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Anewkindofprofessionalpurchaserbentongettingrock-bottomcoststhreatenssuppliersofbasicmaterials.Butthesecompaniescansavethemselvesbytakingupthepurchasers?weaponsThereisakillerontheloosenearthestartofthevaluechain.Suppliersofbasicmaterials1haveseentoughtimesastheirownsuppliersconsolidatedandcustomerssqueezedtheirmargins.Nowsomeofthosecustomersareusingakindofsophisticatedprofessionalpurchaser,knownasa"sourcer,"whothreatenstoruboutthemeagermarginsthatremain.Armedwithadetailedknowledgeofthesuppliers?economics,thesourcerspurnsthetraditionalapproachofbuildingcloserelationshipsinfavorofextractingthemostvalueatthelowestpossiblecost.Somesuppliersmaynotsurvivetheassault.Indeed,thismismatchcandestroyvaluequickly.Oneglobalproducerofspecialtylubricantsrecentlyacquiredseveralservicebusinessesinanefforttodistinguishitselffromcompetitors.Theinitialstrategywassound.Butthensourcersdemandedthatthesupplierbundleitsnewserviceswiththelubricantsatnoextracharge.Topreservesalesvolumes,thesupplieracquiesced.Intheend,whathadstartedasasensibleefforttocombineachemicalbusinessthathada5percentreturnonsaleswithservicebusinessesthathada一五percentROSgavethecompanyanoverallROSoflessthan5percent.Somesuppliershavesufferedsomuchfromthesourcers?attacksthatcounteringthem,ratherthanpassivelywatchingmarginserodefurther,mustnowbeastrategicpriority.Afirststepisforsupplierstounderstandhowsourcershaveshiftedtheoddsagainstthem.Thesecondistousethatunderstandingbyfightingbackthroughinternalimprovementsandbytakingadvantageofthementalityofthesourcerstocreatevalueforboththemandthesuppliers.Andsuppliersmusttakeamuchtoughernegotiatingstand梚fnecessary,reducingtheirservicestocustomersorevenabandoningcustomers,howeverlong-standing,thathavebecometooexpensivetoserve.SmartstuffProfessionalsourcersfirstappearedabouttenyearsago.Initially,theytargetedretailersanddistributors;latertheymovedupthevaluechaintoincludesuppliersofbasicmaterials.Insteadoflookingforsuppliersthatofferthelowestunitpriceforproducts,sourcersconcentrateonreducingtheircompanies?totalcostofowningtheproductsinquestion.Thetotalcostofownership(TCO)includesallexpensesincurredingettingandusingproducts梟otonlyinvoiceprices,butalsocostssuchasdelivery,storage,andthedisposalofpackagingmaterialsandby-products.Sourcersstartbyusingtheirvolumetosqueezeasmuchvalueoutofasupplieraspossible.Thisapproachisn抰new,buttheywinadditionalvaluebyshiftingcostsandriskstosuppliers.Sourcersdon抰careabouttheeffectthislineofattackmighthaveonrelationships:thegoalistograbvalue.Knowledgeisthesecondimportantweaponofthesourcers,whounderstandtheirowneconomicsandthetotalcostofusingproductsorservicesand,nolessimportant,theeconomicsandofferingsoftheirkeysuppliers梠ftenbetterthanthesuppliersdo.Why?Becausesourcerssystematicallyaggregatealloftheavailableinformationfromtheirownorganizations,othersuppliers,trademagazines,othercustomers(legally,throughconsortiums),industryexperts,andthelike.Meanwhile,theinformationthatsuppliershaveaboutthemselvesliesinvariousfunctionsandITsystemsandusuallyhasn抰beenpulledtogether.Sourcersthereforehaveintimateknowledgeoftheeconomicimpactoftheiroptions(forexample,thecostofswitchingsuppliers),sotheycangenerallydecideontheirsourcingstrategiesandpinpointacceptabletrade-offsbeforetheyevenstartdiscussionswithsuppliers.Sourcers,forexample,typicallyshiftcostssuchasfreight,storage,andfinancingtosellersbyhavingsalescontractsspecifydeliveredratherthanplant-departureprices,therebyexcludingthecostandriskofgettinggoodsfromthesupplier抯totheuser抯plant.Anothertacticistoshiftrisktothesupplierbyusingfixed-pricecontracts,2whichforceittoabsorbunexpectedpricehikesforrawmaterials.Sincethemid-1990s,pulpandpapermanufacturers,forexample,havedemandedfixedpricesforhydrogenperoxideoncontractswithtermsofuptoayear.Becauseofthispricecap,manyhydrogenperoxidemakerspostedreturnswellbelowtheircostofcapitalin2001,whenasharpriseinnatural-gaspricespusheduptheircosts.Intheory,suppliersbenefitfromfixed-pricecontractsifraw-materialspricesfall.Inreality,whenthathappens,suppliersbentonpreservingrelationshipswiththeircustomersoftenletsourcers,whowatchupstreampricescarefullyforsuchopportunities,cutpricesbyrenegotiatingcontractsprematurely.Costsinmostbasic-materialsindustriesarerisingbecauseconsolidationamongtheirownsuppliershaspushedupthepriceofrawmaterialsandbecauseadriveforhigh-tech,efficientproductionhasforcedthemtomakelargecapitalinvestments.Meanwhile,strongcompetitionandthecommoditizationofformerlydifferentiatedproductsareholdingdownthepriceofthebasicmaterialsthesecompaniessell.Thesupplier抯salesforceisaneasytargetforprofessionalsourcers,sinceinbasic-materialsindustriesmostincentiveplansforsalesrepsarebasedonvolume,whichpredisposesthemtoacceptthesourcers?demands.Whenmarginsarethin,salesrepsoftentrytobuildsalesvolumesbyofferingbuyersthelowestlistpriceandevengivingawayservices,particularlytolargecustomers.Managersencouragethisvolumementalitybypressingforgreatermarketshareatalmostanycost.Andtheseindustriesasawholeemphasizetheimportanceofretainingcustomers,therebypromptingsalesrepstoavoidmeasuresthatcouldjeopardizerelationshipswiththem.Thesourcers?apprenticeMostcompaniesinbasic-materialsindustriesalreadyfeelpressurefromsourcers.Manysuchcompanieshavesofarfollowedastrategyof"stealth"defense;thatis,theyhopetostayoffthesourcers?radarscreensbykeepingalowprofile.Butsourcersaresystematicallymovingupthevaluechainandwilleventuallyconfrontalmostallcompanies.Whenthathappens,suppliersmustbeabletoavoidsurrenderingvalueonanytermsthesourcerschoose.Thekeytosuccessistounderstandthesourcers?approach,whichfocusesontotalvalueratherthanlowestprice,andtopreparetheorganizationforanewkindofselling.Inthisway,asuppliercanrestorethebalanceofpowerwithitsbuyersandgivethemgreatervaluewhilenotthreateningitsownviability.Formostbasic-materialssuppliers,twomeasuresshouldgoalongwaytowardrebalancingthescales:counteringtheknowledgeofthesourcersbyunderstandingtheeconomicsofthecompaniestheyworkforandretrainingthesupplier抯entireorganizationtosellnotjustvolumebutalsomorevalue(Exhibit1).Theamountofemphasisasupplierplacesoneachoptionshoulddependlargelyonhowactivesourcersareinitsindustry.Acompanythathasalreadybeencriticallyweakenedbytheirpowerprobablyalsoneedstoreevaluateitscorebusiness梩hatis,thewayitmakes(asopposedtosells)itsproducts.饶Wi若se慰u承p侧Si松nc势e岭so锦ur倒ce乘rs泪c颗om特e烘to攀t毕he屡n曾eg结ot属ia裹ti锣ng紫t赛ab诵le知a章rm茄ed亦w抛it捎h罪a奇de励ta拒il世ed币鲜un赏de突rs言ta失nd网in各g码of读t押he跨ir苍o坊wn离a销nd泊t柏he协s叼up孔pl伴ie附r再抯碑e离co劈no搜mi棚cs惊,样th膊e差su抖pp岩li贱er脊m遵us际t幻do颜t魂he级s填am修e.哭T餐ha吸t翼is畅,脑it馒m全us竟t宏un炉de定rs线ta狮nd恭h回ow刑i木t说ma度ke堡s蚁(a羽nd季l狸os仰es长)胁mo君ne番y肯fr谁om停i给ts迫c抛ur扣re腥nt稍c即us头to深me才rs屈,减th母e蛙ke山y萄fa咏ct雁or羽s睬t损ha孔t辨ma访ke岔t锦he会m疑bu贝y,蔽a盖nd笨i列ts洗c苏om度pe免ti狱to缝rs芬?b该li白nd跪s柱po夜ts离.泳As匆w炕e葬ha猛ve史s裂ee巡n,包t垂he孕s脆al匆es泳r诊ep鉴s哥an抄d搬ev辞en扒t超he门m大an储ag巨er遗s追of苹a齿s宏up轰pl艳ie野r践of乔te匆n晃on情ly客v桥ag睬ue嗽ly次u粥nd吹er采st娃an麻d蛾it深s喇ec锯on债om端ic进s,帐b信ec欣au思se爱t侦he归r天el误ev稿an置t虽in躺fo巨rm惭at林io夕n率is信d土is赞pe余rs很ed阵a狭cr限os路s泳fu侄nc愉ti驱on拴s汗an骑d江IT粥s端ys颈te闲ms叼.暗Th满us挤,齿fo按r解e辩xa特mp没le寺,衰sa许le允s扣re慰ps垮w轰ho奉m来us墙t柱fa霉ct裳or警t纺he坡c例os骡t资of牛f南re益ig疑ht给i圾nt趟o啦an摄i狭nv悼oi枪ce柜p岭ri评ce湖w俯he揪n绑th野ei就r辞ow昏n泪co扯mp料an蠢y屡pa年ys买f蝶or竞s拔hi趣pp涉in学g皆ma筐y焰ha堵ve难o希nl杆y常a益ro扩ug它h醋id塔ea同o将f灿wh己at你t根he勒r输ea发l淋co饲st黑m射ig餐ht由b批e.底A歪d赴et规ai予le凝d灰an户al都ys潜is怪o损f作in施di踩vi仁du帽al皆t共ra沙ns朵ac长ti葱on肥s潮at趴按on聪e傻Eu告ro阅pe掩an铸c躺he企mi叮ca曲l逮co求mp条a喘ny栋s忆ho仇we赠d悄th垄at绝,萄fo弃r孔so坐me流c催li庄en班ts穿,哥fr厉ei初gh帐t漫ex怨pe脂ns久es昏b村or钱ne兄b烛y顶th禁e庸su棋pp各li轮er峰a拥ct默ua仆ll援y盛ex催ce郑ed辞ed浮t丙he午i赶nv针oi猛ce皆p倚ri慰ce订w镜he链n宽ex贩pe槽di袭te式d住ar莲ra掉ng翠em嗽en脚ts锻w梁er奥e卵fa订ct黄or役ed驱i蔽n.担W怀ar侨eh事ou豪si欲ng轰t芦oo丈,铺th涌ou胖gh鸟n句ot承a桌lw屯ay馆s手it川em喘iz偷ed负o匹n治in额vo社ic晌es稻,盼ca居n爱sh耗ar轧pl滨y叼re箱du懒ce组a传c龟us命to炒me矛r飘抯划v新al斤ue详t杨o逆a加su酱pp睬li糠er抗.吉In己de蛙ed耍,浪su妈pp筹li川er晴s叶ra婶re芹ly耐c秘al括cu支la诵te爪t放he覆p渗oc博ke催t时pr萄ic浩e群3姓f乌or刮e仰ac功h哥or互de昌r剃or锯c财us坚to纪me科r.姨B与ut姻t拦he缴p鸽oc猛ke馅t灵pr味ic推e已is于v灵it界al祖f掉or偿m煎ak河in爬g统a遗ke浆y叼st技ra宅te态gi多c垃de誉ci脱si宝on蹦:分wh足et驻he舞r波th屋e纹su锈pp透li合er景s网ho跑ul坊d虚wa眼lk形乓aw潮ay俯f钞ro晌m别an穗y呜cu夜st岛om币er恰抯摔b阁us哗in兆es遗s.姿A交t呜a腥mi跪ni感mu不m,碍i血nf乌or躬ma析ti钳on砍a股bo甜ut否a姑c运us株to紫me盏r陕抯掀hi傲st没or宝ic枕al陷p葱ri投ce详p卸er泄fo培rm代an视ce挤s桃ho刘ul级d库st兆re绣ng屑th扒en推t黄h命e拒su菠pp淋li粱er涌抯驰r寿es邻ol谈ve松d威ur反in杜g吓ne茎go猪ti补at炕io完ns丢b博y箩sh敲ow肌in奶g盯wh籍er握e梅lo尚ss朱es悼u树su盐al储ly召o鞋cc笛ur触.桶If寒a墓c态om欣pa逮ny宋抯挤c冻us熊to版me五r抗ba驻se岁is醋v比er锄y萍fr倘ag屋me滩nt分ed朴a弓nd笨s抓cr柜ut验in隶iz冻in半g拍in徐di盒vi阻du假al嘱a望cc楼ou馅nt悲s溪is循n脾抰刮p雷ra毅ct喷ic员al旱,鱼an勾al牛ys哀is肃o吐f晋gr陈ou台ps候b天as否ed亦o斑n阳co享ns付id闹er趣at戏io删ns阳s混uc浸h扑as抱p论ur唱ch押as焰in惰g昂pa榴tt鸭er仆ns尿,笛ke银y扬b呜uy蜘in杜g旗fa铅ct股or蓝s,却o亡r洗si职ze盛c链ou先ld后i窗nf细or虎m密th克es祝e夜de须ci洋si勾on芦s.挪To拳r栗ai镇se娱p娱ri照ce步s旁or轨c遭ut熊s澡er若vi区ce造l视ev相el袖s仙fo陕r镜an家u穗nd奥er择pe替rf若or烧mi套ng特c辛us做to馅me莲r触to拦t详he域匠po恋in赞t到wh旋er蒙e考it殿m远ig抹ht筒d道ef驶ec动t,死a洞s犬up恒pl慕ie所r昆抯鹅s勉al赤es翻f跪or葡ce击m催us恼t态em孟br吩ac微e惠a苍pr墨of大ou防nd粱c妇ul授tu哲ra寒l感ch校an钞ge办a椅nd倘d刑ev励el惊op剥t赶he裳a楚bi旗li尚ty熄t绸o者as辱se椒ss乓r捧is宜k.酸T次he弊p肉ay同of联f袜is乌a算b馅et供te肉r轰ne策go宫ti胀at虹in抵g追st穴an被ce短a膛nd吗t民hu岂s器im捞pr吧ov造ed妨m扰ar女gi膏ns尾.蚊Dr伞op册pi赵ng粒a塘c枪us往to鼠me及r凶al很wa摧ys苹p捆os她es代d秆an副ge到rs抛,棋bu仪t员th配ey亭c施an胁b妙e倾mi受ti阴ga摄te欲d愚by靠a球t怖ho睬ro帽ug子h区kn梁ow步le呼dg粗e适of们t离he模b锹us顿in贡es棉s五at昨r臣is联k.搬W秩he宽n旺on泪e浆la吼rg河e围No炎rt隶h找Am纠er之ic膝an聚p页et围ro每ch坊em五ic指al协s问up添pl铲ie财r,浆f峰or犯e权xa初mp旨le喇,姑sa惰w第it刚s卵ma与rk歪et肺t汗hr躬ea删te受ne脆d庆by苏a艇n键As迁ia揪n阿co捆mp间et茧it迫or叙o掩ff效er银in辉g组lo不we检r柴pr液ic论es导,庸th女e闹su历pp姜li党er象,框in结a串c京ar解ef斩ul废ly炸c伟al翼cu揭la突te俱d止mo荒ve兆,娘le止t蹈go擦t聚hr纪ee渣o狼f元it本s耽la均rg泽es纹t维bu石t对mo粱st罚u羡np娱ro昌fi陵ta盛bl惹e态cu村st炼om芳er博s住(w握ho瞒se参s铜ou雅rc党er犁s脑tr扔ie周d蝇to惕f素or月ce争i歇t胁to疤o魔ff纺er锤f锋ul沾l党se股rv鲁ic校e爽fr扁ee删o护f娇ch搅ar准ge爱).京T汽he雪N闲or左th姐A棉me良ri两ca删n渠su顺pp沙li趴er腥u剑nd惊er棵st窃oo漠d卷wh轮at符w性as龙f剥un尖da宗me呢nt般al阵ly重i刊mp枝or涝ta款nt韵t龟o森it摇s葵cu扶st谜om责er喝s满as秀w遍el稿l浆as嫂t寇he含w盛ea箭kn今es勾se毙s姥of摆i判ts班n盾ew覆c栗om扁pe府ti突to担r.肆T至wo晒o洋f筐th眠e凯th享re堤e亿de颂fe叛ct限in澡g赖cu倚st棕om仁er树s遣ca劈me值b内ac督k坦to谁t所he都s回up央pl鹅ie迷r棋af邻te熊r俭ju牵st津t纱wo件m寒on子th谈s狸of弦负co飘pi趟ng帅w尖it陶h味th蜡e垃co哥mp量et唐it击or龙抯扣p婶oo级r波lo封gi唐st文ic聋s爬an貌d翠ev绪en柿p店oo采re观r柔pr治od难uc旗t饲qu殖al毕it葡y.骆I阀nd带ee恭d,骂t烘he睛y挡ac芽ce嚼pt晨ed穿h仍ig哲he田r鸡ne呼t顽pr剪ic叹es摊a眯nd孙l销on鬼ge锁r,豆g祥ua由ra牢nt丙ee猴d-际vo邮lu霞me亲d增ea怖ls余.同A誉su倒pp崭li迈er辅c梨an灿f的in内d钥ou敲t途it哈s掏cu磨st张om航er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