Procurement Market Research & Supplier Risk Beroe Capabilities · Market Size /Growth Industry...

© Copyright 2018 Beroe Inc. All rights reserved.

1 © Copyright 2018 Beroe Inc. All rights reserved.


Procurement Market Research & Supplier Risk – Beroe Capabilities


2

Introduction

• Founding Team

Dr. Robert Handfield

Bank of America Distinguished Professor of Supply Chain Management, North Carolina State University

Author of twelve books including “Supply Chain Redesign” and “Supply Market Intelligence”

Vel Dhinagaravel

CEO & President

• Leading provider of Intelligence & Analytics to Market

– 325+ Analysts

– 1800+ Experts

– Worked with 250+ Global 2000 Clients for custom MI services & 8000+ clients via Beroe LiVE

– Headquartered in Holly Springs, North Carolina


3

What does Beroe Market Intelligence Deliverables cover?

Supplier Pricing Contract Risk Others Market

• End-user Industry Analysis

• Trade Flow Analysis

• Supply Chain Analysis

• Value Chain Analysis

• Porter’s 5 Forces

• Market Value

• Market Volume

• Market Growth

• Drivers & Constraints

• Supplier Identification

• Supplier Profiling

• Supplier Benchmarking

• Market Share

• SWOT

• Capability vs. Risk

• Should Cost Model

• Cost Structure & Driver

• Cost Benchmarking

• Cost-saving Opportunity Assessment

• Price Forecasting

• Historical Pricing

• Feedstock Demand

• Supply Analysis

• Feedstock Pricing

• Supplier Risks

• BCCS & LCCS

• Pricing Models

• Engagement Models

• Contract Structure Analysis

• Contract Models

• Negotiation Opportunity


4

Beroe’s Spend Category Coverage - Over 200 Direct Categories, spread across the domain teams below (1/2)

Mining & Durables

Agri Products Chemicals Capital & MRO Energy Value Chain

1. Mining Equipment & Tires 2. Explosives 3. Electrical & Power Systems 4. Mechanical Components 5. Castings, Forging &

Stamping 6. Engineering Plastics &

Moldings

1. Animal Products 2. Crops & Natural Fibers 3. Beverage Ingredients 4. Edible Oils & Nutritional

Supplements 5. Spices/Preservatives/Additi

ves 6. Vegetables/Fruits/ Pulses/Cereals

1. Solvents, Acids & Alkalis 2. Petrochemical & Fibers 3. Industrial & Process

Specialties 4. Personal Home Care

Specialties 5. Paints & Coatings

1. Production & Packaging Equipment

2. MRO 3. Pharma Equipment 4. Material Handling

Equipment 5. Drilling & Instrumentation

Equipment

1. Exploration & Production 2. Mid & Downstream 3. Polymers, Resins & Bulk

Petrochemicals 4. Non Renewable Energy &

Utilities 5. Renewable Energy &

Utilities

Logistics

Metals & Minerals Healthcare Packaging

1. Ocean Freight 2. Road Freight (incl. Truck

Fleet) 3. Rail, Air & Intermodal 4. Warehousing & Distribution

1. Alloy Steels 2. Base & Minor Metals &

Ores 3. Non Alloy Steels & Iron Ore 4. Precious Metals 5. Rare Earth Ores,

Compounds & Metals

1. Biological APIs 2. Drug Discovery 3. Pre-Clinical Services 4. Clinical Services 5. Formulations &

Nutraceuticals 6. Medical Devices

1. Bulk Packaging 2. Flexibles 3. Innovative Packaging (incl.

Devices) 4. Pulp, Fiber, Paper, Board &

Forest Chemicals 5. Rigids

6. Lab Animals, Supplies & Reagents

7. Lab Equipment 8. Pharma APIs 9. Contract Manufacturing

We have specialists aligned to >95% of our client’s spend categories


5

Beroe’s Spend Category Coverage, Over 150 In-Direct Categories, spread across the domain teams below (2/2)

8. Personal Computing Infrastructure

9. Servers, Networks & Shared Infrastructure

10. Software Licensing & Maintenance

11. IT/IS Services

Commercial Services HR Services Professional Services IT/IS Real Estate & Site Services

1. Advertising, Creative, Media Buying & Branding

2. Contract Sales, Reminder Items, Print & Fulfillment

3. Meetings, Events & Travel

4. Primary & Secondary Market Research

5. Contingent Labor/Temporary Staffing

6. Recruitment, On Boarding, Payroll & Outplacement

7. Training & Development

12. Consulting

13. Financial, Insurance, Auditing & Accounting

14. Legal Services, Regulatory & Safety

15. Call Centers

16. Brokers, Property Management & Agents

17. Engineering, Architectural, Construction Management (incl. Materials)

18. Site Services (incl. Environmental & Waste) & Integrated Facilities Management

Indirect Categories

To ensure technical conversations with your Category Managers, analysts:

• Specialize in only one category & Sub-category

• Have educational profiles & experience relevant for that category

• Publish white papers and speak at global conferences

• Maintain & develop category specific contacts for primary research


6

The Promise of Market Intelligence is positive Business Impact

Trusted advisor to Business

Market - an enabler not a

bottleneck

Ace contract negotiations

Self Service Peer

Communities Customized Intelligence


7

Contract Award Category Strategy

• Make vs. Buy Analysis

• Sourcing Strategy Analysis

• Quick Wins

• Category Strategy Playbook

• Category Sourcing Packs

• Portfolio

• Price Model

• Current Position

• Supplier Perspective

• Feature-Based Price

• Cost Structure

• Purchase Price Cost

• Total Cost of Ownership

• Price Model

• PEST

• SWOT

• Negotiation Strategies

• Contract Models

• Change and Supplier Management Measures

• KPIs Review and Management

• Success Stories/Case Studies on Supplier On-boarding

• Feedback on Sourcing Compliance Plans

• Category Definition

• Spend Analysis

• External Opportunities Identification

• Cost Savings and Reduction Strategies

• Value Analysis

• Maturity Assessment and Category Goals Mapping

• Opportunities and Risk Assessment – Project Initiatives

• Market Shift Updates

• Category Dashboards

• Strategy Recommendations

• Source Plan

• Category Strategy

• Benchmarks

• Input Cost Index Updates

• Cost Structure Movement Updates

• Pricing Models

• Billing Rates Benchmark

• Price Drivers

• Cost Structures / Cost Models

• RFP Support Areas

• MSA Samples

• Initiatives Charter Development

• Spend Profile Assessment

• Monthly Category Dashboards

• TCO Analysis

• Supply-Demand Dynamics

• Market Trends

• Market Sizing

• End User Practice and Behaviour

• Market Differentiation Analysis

• Market Substitutes

• Functional Price

• Pre-sourcing

• Options Generation

• Risk & Vulnerability

• M&A Alerts

• Procurement Performance Assessment

• External Benchmark Assessment

• Porter’s 5 Force Analysis

• SWOT Analysis

• PESTLE Analysis

• Supplier Profiles

• Supply Market Trends

• Category

• Evolution Roadmap

• External Supply Market Strategy

• Supply Chain Risk Mitigation

• Supplier Risk Alerts

• Market Differentiation

• Value & Supply Chain

• Pricing / forecasting

• Best Fit Supplier Assessment and Recommendation

• Supplier Engagement Models

• Supplier Positioning Analysis

• Supplier Performance Scorecards

• Supplier Governance Models

• Continuous Improvement

• Supplier Innovation Index

• Category Playbook – Supplier Consolidation

• Spend Assessment and Observation

• Supplier Maturity Framework

• Supplier Feeds

• Supplier Innovation

Step 1 Project Plans

Step 2 Data

Collection

Step 3 Benchmark

Step 4 Market Analysis

Step 5 Strategy

Step 6 Tender

Step 7 Contract & Implement

Step 8 Control &

Report

Beroe Areas of support - 8 Step Sourcing process


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Two Approaches to Deliver Customized Market Intelligence On-Demand & Customized Market Intelligence tailored for your requirements & budget.

Beroe Clients have saved ~30%-60% in Market Intelligence costs by leveraging the free MI reports

on Beroe LiVE

On-demand Intelligence Customized Intelligence

A block of research hours / dedicated analysts can be deployed for either customizing the off the shelf reports or doing direct projects

Unlimited market and supplier intelligence for a fixed annual fee per spend category

Next-gen Market Intelligence platform

• Zero Latency of research

• Category Intelligence on ~ 250 categories

• Peer Communities & Thought Leadership

• Free view access of all off-the shelf category reports

FTE

Engagement Maturity

Traditional FTE (non-Beroe) Beroe Virtual FTE Beroe ‘Infinity’

Reduced # hours per project due to category specialization and leveraging Beroe LiVE ready-made reports content

Lowest investment model: Infinity model (unlimited MI, fixed fee) for all categories C

ost

OR


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Beroe Infinity

Deep dive research which involves a scoping process

(e.g. – Assessment of a particular set of NR suppliers in South Asia)

Ask Beroe quick turn around questions via email/chat/phone calls

(e.g. – My supplier is asking for x% price increase due to feedstock price increases - Is this justified? Please respond within 48 hours)

Support most/all market decisions with intelligence (not just the “big” decisions)

Scoped Reactive

Quick Reactive

Type of Projects under fixed fee infinity

Category Market Intelligence 4 - 6 Weeks

Supplier Identification and Benchmarking 2 Weeks

Cost Model Analysis 3 Weeks

Pricing Intelligence and Benchmarking 3 Weeks

Competitive Benchmarking 3 Weeks

Industry Best Practices Benchmarking 2 Weeks

Low/Best Cost Country Sourcing Analysis 3 Weeks

Category Newsletters Regular Periodic

‘Infinity’ is for MI and excludes Risk, Compliance, Spend Analysis & Opportunity Assessment services.


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Quick Reactive Requests

Project Type (Any one of the below list) Turnaround Time

Market Size /Growth Industry Pricing Trends

3-4 working days*

Regulatory Environment Supplier List – Secondary Research only

Key Industry and Supplier Cost Drivers Key Cost Drivers

Saving Levers within the Category Value Chain Analysis

Supply & Demand Industry Trends Market Best Practices

*Turnaround within 3-4 working days will depend on Beroe’s relative category experience

Ask through Beroe LiVE

How to Raise a Quick Reactive Request

Email the request to the SPOC


11

Beroe FTE Hours Effort Estimates per MI Service Type (Applicable for FTE option, actuals may vary per project scope)

Effort estimates mentioned are indicative and may vary depending on the scope of customization

Type of Projects Definition Beroe effort in hours

Category Market Intelligence per report/ category 120-160

Supplier Identification and Benchmarking per supplier / category / region 60-80

Cost Model Analysis per commodity (1 spec, 1 region) 80

(20 hours for every additional region)

Pricing Intelligence and Benchmarking per commodity 60 - 80

Competitive Benchmarking per commodity 40 – 50

Industry Best Practices Benchmarking per commodity 40-45

Low/Best Cost Country Sourcing Analysis per product 60

Commodity Price Forecasting per commodity per month per region 5

Category Newsletters per category per month 8-15


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Supplier and Material Risk • Beroe approach

• Shortlisting of critical materials and supplier


13

Beroe Risk – Focused on Assessment points

Supplier Risk Analysis

Disruption Monitoring

Supply Chain Analysis

BEROE SUPPLY CHAIN TOOL

Beroe Risk

Identification of production process, mapping of value chain and risk evaluation

Continuous monitoring of suppliers and supplier locations

Assessment of suppliers’ financial stability along with other qualitative factors


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Beroe Risk Management Process

• Alternate supplier identification

• Alternate sourcing location

• Alternate material identification

• Real time monitoring of suppliers • Revenue contribution

• Spend

• Single/Sole source

• Strategic supplier

• Past issues of supply disruption

• Supplier risk analysis

• Supply chain mapping

• Supply chain risk analysis

Critical material & supplier

Risks Business Continuity Plans

Continuous monitoring


15

Critical supplier/material identification approach

Supplier list and material list

from ERP

Revenue contribution

Spend Analysis

Single / Sole Sourcing

Categorization of Supplier / Material list

Past issues

Risk evalu

ation

and

mitigatio

n

Allocate Against Available Resources, and company’s

risk goals

High criticality

Medium criticality

Low criticality


16

Critical supplier/material identification approach

Supplier list and material list

from ERP

Revenue contribution

Spend Analysis

Single / Sole Sourcing

Categorization of Supplier / Material list

Past issues

Risk evalu

ation

and

mitigatio

n

Allocate Against Available Resources, and company’s

risk goals

High criticality

Medium criticality

Low criticality

High criticality list of suppliers Risk management for less critical suppliers

Base level financial analysis (optional) In depth analysis of supplier

& material


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Risk evaluation for less critical suppliers

Step 1- Base level financial analysis using Beroe Risk Rating. Classification of suppliers on risk levels

Development of BCP on the basis of inputs from stakeholders and organization goals

Step 2- For high risk suppliers In depth analysis of supplier Continuous monitoring

Step 3- For medium and low risk suppliers Annual update of financial analysis to identify changes in risk levels Continuous monitoring

Step 4- For all suppliers Continuous monitoring of all suppliers


18

Supplier Risk Evaluation


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Our Approach To Supplier Risk Analysis Bridges Market Intelligence and Key Risk Parameters…

Qualitative Analysis Market Dynamics

To analyze a supplier’s stability, it is critical to include an analysis of the overall market:

• Performance of Adjacent Markets

• SWOT Analysis

• Product Substitution

• Industry performance etc.

Quantitative Information

• Profitability Ratios: Measures the firm’s use of its assets and control of its expenses to generate an acceptable rate of return.

• Liquidity Ratios: Measures the availability of cash to clear short-term debt.

• Debt Ratios: Measures the firm's ability to repay long-term debt.

• Turnover Ratios: Measures the company’s efficiency in utilizing assets, inventories, receivables, etc. to generate revenues

• Capacity Availability

• Layoffs

• Mergers and Acquisitions

• Site closures

• Litigation

• Management Changes

• Planned capacity changes

• Key customers

• Industry exposure

• Product recalls


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• Healthy Action Required Continuous monitoring for unexpected events on supplier site

• Safe Action Required Continuous monitoring and periodic updates

• Financial Stress Action Required Continuous monitoring and quarterly update- alternative suppliers list recommended

• Financial Distress Action Required Diversifying of products/services procurement to alternative supplier recommended

Beroe View

Company Financial Statements, Transcripts

Subscriptions: Bloomberg, Factiva, D&B, Reuters etc.

Category Expertise: Beroe’s Market Intelligence

Supplier interactions

In-Depth Analysis

Beroe industry specific benchmark data

INPUTS

BEROE RESEARCH

Supplier performance analysis

Industry performance metrics

Credible information on Public Companies


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Credible information on Privately-held Companies

*Client Approval required before contacting supplier

Execution & Delivery

Secondary research

Primary research required

No

Client Approval*

Yes

No

Report on Hold

Issue Authorization

letter Client

Yes

Contact suppliers Beroe

Response received

No

Escalation to Client after 2 weeks of follow up with supplier

Complete and deliver report

Yes

Schedule feedback call


22

Material Risk Evaluation


23

Supply Chain and material level risk analysis

Monitoring not just the supply chain but also the material ecosystem

Disruption coverage

From 30% disruption coverage through traditional risk assessment approach to 100% coverage through Beroe’s in-depth category risk assessment approach

100% 30%

Adjacent Market

Supply demand

dynamics

Regulatory

Change

Price drivers

and volatility

Substitute materials

Manufacturer U…

Manufacturer G…

Manufacturer D…

Manufacturer R…

Manufacturer P…

Distributor BC

Distributor XY

Client ABC

Global Mapping of Sub-tiers Transportation/sub-tier chokepoints


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Risk drivers across supply chain

Tier 1 Tier 2 Tier 3

Diester-Industrie, France

Solvay Chemicals France

Client Huntsman

Epoxy Resin Epichlorohydrin

Bishphenol A

Glycerin

HCL

Phenol & Acetone

Rape Seed

Benzene, Propylene & Ethylene Huntsman

Duxford, UK

Solvay Chemicals Germany & France

SABIC Netherlands & Spain

LG Chem Chonnam, South Korea

Taiwan Prosperity Kaohsiung, Taiwan

CPC Corp., Kaosiung, Taiwan

Formosa, Yunlin, Taiwan

Majorly procured From France and also Germany, Canada, the UK, Poland, Australia, China & India

7.46

Category risks • Demand/supply gap trend • Market supply volatility –

due to other suppliers etc.

• Regulatory changes • Trade embargos • Technological shifts

Market risks • Substitute products • Adjacent market demand

Logistics • Trade routes • Port closures

Supplier risks • Supplier failure • Supply commitment • Contract price


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Supply Chain Risk Analysis Methodology

Upstream material identification

• Determination of production process

• Identification of key raw materials in the production process

• Identification of any further dependencies in the production process

Mapping process

• Determination of tier 2 suppliers through

– Secondary analysis

– Expert interaction

– Leverage of Market Intelligence

– Primary research

Risk assessment of suppliers

• Deep dives of key tier 1 suppliers on parameters including

– Financial stability

– Business focus

– Qualitative parameters

Primary research

• Expert/market participant interviews

• Supplier interactions

– Introduction to supplier sought from McCormick

Secondary research

• Publicly available company data

• Industry reports

• Subscribed databases such as Bloomberg, Factiva, Reuters, Panjiva, Import Genius etc.

Market Intelligence

• 400+ in-house category experts

• 180 direct categories tracked. Overall 310 categories covered by Beroe experts

Access to information


26

Our process of supplier mapping and risk analysis

Secondary Research

• Import genius • Panjiva • Skybox • D&B, Dow Jones • Other multiple category

specific databases

Access to more than 2000+ databases

Supplier surveys

Supplier surveys, Personal Supplier follow up for incomplete surveys, and program management

Expert Interaction

More than 1,800 experts (Beroe Orion)

Focused expert relationship management program

Category Expertise

325 + category specialists

Validation and Triangulation of Data, understanding Category risk & not just supply chain, Supply chain mapping

even with no response from suppliers, Overall reduction in complexity of risk management

program

WHY?

Easy to use User Interface


27

Comprehensive Program For Continuous Mapping and Monitoring of Category and the Supply Chain

Supply/ Demand Industry Structure

Regulatory changes Macro-Economic News

Market Consolidation Technological Shift

New Sources of Demand/Supply Upstream Material Availability/Pricing

Trade embargos

Natural Disasters

Labor Disruptions

Logistics Problems

Terrorist Attacks

Trade Shut Downs

Supplier Risk

Market Risk

Supply Chain & Location Risk

Multi-Tier Supply Chain Mapping C

on

tin

uo

us

Cat

ego

ry &

Su

pp

ly C

hai

n

Mo

nit

ori

ng

• Profitability Ratios: Measures the firm’s use of its assets and control of its expenses to generate an acceptance rate of return

• Liquidity Ratios: Measures the availability of cash to clear short-term debt.

• Debt Ratios: Measures the firm’s ability to repay long-term debt

• Turnover Ratios: Measures the company’s efficiency in utilizing assets, inventories, receivables, etc. to generate revenues`

• Capacity Availability

• Layoffs

• Mergers and Acquisitions

• Site Closures

• Litigation

• Management Changes

• Planned Capacity Changes

• Key Customers

• Industry Exposure

• Product Recalls

To analyze a supplier’s stability, it is critical to include an analysis of the overall market:

• Performance of

• Adjacent Markets

• SWOT Analysis

• Product Substitution

• Industry Performance etc.

Quantitative Information Qualitative Analysis Market Dynamics


28

Continuous Monitoring of Suppliers


29

Continuous Monitoring of Suppliers

• Over the past two decades, supply chains have gotten increasingly complex and global

• With thousands of supplier locations supplying your organization, There is a critical need for a simple, easy to use tool that tracks disruptions

across the globe and alerts you if any of your suppliers are affected

• Apart from category level issues we track the following issues at a location level

• Supply Chain Infrastructure - Issues/Bottlenecks

• Political disruptions

• Social unrest

• Terrorism

• Natural Disasters

• Macro-Economic Health

• At a supplier level we monitor

• Site accidents

• Plant closures

• Layoffs

• M&A / divestment

• Legal / regulatory issues etc.

• Financial disclosures


30

Source of news-flow: Public sources of information • Bloomberg • Reuters • Factiva • Secondary research • Other subscription

Team of Beroe Analysts screen all news for relevant information • Alerts evaluated for severity

Relevant news pushed out to stakeholders via: • Email • Portal upload • Mobile text message • Impact analysis and discussion with

Risk Partner

Action items triggered depending on severity • Report refresh • Alternative supplier list • No further action

1

2

3

4

5 Continuous monitoring

Beroe monitoring methodology for Risk Alerts / Events notification


31

Location vs. Supplier Alert Services

Types of alerts covered Location Supplier*

Weather

Political / social unrest

Terrorism

Natural disasters

Macroeconomic news

Key logistic nodes (e.g. – Rotterdam port)

Supplier – company developments

Strikes, shut downs, accidents, outages

Product recalls, M&A

Legal / regulatory

Requirements from client List of locations – province,

city, country List of suppliers & addresses

*Events impacting a supplier due to external factors like weather, terrorism, natural disasters are covered in Supplier alerts


32

Comparison of Beroe vs. Market

Capabilities Beroe Alerting tools

Core Service Research driven and enabled by Technology IT tool driven

Market Intelligence

In-house category expertise

Access to experts

Inputs from subscribed databases

Primary research capabilities

Deliverable customized to client needs

Supply chain mapping/risk method Beroe research Algorithm driven

Category based alerts in the supply chain

Supply chain/ alerts visualization tool

Continuous monitoring methodology 19 member monitoring team assisted by a variety of

subscriptions/local sources + web crawler Web crawler


33

Why partner with Beroe ?

Focus Category specialisation

Innovators in MI space and one of the fastest growing companies (Inc. 5000 Corp)

325+ analysts with specific category focus across 310 categories

Experts & suppliers ecosystem Extensive experience Industry recognition

1800+ Experts & 4000+ supplier network to validate our findings

Top 50 suppliers to watch, 2016 (Spend Matters report)

Fastest growing company , 2016 (Inc. 5000)

Thought leadership ISO certified

600+ pieces of thought leadership published last year An ISO 27001:2013 certified company

Extensive experience of working with 175+ Fortune 500 Clients

Beroe provides expertise in every area of the sourcing process that requires market intelligence


34


34

Appendix (Beroe Teams, Research Approach, Credibility & Data Confidentiality)


35


35

Chemicals • Petrochemicals and Fibers

• Solvents, Acids and Alkali

• Industrial and Process Specialties

• Home and Personal Care Specialties


36

Domain – Petrochemicals and Fibers

• Olefins & Polyolefin – Ethylene, Propylene, PE and PP

• Polymers – PVC, PS, PET, ABS, PC, Nylon

• Elastomers – Natural & Synthetic Rubber, Latex

• Intermediates – Ethylene Oxide, PO

• Article on Anti Dumping Duties in the US and its impact

• Whitepaper on Low Cost Yet Highly Priced !? A backstage analysis on the US Polyethylene Prices

• Article on Guayule – The potential safe alternative to traditional rubber tree and its future prospects

• ICIS

• Polymerupdate

• Chem99

• Chemical Weekly

• Fibre2Fashion

• Bloomberg

• Middle East Polyolefin Market – 2nd MTO and Polyolefin Conference, Kunshan, October 2015

• Middle East Olefins Market – 10th International Olefins Conference, Kunshan, October 2015

• Trends and Outlook for the Olefins Value Chain – 8th ICIS World Chemical Purchasing Summit, Boston, September 2015

CXO 5+

Middle Managers 15+

Supplier Sales Managers 50+

Consultants/Others 25+

Sub Categories

TL Articles

Subscriptions

Expert Network

Conferences & Exhibitions

Project Mix

Avg. no. of projects a year – 70+

20%

10%

30%

30%

10% Market Intelligence(MI)Supplier Intelligence(SI)MI + SI

Periodic Updates

Others


37

Beroe Coverage - Petrochemicals and Fibers

Polymers & Feedstocks Elastomers Fibers

• Butadiene

• Ethylene

• Ethylene Oxide

• High-density Polyethylene (HDPE)

• Low-density Polyethylene (LDPE)

• Linear Low-density Polyethylene (LLDPE)

• TDI & MDI

• Naphtha

• PET

• Propylene

• Propylene Oxide

• Polycarbonate

• Polypropylene (PP)

• Polystyrene (PS)

• Polyurethane (PUR)

• Polyvinyl Chloride (PVC)

• Ethylene Propylene Diene Monomer (EPDM)

• Natural Rubber

• Styrene Butadiene Rubber

• Polybutadiene Rubber (PBR)

• Elastomer

• Neoprene

• Nitrile Butadiene Latex (NBL)

• Isoprene

• Acrylonitrile Butadiene Styrene (ABS)

• Nylon 6

• Nylon 6,6

• Nylon 6,10

• Polyester

Base Oil

• Base Oil - N 70,100,110

• Base Oil


38

Domain – Solvents, Acids and Alkali

• Industrial Solvents– Benzene, Toluene, Xylene, Phenol , Methanol, Ethanol, Isopropanol, Mono ethylene Glycol, Propylene Glycol, Mineral Oil etc.

• Acids - Sulfuric Acid, Acetic Acid, *Hydrochloric Acid, Purified Terephthalic Acid (PTA), *Nitric Acid etc.

• Alkalis – Caustic Soda, *Chlorine, Soda Ash, *Bleach etc.

• Article on “Indian Ethanol Industry – Way Forward”

• Article on “Exciting Time Ahead for US Methanol Market”

• Impact of Beijing Smog on Industries

• Outlook on Indian Urea Market - Indigenous Urea Vs Imported Urea Jan 2016

• Petrosil

• Polymerupdate

• ICIS -Leading chemicals industry intelligence provider

• Chem 99 – Leading Chinese market info company

• The drivers behind an evolving global trade landscape Nov 2015

• Presented 13th Business Outlook Conference by Chemical Weekly” on Agrochemical Market - Opportunities & Challenges” during April 2012.


30%

20%

40%

10% MarketIntelligence (MI)

SupplierIntelligence (SI)

MI + SI

Others

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 2+

Middle Managers 10+




39

Beroe Coverage - Solvents, Acids and Alkali

Acids Solvents & Intermediates Alcohols

• Acetic Acid

• Hydrochloric Acid (HCL)

• Hydrofluoric Acid

• Oxalic Acid

• Pyruvic Acid

• Regenerated Sulfuric Acid

• Stearic Acid

• Ethylene Vinyl Acetate

• Hexane

• Ethyl Chloride

• Isobutane

• Cresols

• Caprolactum

• Manganese Sulfate

• Magnesium Hydroxide

• Poly Vinyl Acetate

• Vinyl Acetate Monomer (VAM)

• VAE

• Ethanol

• Ethylene Glycol

• Isopropanol

• Methanol

• Methoxy Poly Ethylene Glycol (MPEG)

• Monoethylene Glycol

• Oxo Alcohols

• Phenol

• Propylene Glycol

• Polyols

Chlor-Alkali Fertilizers & Agrochemicals Aromatic Solvents

• Caustic Soda

• Chlorine

• Soda Ash

• Phosphate Rock & Phosphoric Acid

• Phosphates

• Ammonia

• Urea

• Agrochemicals

• Potassium Hydroxide

• Benzene

• Mixed Xylene

• Orthoxylene

• Paraxylene

• Toluene


40

Domain – Industrial & Process Specialties

• Specialty Intermediates: EDTA Tetrasodium,Dimethyl Sulfoxide,Methane Sulfonic Acid, Methoxyacetic Acid, Tertbutyl Bromoacetate, Polysorbate, Aminomethylpyridinon, Iodine,

• Specialty Solvents: THF, Bromoethlamine Hydromice, Heptane, Isopropyl Acetate, Isopropylamine, Methylene Chloride, Pyrrolidine Dimethyl formamide, Acetone, Beta- Naphthol, Dimethylformamide Ketones, Butanediol, Epichlorohydrin

• Article on Ban on Dioctyl Phthalate: Shift to Alternatives

• Whitepaper on Ethylenediamine market

• White paper on Recent trend in pricing of TiO2: A path for re-structuring Market contracts

• White paper on “Battling the TiO2 Market Risks from China - The way forward for Indian Paint Manufacturers”

• Petrosil

• Polymerupdate


• Chem 99 – Leading Chinese market info company

• Smartchem

• Notch Consulting

• Beroe presented on the China & India Coatings Market Outlook at Coatings Market Conference, Yangon


20%

20% 50%

10% Market Intelligence(MI)

Supplier Analysis(SA)

MI + SA

Others

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 3+

Middle Managers 10+




41

Beroe Coverage – Industrial & Process Specialties

Industrial & Process Specialties

• 2-ethylhexyl Alcohol

• Acetone

• Acetonitrile

• Acrylonitrile

• Aluminum Hydroxide

• Amlodipine Base & (1s)-(+)-Camphor-10-sulfonic Acid

• Ammonium Nitrate Explosives

• Aniline

• Barium Sulfate

• Benton Clay

• Bisphenol A

• Catalysts

• Ceramic Proppants

• Cerous Chloride

• Cyclohexane

• Cystamine Dihydrochloride

• Frac Sand

• Hydrofluro Carbon (HFC)

• Hydrolene

• High Acid Crude (HAC) Inhibitor

• High Purity Isobutylene (HPIB)

• Ilmenite

• Ink Oils

• Isothiazolin

• Morpholinopropanesulphonic Acid

• Nitriles

• Nitrocellulose

• Nonene

• Octan-2-ol

• Oleosol

• Peroxides

• Picoline

• Polyalphaolefins (PAO)

• Polyacrylamide

• Pyrethroid Insecticides

• Racemic Gossypol Acetic Acid

• Sodium Cyanide

• Sodium Hypochlorite

• Sodium Perborate

• Trimellitic Anhydride (TMA)


42

Domain – Home & Personal Care Specialties

• Home Care – LAS, AS, AES, AOS, Ethoxylated amines, Betaines, Amine Oxide, Glycol Ethers, Candles and Waxes, Tetraacetylethylenediamine , Sodium Sulfate, Methyl Sulfonic Acid, Sodium Percarbonate

• Personal Care – Super Absorbent Polymer, D,5 Silicone, Nitrile Latex, Cyclododecanone, Succinic Acid, Lactic Acid, APDO Actives, Glacial Acrylic Acid, Dihexyl Sodium Sulfosuccinate

• White Paper on Glycolic Acid: Keep Tabs on your Market Strategy

• White paper on “ECH Market - Choosing the Green Path”

• White Paper on A Roadmap For An Optimal Sourcing Approach To LATAM Sodium Sulfate Market: Achieving Cost Saving And Supply Security

• Article on Sigh of relief for commercial Normal Paraffin buyers

• Petrosil

• Polymerupdate


• Bloomberg

• Fiber2Fashion – Reputed data provider in fiber space

• Home and Personal Care Market – 2nd Oleo Chemical conference, Indonesia – 2014

• Dynamics of Homecare Products in BRIC and CIVET Regions – 4th International Conference on Soaps, Detergents & Cosmetics (ISDC 2014), India


20%

20%

50%



MI + SA

Others

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 8+

Middle Managers 15+




43

Beroe Coverage – Home & Personal Care Specialties

Home & Personal Care Specialties

• 2 Chloropropionic Acid

• ABS

• Adhesives

• Aliphatic Amines

• Butylacrylate

• Carbon Black

• Cold Filter Plug Point Additive (CFPP)

• DETA (Diethylene Triamine)

• Diisononyl Phthalate

• Dimethylamine 60%

• Dimethyl Succinate (DMS)

• Dimethlterephthalate (DMT)

• Emulsifiers

• Epoxy Resins

• Ethyl Acetate

• Isononyl Alcohol (INA)

• Isophthalic Acid

• Isopropyl Acetate

• Polysilicon

• Propionitrile

• Quaternary Amines

• Silicates

• Superglues

• Superplasticizer

• Surfactants

• Tetra Hydro Furan

• TiO2

• Acrylic Acid

• Water based Acrylic Resins & Acrylates

• Ferric Sulphate


44

Case Study – Best Practices in Resin Market

Application : Resins are primary used in packaging applications as films and plastic containers.

Current challenges

• Lack of in-depth understanding of production cost components of resins and plastic components:

• Uncertainty over formula based pricing & volume discounts

• Sustainability target: The client’s aim was to achieve 10,000 MT of post-consumer resin (PCR) throughout its portfolio by 2016

• Detailed market analysis of each resin (HDPE, PP, and PET) across the regions of interest (NA, EMEA, APAC, and LATAM) was provided. The current supply-demand scenario and its outlook until 2017 was provided, highlighting key trends in prospective resin sourcing regions.

• Common modes of pricing formulae in the resins industry include: 1)Monomer based pricing 2)Index based formula 3) Rebates based on milestones in contract. Comparative analysis of Price Indices followed in the market (ICIS, IHS, Platts, CDI etc.) was provided, based on the level of adoption across various regions

• Based on the resin volumes consumed by the client in each region, the option of direct resin purchase was considered. The analysis suggested that the purchase volumes were not large enough to generate sufficient discounts, hence the alternative of forming a resin purchasing consortium was presented

• Price drivers for each resin under consideration were highlighted, along with the detailed pricing analysis of HDPE, PP, and PET across NA, EMEA, APAC, and LATAM and forecasts until 2017 .

• The supply-demand scenario and outlook of PCR resins (rHDPE, rPP, and RPET) across NA, EU, and APAC was provided, highlighting regional trends and regulations. Pricing, collection rates, and recycling rates of recycled resins was analysed to highlight potential focus regions.

BUSINESS PAIN POINT SOLUTION PROPOSED


45


45

Agro Products • Crops & Natural Fibers

• Food Ingredients and Nutritional Supplements


46

Domain – Crops & Natural Fibers

• Corn/ Wheat & Starch Products – Corn and wheat derivatives, corn starch, corn derived sweeteners, processing by-products, feed ingredients

• Sugars and Sweeteners – Sugar, artificial sweeteners, ethanol, molasses, HIS

• Brewing By-products – Barley, malt, hops, adjuncts, yeast • Fruits, Vegetables, Spices – Wide range of fruits,

vegetables ad spices, seasonings, processed products

• Whitepaper on Agave Supply Crisis and Mitigation Strategies for Tequila Distilleries – Published in Bev Industry

• Article on changing consumer demand for beer and effects on yeast procurement

• Oil World – Leading database for vegetable oilseeds and oils and animal fats

• Bloomberg – Leading database for commodities • E-malt – Leading database for malt and barley

• Presented in 5th Global Ethanol Focus in 2014 held in Hong Kong

Avg. no. of projects a year – 50+ deep dive reports and 30+ periodical reports

35%

10% 40%



MI + SA

Others

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CEO 2+

Middle Managers 5+




47

Domain – Food Ingredients and Nutritional Supplements

• Vegetable oils and Animal fats – Soft oils like Soy, sunflower and rapeseed; Palm oil and derivatives, Animal fats like tallow

• Oleochemicals – Fatty acids, alcohols, methyl esters, glycerine

• Dairy and dairy products – Milk, cheese, whey, SMP, WMP

• Nutritional supplements – proteins, vitamins, amino acids, food additives

• Flavors and Fragrances – Natural and synthetic flavors like citrus, mint, fruit flavors

• Article on The Changing times of the soft drink Industry

• WP on Skyrocketing Peruvian fishmeal prices and way forward for the Animal feed industry

• White Paper on Guar Gum: Devising a Sourcing Approach Through Comprehensive Insights

• Bloomberg – Leading database for commodities • E-malt – Leading database for malt and barley • APCC – Leading Asian service provider for Coconut

and by-products database • Petrosil – Leading information provider for

Glycerine

Sub Categories

TL Articles

Subscriptions

• Nil

Expert Network


Project Mix

CEO 2+

Middle Managers 5+



Avg. no. of projects a year – 50+ deep dive reports and 70+ periodical reports

44%

21%

17%

7% 5%

3% 3% MI+SI

Market Intelligence

Cost model+MI+SI

Supplier Intelligence

MI+CI

Competitive Intelligence

Cost model+MI


48

Beroe Coverage - Food & Beverage Categories

Crops, Cereals & Grains Vegetable Fats & Oils

• Corn • Soybean • Wheat • Barley • Rice • Coffee • Cocoa

• Palm oil • Soybean oil • Rapeseed oil • Sunflower oil • Coconut oil • Peanut oil

Food & Beverage Ingredients Livestock & Poultry

• Sucrose • Artificial Sweetener • Starch & Derivatives • Hydrocolloids & Emulsifiers • Flavours & Flavour Enhancers • Amino Acids • Vegetable & Leguminous Seeds • Fruits & Berries • Nuts & Seeds • Vitamins & Micronutrients • Spices & Seasoning • Herbs & Tea • Microorganisms & Yeast • Food Chemical & Colours • Enzymes • Lecithin • Wine, Liquor & Vinegar

• Meat & Meat By-products • Poultry & Poultry By-products • Egg & Products • Fish & Sea Food & By-products • Animal Fats


49


49

Packaging • Flexible Packaging

• Rigid & Bulk Packaging

• Paper Packaging


50

Domain – Flexible Packaging

• Plastic Films(PE/PP/BOPP/PET etc.)

• Aluminum Foils (Thermoform/ Coldform/Aclar)

• Laminates

• Shrink/Stretch Films

• Sachets & Pouches

• Strip & Stick Packs

• Blister Packaging

• Paper/Plastic Bags(Carrier Bags/Pre-Made Bags)

• Article on Stripping Complexity through Stick and Strip Packs

• Aclar – the future of Blister Packaging

• Article on - Can Middle East be next plastic processing Article on - Is high property barrier films the future of the specialty films market?

• The role of 3PL’s in the evolving CPG industry

• Flexible Packaging Association

• Flexpackmag

• Film and Sheet Extrusion

• Greener Package

• TLMI(Labels & Printed Components)

• Presented at ICIS Petro and packaging conference – March 2016

• Elite Plus – Speciality Films Confernece – September 2015

• 12th Print Pack India – 11-15 Feb 2015 – Delhi NCR

• InnoPack – Pharma Confex – June 2015 - Mumbai

10%

50%

35%



MI + SA

Others


Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 5+

Middle Managers 25+




51

Domain – Rigid & Bulk Packaging

• Plastic Containers, tubs, bottles

• Metal Containers, Cans

• Laminated, Plastic and Metal Tubes

• Plastic Caps & Closures, Pumps, Dispensers

• Kegs, Tubs, Lids

• Vials, Ampules & Stoppers, PFS, Syringes

• Pharmaceutical plastics, applicators, dosing

• Rubber Stoppers, seals and other elastomeric components

• FBC/RIBC, Drums(Steel, Plastic)

• Article on - Making FIBCs a Sustainable Packaging

• Article on the evolution of the contract manufacturing industry White Paper on The Impact of In-house Manufacturing on Laminated Tube Industry

• Advisory on – Supply shortages in the North American Steel Drum Market

• Webinar on Demand Driven Contract Packaging

• Article on metal can evolution

• Indo Arab Chamber of Commerce

• Packworld, Packaging Digest

• Injection World, Packaging Europe

• FIBCA

• Healthcarepackaging

• ElitePlus – Injection and Blow Molding Conference – 20-21st August 2015

• India Pack – 2015 – 6th International Packaging Exhibition- 8-11 Oct 2015 – Mumbai

• Presenting in The 3rd ICIS Asian Polyolefins Conference – Bangkok Nov 2015

10%

26%

54%



MI + SA

Others


Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 10+

Middle Managers 15+




52

Domain – Paper Packaging

• Carton Board and Box

• Pulp

• Fluff, Papers, Recovered Paper

• Pallets(plastic and wooden)

• Containerboard

• Corrugated Box

• Base paper for labels

• LA Pulp Expansions – Is the supply too large to buy? – August 2015

• End of China’s one child policy and its effect on tissue and diaper industry

• White paper on “pulp or OCC – Impending shift in raw material Market” – June 2014

• Risiinfo

• EUWID

• Indo Arab Chamber of Commerce

• Packworld, Packaging Digest

• Packaging Europe

• Healthcarepackaging

• Presented at RISI conference Brazil, August 2015

• Indian Corrugated Expo- Sep 2014


10%

25%

40%

20%



MI + SA

Periodical Updates

Others

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 15+

Middle Managers 35+




53

Beroe Coverage - Wood/Paper/Paperboard

Graphic Paper Pulp Carton Boxes

• Printing & Writing Paper

• Lightweight Coated Paper

• Uncoated Paper

• Paper Bags

• Newsprint

• Tissue

• Sack Kraft

• Bleached Hardwood Kraft Pulp

• Bleached Softwood Kraft Pulp

• Eucalyptus Pulp

• Fluff Pulp

• Dissolving Pulp

• Deinked Pulp

• High Alpha Acetate Cellulose Wood Pulp

• SBS

• FBB

• Core Board

Corrugated boxes Wood/Timber Recycled/Recovered Paper

• Containerboard

• Linerboard

• Semi-chemical Medium/Fluting

• Pallets

• Sawlogs/Chips

• Old Corrugated Containers

• Old Newspaper

• Hard White Shavings

• Recycled Board


54

Case Study – Corrugates Market Study in Europe

Client Testimonial: “It a great peace of work that would help me to understand new spend pool for me and overall industry in the assigned region of Globe.”

• To gain a better understanding of the corrugates market - Lack of understanding of the supply market and future availability, Lack of visibility on price drivers and future price outlook, New technologies and trend, find out the best in class suppliers

Objective

• Lack of In-Depth Market Knowledge: The client wanted to gain a better understanding of the corrugates market in Europe, Demand-supply analysis • Price Visibility: Suppliers were often indicating price increases (5-7% increase in 2013 Vs. 2012) and hence the client wanted a price forecast for all the 3 grades

(kraftliner, testliner and SCM) to be used in negotiations • Supply Base: The client wanted to identify all the major European corrugates manufacturers (by grade) and understand their cost structure, Quality/certifications,

capacity to cater to client’s needs, printing capabilities etc.

Client Challenges Identified

• Historical and forecast of demand and supply dynamics in European Market • Impact of economic situation on the corrugated board market: GDP, PPI Vs. paperboard • Price evolution in the last 3 years with forecast for the next 1 year • Latest innovations in the market like Light-weighting, RRP among others • Break-up of the costs: Raw material costs, Labour costs and other utility costs • Supplier list: Ranking based on certain parameters like Capacity, quality certifications, proximity to client facility etc. • Suppliers other than incumbents in close proximity to client’s facilities and ability to meet their needs were recommended

Solution Delivered


55


55

Energy & Sustainability


56

Domain – Energy & Sustainability

• Whitepaper on “Power of Hybrid Systems in Transforming Precarious African Electricity Sector: An Innovative Approach

• Helium Stewardship Act- (Published in Gas World and Specialty Gas Magazine Dec 2012)

• Green Market - IT devices(Published in Sustainable industries magazine)

• Bloomberg

• Cryogas

• Gasworld

• An integrated approach to balance Thailand's lopsided fuel mix“ at Sustainable Energy & Technology Asia 2016, Thailand, March 2016,

• Sustainable practices in the Pulp & Paper industry with focus on CTO market in Indian subcontinent, World Paper & Pulp (WPP) India conference, Mumbai, September 2015

• Smart meters - Emerging technology trends and the impact on manufacturers, Asian Utility Week June 2015, Bangkok, Thailand


• Electricity

• Solid fuels

• Liquid fuels

• Clean and Renewable Energy

• Carbon markets

• Industrial lubricants

• Industrial gases

• Water

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 5+

Middle Managers 15+




57

Beroe Coverage - Energy & Sustainability

Crude & Natural Gas Electricity & Renewables

• Natural Gas

• Crude Oil

• Electricity

• Renewables

Coal, Industrial Gases & Refined Products

• Coal

• Coke

• Diesel Fuel

• Fuel Oil

• Gasoil

• Gasoline

• Kerosene Oil

• Aviation Turbine Fuel (ATF)

• Bunker Fuel

• Industrial Gases


58

• The plant was not connected to the grid and thus the entire electricity generated is to be consumed by the client’s facility and no revenue would be generated by selling power from this plant externally

• The installation was to be done on the rooftop of a manufacturing facility of the client and thus required critical safety measures to be taken by the EPC contractor in order to maintain the safe working conditions

• Off grid, Self-consuming solar power plant was preferred, since Australia is facing a huge increase in electricity tariffs and also a fall in incentive in terms of Feed-in Tariff rates

• A monitoring system was connected to the system by the EPC contractor, which would track each solar module array for abnormalities and also the generation throughout the day

• Based on the generation pattern the consumption was scheduled as a result the entire generation from the solar plant was consumed without any wastages

• Solar LCOE cost in many major Australian cites is less than the electricity charges

• An estimated cost benefit of 53170 USD/year is achieved on an average with this 500kW rooftop solar plant

Background: A global automobile giant in Australia is looking to install roof top solar power plant at its manufacturing unit to demonstrate the company’s commitment to clean manufacturing Geography: Australia

Case Study – MI on Renewable Energy Solution


59

• The client wanted to understand the how the Australian Fuel market will be developing in the coming years. They needed to cut down their cost on procurement of fuels and wanted to understand what other solutions were available in the market

• They wanted to know who are other suppliers in the region where they can leverage their volumes other than the major suppliers in the market.

• Analysing Regional Players who are able to cater to the demand of the client. Analysing contract structures and giving them intelligence on how long term and short term contracts will be helpful

• Detailed view of how Australian fuel market is structured including major and regional players.

• Analysing Singapore index for fuels and fuel cost structure in Australia. And impact of Crude Oil price volatility on the fuel pricing in Australia

• Identifying various suppliers who can provide fuel at optimum cost and reliable supply security

• Details on Australian contracts for procurement of fuels

• Giving an outlook on how prices in Australia for fuels will change and what would be the impact on procurement cost to client

Background: A global logistic company is looking to procure fuel for ground service fleet and domestic PUD service vehicles (Owned, Leased and Subcontracted) at best discounts to arrive at optimum cost and high supply security Geography: Australia

Case Study – MI on Fuel Procurement and Supplier Listing


60


60

Capital Equipment and MRO


61

Domain – Capital Equipment and MRO

• MRO Material Management’ – Q4 2015

• ‘Revamping Strategies for Outsourcing of Maintenance Services’ - Q3 2015

• ‘Restructuring Levers to Manage Capital Expenditure Policies’ – Q3 2015

• ‘Framework for Liquidation : Unleashing the Potential of Asset Recovery’ – Q3 2015

• Modern Distribution Management

• Factiva

• MDM

• ISA

• Bloomberg

• NIL Avg. no. of projects a year – 100+

• Capital Equipment: Packaging Equipment, Brewery Equipment, Pharmaceutical Equipment, Warehouse and DC Equipment, Mining Equipment, Power Generation Equipment, Plant Automation, Other Process Equipment

• MRO: M&E Maintenance Services, MRO Distributors and Integrators

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 10+

Middle Managers 15+




62

Beroe Coverage - MRO/Steel & Alloys/Equipment (1/2)

Machinery/Rotary Equipment Capital Equipment

• Bearing & Power Transmission

• Conveyor Belts

• Pumps

• Turbines

• Compressors

• HVAC

• Pharmaceutical Equipment

• Vaccine & Biotech Equipment

• Hygiene equipment

• Packaging equipment

• Storage Tanks

• Liquid

• Gases

• Rolling Stock

PVF MRO Integrators & Distributors

• Major MRO Manufacturers & Distributors

• MRO Integrators

• Market Outsourcing

• Storeroom Management

• Major MRO Manufacturers & Distributors

• MRO Integrators


• Storeroom Management

MRO Distribution & Integrated Supply General MRO

• Control Valves

• Pipes, Valves & Fittings

• Aerosol Valves

• Industrial Supplies

• Personal Protective Equipment


63

Beroe Coverage - MRO/Steel & Alloys/Equipment (2/2)

Construction Steels & Alloys

• Construction Equipment Cost

• Construction Labor

• Construction Management

• Architecture & Engineering

• Labor Markets

• Emerging Market Services

• Structural Steel

• Fabrication Yards for Offshore Construction

• Cast Iron

• Ductile Iron

• Ferro Alloy

• Ferro Chrome

• Ferro Silicon

• Grey Iron

• Pitch

• Alloy Steel

• Carbon Steel Plate

• CR

• Engineering & Construction Steel

• Flapper Valve Steel

• HDG

• HR

• MBQ Flat Steel (Merchant Bar)

• Nickel Steel Plate

• Oil Tempered Wire

• Plate

• SS Surcharge

• Stainless

• Steel Drums

• Steel Wire Rod

• Structural Steel


64

• No clear visibility on regional level suppliers? • Are the suppliers subcontracting the service or are

they doing it on their own? • What pricing and contract model is widely

adopted in the industry? • Is bundling opportunity available in the regions of

focus

• Market understanding: To understand the demand and supply overview of the maintenance service market

• Cost Breakup: Cost structure to understand the different components impacting the cost of the service

• Supplier Landscaping: Evaluation and benchmarking suppliers who can provide required level of services

• Regional Sourcing: Identifying regional suppliers who can best fit the requirement of the client

• Service Bundling: Offered Benefits by bundling services

• Contract Management at a regional levelSuppliers classified based on their ability to provide the mentioned services as well as their capability to cater to the Europe regions

Background: A global Chemical company wanted to understand the Europe market trends for maintenance services with focus on services like piping, insulation, scaffolding, electrical and mechanical maintenance. The focus was also to understand pricing and contract models, labor outlook/trends for these services and also best fit suppliers for the services Geography: Western Europe

Case Study – Bundling Opportunity for Maintenance Services


65


65

Industrial Manufacturing and Durables


66

Domain – Industrial Manufacturing and Durables

• Castings, Forgings and Stampings

• Electrical and Power Systems: Electric Motors and Drives, Transformers and Switchgears, Cables, Connectors, Capacitors and Relays

• Transmission and Motion Control: Gear Boxes and Power Trains, Integrated Control Systems

• Plastic Molds and Moldings

• Fasteners, Machining and Tooling Services

Sub Categories

TL Articles

Subscriptions

• Whitepaper on Indian foundry Industry and Its Recent Challenges

• Whitepaper on Metal Scrap Import Duty: A Predicament for Indian Casting Industry

• Whitepaper on China Energy Label and its impact on the domestic motor industry

• Whitepaper on Transformer Innovations aimed at the smart grid

• Whitepaper on Mexico - An Alternate Haven to Outpace China for US Castings Demand

• Forgings Today

• Institute of Indian Foundry men

• Factiva

• Bloomberg

Expert Network


Project Mix

• Nil Avg. no. of projects a year – 80+ CXO 20+

Middle Managers 30+



30%

20%

40%


SupplierIntelligence (SI)

MI + SI

Others


67

• In this context, the client was facing challenges in terms of limited visibility into the supplier landscape and best practices in sourcing in this category.

• Beroe provided an in depth analysis of Australian Power Distribution Equipment market with focus on oil filled transformer and Switchboards. Insights into key procurement KPI’s and engagement contract structures relevant to the market were provided

• In addition to the above, leading suppliers for oil-filled transformers and switchboards in Australian market were assessed to identify potential alternative suppliers available to the client.

• Understanding the target market, the best procurement KPI’s and typical contract structures in this market helped the client in generating an annual savings of 3-4% in power distribution equipment purchases and services.

Background:

• The client, a leading minerals producer, wanted to understand the market for Power Distribution Equipment's in Australia in order to make a decision involving the renewal of its contract with its incumbent suppliers.

Geography: Australia

Case Study – Market Intelligence - Power Distribution Equipment


68

• In this regard, the client wanted to get insights on best practices in engagement to control costs on electric motor repair, in order to enable long term savings.

• Beroe provided insights on best practices on motor repair and motor procurement. The solution involved analyzing the motor life cycle cost to enable decision making on whether to repair or replace an existing motor that was under downtime.

• Insights on electric motor distribution channel mapping and associated industry margins were included to help provide supporting context to the above.

Analysis of the life cycle cost and the total cost of ownership provided a better visibility on the total cost of operating an electric motor. This enabled the development of a decision framework to decide between the replacement vs replacement of motors on a cyclic basis.

Background:

• The client, a leading metals producer, had a reasonable level of control over rates and repair margins for their supplier shops. However, the amount of hours varied across maintenance activities which led to increased spend. The company operated under a “strip and advise” methodology, which did not allow it to control the number of hours required to do a job.

Geography: USA

Case Study – Best Practices- Electric Motor Repair & Replacement


69


69

Indirect Services Catalog


70

Beroe Coverage – Services (1/4)

Site Services IT Services & Telecom Commercial Services

• Architectural & Engineering Firms • Brokerage Services • Building Management • Catering • Cleaning Services • Escalation Rates of Engineering Services • Food Composting • Furniture Lifecycle • Hard Services • Industrial Demolition Services • Inspection & Expedition Industry • Integrated Facilities Management • Janitorial Services • Landscaping • Laundry & Uniforms • Office Equipment • Plant Maintenance Contractors • Property & Asset Management • Property Management • Real Estate & Lease Management • Records Management • Remediation – EH & S • Safety Supplies • Security Services • Site management • Soft Services • Technical Operations • Testing Services • Uniform Services • Waste Treatment Services

• ADM • Application Development • Application Maintenance & Upgrades • Application Modernization • Audio-Video Service Providers • Client Computing • Client Iterative Design • Cloud Computing • Costing, Pricing & Total Cost of Ownership (TCO) • Data Management Services • Enterprise Hardware Equipment • Enterprise Solutions • Fixed • Global Web Casting Strategy • Help Desk Services • Infrastructure as a Service (IaaS) • IT Consulting • IT Outsourcing • IT Services - Billing Rates • IT Software Implementation • IT Total Cost of Ownership Modeling • Microsoft Negotiation Support • Mobility • Network Connectivity (Wi Fi

vs Wi Max) • Network Security • Other IT Services like System Integration, etc.

• Advertising Productions • Brand Building Purchases • Brochures • Catalog • Commercial Print • Corporate Travel & Expense Cards • Corporate/ Financial Reports • Creative Advertising • Customer Driven Interactions • Customer Services & Support • Data Analytics • Digital Analytics • Digital Asset Management • Digital Photography • Email Marketing & Search Engine Marketing • E-publishing • Global Channel Strategy & Global Expert • Innovative Media • In-store Activities • IVRS (Interactive Voice Response System) • Magazines • Marketing Benchmarks • Marketing Communications • MedCom • Media Bartering • Media Monitoring • Media Networking • Media Planning & Buying • Meeting Alternatives


71


IT Services & Telecom Commercial Services

• Platform as a Service (PaaS)

• Relocation Services

• Software & Software Licenses

• Software as a Service (SaaS)

• Software Asset Management

• Software Consulting

• Software Licensing & Maintenance

• Software Price Benchmarking

• Software Testing

• Telecom

• Telecom – Wired

• Telecom – Wireless

• Telecom Expense Management

• Telecom Services like Telecom Expense Management, etc.

• Unified Contact Centers

• Wi Max

• Wireless (MNOs/MVNOs)

• Merchandising

• Office Print/Supplies

• Pharma - HCP & HCC Support

• Pharma Advertising Agency

• Pharma E – Marketing

• Primary Market Research

• Product Support Calls

• Promotional Channels

• Promotional Items

• Reminder Items

• Research Tools & Techniques

• Secondary Market Research

• Social Media

• Strategic Meeting Management Tool

• Studio Services

• Tax Services

• Tele-marketing

• Trade Show & Exhibit Management Services

• Training

• Translation Services

• Video Conferencing

• Virtual Meetings

• Website Content Management & Content Marketing


72


Shared Services MRO & Capex Logistics

• Business Process Outsourcing

• Engagement Management


• Market Strategies

• Shared Relationship Management

• Sourcing Tools & Technology

• Supplier Relationship Management

• Compressor, Turbines Repair Services

• Hot Melt Extrusion

• Motor Repair

• Quality Control Equipment

• MRO Integrators & Distributors

• OEM & Capital Equipment

• Electrical & Instrumentation

• Rotary Equipment

• Should Cost on Engineering Services

• Air

• Air Freight

• Armored Car Services

• Ocean Freight

• East USA Rail Freight

• Freight Bill Payment

• Distribution – CEE

• Insulated Shipping Containers

• Refrigerated Transports

• Surface Freight

• Transport Management Systems

• US Freight Payment Providers

• Warehousing & Distribution

• 3PL Services


73


Professional Services Pharmaceutical Services

• Absence Management Services

• Billing & Collection Services

• Colocation Services

• Contract Workforce Mark-up Benchmarking

• Court Reporting Services

• E-Commerce

• E-invoice suppliers

• Executive Chef Benchmarking

• Executive Search

• Executive Wealth Management Services

• Exhibits

• Global Outplacement Services

• Hosting Services

• Hotel Chains

• Hotels

• HR Benefits

• HRPFS Consulting

• IP & Trademark Services

• Learning Services

• Legal case Management

• Legal Firm’s Billing Rate

• Benchmarking

• Legal Process Outsourcing

• Legal Services Law firms

• Loyalty Card Services

• Managed Print Service

• Management Consulting

• Meeting Alternatives

• Payroll Services

• Quality Concerns & Complaints Benchmarking

• Quick pay discounts

• Recognition & Rewards

• Recruitment Process Outsourcing

• Recruitment Retention

• Rental Car Industry

• Background Screening Services

• Business Development & Licensing (Pharma)

• Centralized Imaging Services

• Chemical Distribution

• Chemical Distribution Strategy

• Clinical Imaging Suppliers

• Clinical Site Payment

• Contract Manufacturing (Pharma)

• Contract packaging (Pharma)

• Contract Research (Pharma)

• Drug Testing

• Effluent Decontamination

• Electronic Data Capture

• Epidemiology

• ePro New Technology

• Global health Economics

• Healthcare Common Procedure Coding Service

• Medical Education Industry

• Medical Writing

• Observational Run Through

• Outsourcing Analytical Services

• Patient Recruitment Services

• Pharmacoeconomics

• Safety & Regulatory Services

• Secondary Packaging

• Solvent-Based Spray Drying

• Spirometry Market

• Lab Equipment & Maintenance

• Lab Supplies


74


74

Logistics, Warehousing & Distribution


75

Domain – Logistics, Warehousing & Distribution

• Pallet-less Shipping: Benefits for logistics service providers and manufacturers in FMCG and CPG industry – Q3 2014

• Usage of natural gas trucks in Europe: Opportunity for service providers and shippers to save cost – Q1 2015

• Will Air Cargo Community Adopt Bundle Pricing Model? – Q1 2015

• GST implementation- A pensive opportunity for supply chain optimization – Q2 2015

• Congestion in the West Coast ports of US – Q2 2015

• Alphaliner

• Drewry

• Truckload Rates

• FTR Associates

• FTA Manager's Guide to Distribution Costs

• The Journal of Commerce

• American Shipper

• Export Solutions

• NIL Avg. no. of projects a year – 200+

• Road Freight: Dry Vans, Flat Bed, Reefer Trucks, Bulk Trucks, LTL

• Ocean Freight: Container Shipping, Dry/Wet Bulk Shipping, Value Added Services (THC)

• Rail, Intermodal and Air Freight: Bulk Rail Cars, Intermodal Transport, Heavy Weight Air Freight, Courier, Express and Parcel

• Warehousing & Distribution: Temperature Controlled/ Non-Temperature Controlled Warehousing Service, Distribution Models and Practices

Sub Categories

TL Articles

Subscriptions

Expert Network


Project Mix

CXO 12+

Middle Managers 16+




76

Beroe Coverage - Logistics, Warehousing & Distribution

Transportation Warehousing Supply Chain Operations

• Dry Van Trucks

• Flat Bed Trucks

• Reefer Trucks

• Bulk Trucking

• Bulk Rail Cars

• Intermodal Transport

• Container Rates

• Supply/Demand Analysis of Container Ships

• Freight Forwarding

• Customs Brokerage Services

• Port Terminals

• Baltic Dry Index

• Bunker Fuel

• Heavy Weight Air Freight

• Air Freight Consulting

• Reverse Logistics

• Freight Auditing & Bill Payment Services

• Premium Courier Service

• CEP Surcharges Benchmarking

• Small Parcels

• Clinical Depots

• Fulfillment Centers

• TCO – WMS/WCS/Warehouse

• Warehouse Operational Practices

• Industrial Real Estate

• Warehousing Operational Equipment

• Analysis of the efficiency of the current distribution flow & benchmarking

• Demand Planning for efficient product flow

• Network Optimization/Lead Time Optimization & Route Planning

• Inbound & Outbound Distribution

• Distribution Channels

• Channel Partners (Distributors, LSP, etc.)

• Direct to Consumer(B2C)/Direct to Patient Distribution

• Benchmarking E-Commerce Practices

• Analyzing opportunities to reduce inventory levels & increase fill rates

• Inventory Technologies, Order Management (OMS), Warehouse Management (WMS), Yard Management (YMS)

• Replenishment/Refilling

• Order Management Practices

• Inventory Storage Practices

• Benchmarking Inventory KPI (Inventory Turnover, Cash 2 Cash Cycle, etc.)


77

Case Study – Supplier Operating Cost Benchmark

• Understanding Flat bed rates:

– Poor visibility of service provider’s cost structure

– Negotiation levers especially with respect to fuel surcharge and escalation matrix

• Geography: Europe and North America

• Developed a dynamic cost model by identifying all the major parameters affecting the trucking rates, analyzed all the fixed and variable cost involved which can change depending on contractual duration

• Proposed industry practices with respect to fuel surcharge programs, and benchmarked the same with client’s existing mechanism

• Also, industry standard practices were delivered with respect cost escalation to determine where our client stood in contrast of the industry.

• The client could use the tool to understand the actual cost incurred by the service providers and leverage same while negotiation of freight rates.

• Client could benchmark their rates with industry standards, resulting into 8% – 10% reduction in rates charged.

• Alternative fuel surcharge model was adopted resulting into higher visibility into their hidden charges.

BUSINESS PAIN POINT SOLUTION PROPOSED VALUE DELIVERED

Variable Cost

Fixed Cost

The trucks operating cost (fixed and variable cost) change

depending on contractual duration


78


78

Facilities Management


79

Domain – Facilities Management

• IFM – Hard Services (Preventive and Predictive Maintenance, Security Systems Maintenance, HVAC Maintenance, etc.), Soft Services (Security, Catering, Cleaning, etc.), Real Estate/ Property (Property and Asset Management, Real estate and lease management, Agency Brokerage and Commissions, Property Inspection Services)

• Core Business Support - Reception & Switchboard, Logistics/Mail Services, Reprographics, Records Management, Office Supplies, Office Furniture

• Waste Management Services • Other FM Services

• White Paper on HVAC Maintenance Services- Key inputs to Market strategy

• White paper on Building Automation Systems - Technological Innovations and its Impact

• White Paper Leveraging your Catering Service Provider for Corporate Health and Wellness Programs

• FM Benchmarking.com, i-fm.net

• Waste Business Journal

• Catering Services: http://food-management.com/, http://www.foodinsight.org/, http://www.foodintegrity.org/, http://www.cateringinsight.com/

• Security Services: http://www.capsi.in/tender-new.html

• Themed, Challenges & Future of SMART Facilities Management-Facilities Management Conference going to take place from 27 - 28 April 2016 at Sands Expo & Convention Centre

• IFMA Facility Fusion Canada 2016 on 04 – 05 May, 2016

• FMA's Integrate 2016 Facility Management Conference in Hong Kong on 05 – 06 May, 2016


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Expert Network


Project Mix

CXO 25+

Middle Managers 50+




80

• The client want to follow a gradual consolidation approach to business continuity issues

• Client was not clear on the level of savings associated with the consolidation exercise and the time taken to achieve the desired results

• They wanted to understand how other companies similar to their spend and facilities approached the consolidation exercise

• Study of the spend data of the clients and deduce their major pain points from the data

• Analyze the various markets of the client’s operation and map the supply base maturity in those countries

• Two kinds consolidation approach was suggested backed by a relevant industry based case study

• Possible areas of cost savings were identified and time lines for implementation of the strategy were suggested

• Based on a detailed spend analysis of the spend data, we suggested the client to start the consolidation process by first cutting down on the low spend suppliers, post which they can look to rationalize their supply base by engaging with global service providers

• A detailed case study of a global firm with respect to their consolidation process was explained along with a road map on how consolidation efforts are executed

Background: The client has been engaging with more than 1000+ suppliers for their FM services globally. FM services include hard services, soft services, waste management and real estate services. Client wanted to achieving savings through consolidation of supply base globally.

– What are the market trends with respect to consolidation process? 2. What are the potential areas to achieve cost savings? Geography: Global – USA, UK, India, Australia, Brazil, Mexico

Case Study – FM Spend Consolidation


81

• The client wanted to identify the benchmark prices to negotiate the contract with the incumbent suppliers.

• The client wanted to understand the demand and supply scenario for FM services and the factors affecting the prices of the services offered.

• The client also wanted to understand what are the best practices among peer companies for contract negotiations

• Beroe provided a deep dive market study indicating benchmark prices, best practices, the demand and supply scenario for FM services , market drivers and the factors affecting the prices.

• The report benchmarked the FM management fee based on analysis of information from various FM organizations and companies.

• The information was complemented with negotiation levers and best practices based on peer analysis

• The research provided insights to clients in understanding the benchmark rates for FM services including the project management fee.

• The benchmark range (in $ per square foot) was evenly distributed across the different slabs of portfolio size after analysing the actual variation seen in similar contracts.

• Client leveraged on the findings of the research request to negotiate for a better deal with their incumbent supplier.

Background: The client wants to renew the existing contract with their incumbent for facilities management services. The existing contract is 10 years old and for the new contract they want to know the right contract price to sign the deal. Geography: Global (including Australia)

Case Study – FM Price Benchmarking and Best Practices


82


82

Marketing Services


83

Domain – Marketing Services

• Advertising: Creative services, Branding, Production Services, Production Support, Airport and Our of Home

• Media: Media Planning, Media Buying, Media Monitoring, Sponsorship

• Public Relations: Crisis Management, Investor Relations, Corporate Communication, Media Relations, Employee Communication, CSR

• Article on Production Decoupling – Impact on Client Agency Relationship

• Whitepaper on Bot Fraud - Challenges and Mitigation

• Whitepaper on Public Relations Market Optimization – Unlocking Cost Reduction Opportunities

• Whitepaper on Procuring media in restricted markets with special focus on Brazil

• Adage • Adbrands • Zenith Optimedia • Ad Forum • Campaign Daily • Magna Global • Media daily news • M&M Global • MRM Worldwide

• Participated in IBC Life sciences 4th Annual Pharma Marketing Asia (Pharma con) in Singapore

• Presented in the International AdTech Conference held in Bangalore


• Zenith Optimedia • Holmes Report • PR Week • PR Newsonline • Bulldogreport

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Project Mix

CXO 5+

Middle Managers 15+




84

• Despite high spend on sponsorship activities, the BFSI major had lower bargaining power with the airline.

• The client wanted to understand the various marketing activities done by the airline which can be considered by the client. This would help them increase their bargaining power, and avail better discounts during co-sponsorship activities with the airline

The report provided focused insights on:

• Various sponsorship activities done by the airline with BSFI buyers

• Negotiations offered to buyers from Credit Cards that are co-branded with the airline

• Airline’s revenues from frequent flyers credit card program & corporate travel programs

The insights helped the client asses their current position vis-à-vis others in terms of co-sponsoring with the airlines.

As a value add, the report also dwelled deep in understanding:

• Competitor best practices in terms of marketing activities done by buyers while engaging with the airline in consideration

Background: A global BFSI major had a spend of USD 30 M with one of the top airlines in Australia as a part of sponsorship deal. The BFSI client also provided banking services to the airline apart from spending on multiple commodities like travel, air miles credit card partner, marketing promotions on frequent flyer points . Geography: Australia

Case Study – Co-Sponsorship with an Australian Airline


85

• To understand if the electronic gift card redemption can be managed in-house or should be continued under outsource model

• The client wanted to understand the various engagement and sourcing model s and associated pros and cons with each model. Also, sought to know the most adopted model in the Australian market that is best suited for the client .

Clarity on both the models divulged through scenario based approach:

• Case 1- Should be managed in-house if technical expertise and scale is available

• Case 2- Clarity on price and merchants buying margin ,(difference between the reward cost from the retailers and the price that is charged to members/participants)


• Prevailing sourcing model along with their pros and cons along with the market view.

• Peers approach in sourcing of this services along with recommendation.

• The insights helped the client asses their current position vis-à-vis outsourcing in terms of electronic gift redemption.

Background: A global BFSI major wanted to introduce Electronic Gift Card s services in Australia. They sought Beroe’s insights on engagement and sourcing strategy to align their existing market strategy and relative position against peers group. Geography: Australia

Case Study – Make vs. Buy on E-Gift Card Services


86

• Desired results such as lack of customization and cost effective solutions were not achieved through a global supplier engagement.

• The client wanted to understand the supply market dynamics and potential supplier to engage with for commercial print services . Also, wanted to know the most adopted model for local supplier engagement in the Australia.

• Commentary on supply market; fragmented vs consolidated

• Long list of potential service providers along with their operational and service capabilities

• Supplier capability Decision matrix ; mapping of key parameters based on client’s priority service requirements and weight out to arrive at capability score of each suppliers


• Recommended top five suppliers for client’s consideration

• The insights helped the client to know top local suppliers for their requirement along with the best sourcing model to follow for such engagement

Background: A global BFSI major was in contract with a global print management service providers for their printing materials need but the client was not achieving desired objective through this engagement. Hence, client wanted Beroe to provide insights around local potential suppliers to engage with and bolster its presence in Australian market. Geography: Australia

Case Study – Local Engagement Commercial Print Suppliers


87


87

Professional Services


88

Domain – Professional Services

• Legal Services: Outside Counsel, Legal Process Outsourcing (LPO), Patent Research/Renewals

• Management Consulting: Strategy Consulting, Operation Consulting, Business Advisory, Services/Finance Consulting (BAS), HR Consulting, IT Consulting

• Financial Services: Accounting Services, Banking, Payments, Insurance

• Travel, Fleet, and Meetings and events

• Whitepaper on ‘Changing Landscape of Legal Technology and it's impact on Market - March 2015

• “Network-based Consulting Firms – An alternative to the traditional firm model”-June 2014

• Impact of the Competition Commission Report on the Audit Market-March 2015

• Mobile Payments Fraud- March 2015 • Whitepaper- Centre of Excellence (CoE) in Health

Insurance as a Strategy for Cost Reduction in US.

• Global Business Travel Association • CWT • Advito • MPI • CWT Meetings and Events • AmEx Reports • Global Fleet Digest • Mercer Company Car Policies • Automotive Fleet • Accounting Today • PropertCasualty360

• Presented a paper on Healthcare 2.0: Integration of Private Healthcare Exchange & Affordable Care Organization- Way moving forward at 11th Asia Conference on Healthcare & Health Insurance, held in Singapore in March 2016.


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Project Mix

CXO 10+

Middle Managers 35+




89

Background: The client was looking to understand the possibility for consolidation of car fleet leasing companies regionally vs. engaging with numerous local vendors Geography: APAC (Australia, New Zealand and Other Countries)

Case Study – MI on Car Leasing in APAC

• Engagement with multiple local vendors • Limited knowledge about APAC market and best

practices • Unaware about market regulations in each country

in APAC • Focus countries: Australia, New Zealand, Thailand,

Indonesia, Korea, Philippines, Vietnam, Japan, Taiwan

• Provided an overview of the car fleet leasing industry in Asia – Key Trends – Fleet acquisition Best Practices – Engagement practices (Single/ Multiple suppliers)

• Identified major car fleet leasing vendors in Asia by country

• Analyzed the capabilities and geographic reach of fleet leasing vendors

• Identified local regulations that target automobile industry and car lease industry in the countries of focus

• The research outcome supported our client in understanding the fleet related trends and acquisition practices followed by other companies in APAC region (by country)

• It helped the client identify potential leasing companies with whom they can consolidate majority of their spend in the APAC region


90

Background: A fortune 500 company wanted to understand about centralizing their travel management process and improve their travel sourcing approach. In addition, they also wanted to improve their supplier engagement. Geography: Global

Case Study – MI on Travel

• Internally funded travel team (travel desk) with 3 travel agents and negotiations is done by travel procurement

• Low involvement of procurement & decentralized sourcing approach

• Works directly with the airlines, major spend with US Airways and Delta Airlines

• Engages with a broad range of hotels with more than half of the spend not recorded by hotels.

• Works with Budget and Hertz and are planning to move from Hertz to Enterprise

• Highly fragmented spend among multiple suppliers.

• Engage with a Travel Management Company (TMC) which services the mid-sized travel marketplace.

• Maintain direct contracts with OBTs and when a TMC is signed on, then the OBT can be integrated with the TMC and the TMC can manage bookings through the OBT.

• With a spend of USD 10 million, it is best to work with the TMC volumes as it is difficult to move volumes to a single airline

• Independent hotels could be used where the number of room nights is less than 50 per year or in cities where these chains do not have presence.

• Engage with a single supplier across the US as this will increase their negotiation power and will enable them to get better discounts and ease the supplier management

• Beroe identified the cost savings linked to each of the solution proposed , e.g.. Around 1-2% savings through volume consolidation and determined the ease of implementing the solutions.

• Additionally, Beroe also provided the benefits, risks and mitigation options for each solution and identified the enablers required to implement the solutions in the client organization.


91


91

Information Technology • IT Hardware & Telecom

• Software & IT Services


92

Domain – Software and IT Services

• Software - Enterprise Software, Domain Based Software, Productivity Software Security Software and Services

• IT Services – SaaS, PaaS, Application Development, Maintenance and Support, IT Consulting, Billing Rates for IT Job Roles

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• Whitepaper on Emergence of Robotic Process Automation (RPA) as an alternate to human workforce

• Whitepaper on Internet of Things Revolutionizing the Healthcare Industry

• Article on Big Data Technology: Moving from Reactive to Pro-active

• Article on Pricing Visibility – Pricing Management System

• Gartner

• TechTarget

• TechRadar

• TechCrunch

• Softwareadvice.com

• CioWorld.com

Expert Network


Project Mix

• Qlik APAC Analyst Summit April 2016: Sentosa Island, Singapore

• vForum October 2016, Mumbai

Avg. no. of projects a year – 130+ CXO 15+

Middle Managers 15+



10%

5%

35%

40%

10% Market Intelligence(MI)SupplierIntelligence (SI)MI + SI

Periodic Updates

Others


93

• The client did not possess in-house web development skills and witnessed a lack of digital experience among existing suppliers.

• The client wanted to identify vendors who had the capability to provide augmentation services in Australia from near-shore locations and make an outsourcing decision.

• A scenario analysis was provided to assist in making outsourcing decision based on different buyer requirements.

• Adoption levels of various sourcing models and the most preferred model in BFSI was highlighted.

• Insights into the current scenario of web developers in Australia and the IT skill gap in the Australian market have been provided.

• An analysis of the high paying countries for the various types of web developers has been highlighted.

• A list of the demand of various job roles in different regions of Australia has been provided.

Background: A banking firm seeks to identify the leading suppliers having capabilities to provide staff augmentation services in Australia and understand the IT staff augmentation trends in the BFSI industry. Geography: Australia

Case Study – IT Staff Augmentation in Australia


94

• The client had a manual income verification process for first time customers which was time consuming.

• The client wanted to identify potential automated income verification software suppliers who provide commercial off the shelf solution.

• A list of potential suppliers providing automated income verification software was provided.

• Comparison of potential suppliers based on geographic presence, operational and functional capabilities was provided.

• Quadrant analysis and best fit vendors based on client’s requirement and supplier capabilities was highlighted.

• The cost components and reference pricing was indicated.

• Market trends, drivers and constraints in the automated income verification software industry were mentioned.

Background: A banking firm seeks to identify potential automated income verification software suppliers to automate their existing manual income verification process. Geography: Australia

Case Study – SI on Automated Income Verification Software


95

Domain – IT Hardware & Telecom

• Hardware and Infrastructure- Computing Hardware, Storage Hardware,Printers and Peripherals,Network Hardware, Data Centre Outsourcing and Managed Hosting, Cloud hosting (IaaS)

• Telecom Services- Wireline Services (Fixed Telephony and Data), Wireless Services (Mobile Voice and Data), Unified Communications and IP Services

Sub Categories

TL Articles

Subscriptions

• Article on Increase in adoption of Virtual Data Room (VDR) in Merger & Acquisition

• Article on Preparedness: The first step in crisis management

• Whitepaper on Procuring Managed Print Services - Most Efficient Approach

• Whitepaper on SIP Trunking - Building a Procurement Business case Towards an all-IP Network

• Gartner

• TechTarget

• TechRadar

• Network World

Expert Network


Project Mix

• VMWare Business Mobility Summit , July 2016, Mumbai

• NV Innovate September 2016, Mumbai

• vForum November 2016 Roadshow , Chennai

Avg. no. of projects a year – 120+ CXO 5+

Middle Managers 15+



20%

10%

30%

30%

10% Market Intelligence(MI)SupplierIntelligence (SI)MI + SI

Periodic Updates

Others


96

• The client was looking to build a cost model for analyzing data center models (build vs. lease). Further, the organization wanted to understand the value chain for building data centers and suppliers involved in every stage of data center construction.

• The client wanted to understand the data center colocation ecosystem and the pricing models that are most preferred by F500 buyers globally.

• Beroe provided a comprehensive list of countries and provided a scoring methodology to identify the top preferred countries in Asia to build data centers.

• Some of the factors considered were energy, real estate, power availability, bandwidth speed, water, ease of doing business, taxes, political stability, frequency of disasters.

• Beroe also built a 10 year TCO for the client highlighting the key parameters to be considering while looking at a build vs. lease scenario

• Beroe delivered a pricing model and highlighted the advantage of moving from a standard power and space billing to pay as you use model.

• Provided weightage for factors that must be addressed before building data centers and risk benefit analysis for building vs leasing data centers.

• Supply market outlook and top vendor profiles.

Background: The client is a global fortune 500 technology firm and was keen on understanding the data centers market in APAC and how other large enterprises in the industry are sourcing data centers in this region. Further, the client wanted to evaluate the various models available for sourcing data center infrastructure such as build vs. lease along with their respective pros and cons. Geography: Singapore, Australia, Hong Kong, Japan, Taiwan, South Korea, India and Taiwan

Case Study – MI on Data Centers


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97

Procurement Business services


98

Domain – Procurement Business services

• Procurement Benchmarking

• Operational Procurement Stratégies

• Procurement Transformation

• Supplier Performance Management

• Supplier Information Management

• Supplier Risk Management

• eProcurement Tools

• eSourcing Tools

• Savings Tracking Tools

• Procurement Outsourcing

• Shared Services

Sub Categories

TL Articles

Subscriptions

• Article - Role of social media in Procurement and Sourcing

• Whitepaper - Best Practices in Supply Chain Finance

• Whitepaper - Best Practices Sustainability in Procurement

• Whitepaper – Rise of e-catalog solutions for Service procurement

• CAPS

• Spend Matters

• Procurement Leaders

• SSON

• Shared Service Link

Expert Network

Key Projects Delivered

Project Mix

• Global and Local Sourcing – Roles & Responsibilities

• Procurement Transformation

• Benchmarking Procurement Metrics

• Supplier Risk Management

• SI on Vendor Management tools

• E catalogue tools and solutions

• Tail End Spend Service Provider Analysis

Avg. no. of projects a year – 150 Buyers/Procurement managers 20+

Suppliers 10+

Independent consultants 20+


99

• The client wants to understand the life insurance industry ,trends and opportunities to enable a better insurance program for their employees within the geographical scope

• The insurers are charging the client with Local Administrative Charges(LAC) to help them administer their program and thus they would like to understand if there is an option to reduce any cost in this process.

• To recommend the best fit service providers who has technological capability to reduce insurance premiums.

• To benchmark the administration cost across locations wherever possible to enable contract renegotiations.

• Identified various players in the ecosystem who can work together to automate many of the transactional processes of the service providers resulting in substantial savings.

• Suggested best placement (Traditional. Self insured or Captive)for different line s of services

Background:

A global FMCG company wants to understand the life insurance industry to benchmark the Employee benefits program

Geography: APAC (Australia)

Case Study – MI on Employee Insurance

Procurement Market Research & Supplier Risk Beroe Capabilities · Market Size /Growth Industry...

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Transcript of Procurement Market Research & Supplier Risk Beroe Capabilities · Market Size /Growth Industry...