knowledge is too painful.
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7 Key MRO Insights Every CPO Should Know
Moving from PPV to TCO and Beyond
Beyond the Win‐Lose Approach for MRO Suppliers
The stuff you need to ensure you can make the stuff you sell.
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7 Key MRO Insights Every CPO Should Know
4th Dimension of TCO: Guaranteed Continuous Improvement
Keeping Costs Where YouCan See Them
Continuous Improvement Targets
3 TCO dimensionsLeveraging spend to lower unit cost
Lifecycle cost – freight, storage, disposalMaterials standardization / rationalization
Deliver additional annual 8% - 12% year-over-year guaranteed cost savings
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7 Key MRO Insights Every CPO Should Know
Avoiding the Single Supplier Trap – A Case Study
Merger of 2 first-tier automotive companies with 60+ global production facilities
The Situation
100+ MRO supplier representing 10% of total supply base
SustainableResultsEveryone had a stake in the success of MRO strategy
Supply base rationalize to 5 strategic suppliers
Generated over $30 million in annual savings
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7 Key MRO Insights Every CPO Should Know
Codifying Tribal Knowledge
Responding to the shift in the workforce
Trademanship is in limited supply, and the portion of the labor market available to fill these open positions is getting smaller and smaller
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7 Key MRO Insights Every CPO Should Know
How to be the MRO Ambassador – Action Steps
The Next Step is Yours
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7 Key MRO Insights Every CPO Should Know
Driving Change in Procurement
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7 Key MRO Insights Every CPO Should Know
We Need a Change of Approach
It’s not just about cost savings – the traditional mindset of Procurement. It’s about continually improving and re‐evaluating how we’re buying to make sure we’re getting the best business outcomes”
Neil AronsonHead of Global Strategic Sourcing for Uber
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7 Key MRO Insights Every CPO Should Know
Three Reasons to Change, Now
Collecting and Using Legacy Knowledge
Partner More Effectively with MRO Suppliers
Measure, Analyze and Improve Process and
Performance
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7 Key MRO Insights Every CPO Should Know
The good news: There’s an existing blueprint for this kind of change:
The Sales Pipeline
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7 Key MRO Insights Every CPO Should Know
Opportunity
Pipeline
Selling
Negotiation
Contracting
STANDARD SALESFUNNEL
The Funnel
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7 Key MRO Insights Every CPO Should Know
Opportunity
Pipeline
Sourcing
Negotiation
Contracting
The Funnel
STANDARD SALESSOURCINGFUNNEL
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7 Key MRO Insights Every CPO Should Know
Four Steps to Effecting this Change:
Evaluate the landscape: Team, processes, and tools
Streamline (and implement) the new process
Set clear goals and metrics for success
Celebrate success!
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7 Key MRO Insights Every CPO Should Know
Keeping the Big Picture in Mind…
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7 Key MRO Insights Every CPO Should Know
Make enterprise commerce faster, safer, and more transparent
Our Mission at Scout:
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7 Key MRO Insights Every CPO Should Know
PIPELINE & SAVING TRACKING
SOURCING &AUCTIONS
CONTRACTS ONBOARDING AND SUPPLIER PERFORMANCE
INTAKE
Renewal & New Projects
On-Going Risk Management
Scout: The Sourcing and Supplier Engagement Platform
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7 Key MRO Insights Every CPO Should Know
400+ Strategic Sourcing
and Procurement Leaders
SAVE THE DATESFJAZZ Center, San Francisco February 26 - 27, 2019
20+Sessions
2 Full Tracks
Full Days 2
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7 Key MRO Insights Every CPO Should Know
Questions?
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7 Key MRO Insights Every CPO Should Know
Thank You!Francois Gau | [email protected] Shirk | [email protected]
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