European tour

About Us

Supply Chain Insights is focused on delivering
independent, actionable and objective
advice for supply chain leaders. A company
dedicated to research, turn to us when you
want the latest insights on supply chain trends,
technologies to know and metrics that matter.

Supply Chain Insights LLC Copyright © 2012, p. 2

Second Printing of Bricks Matter:
12 Five-Star Reviews on Amazon

This is the new bible for all supply chain
executives. It provides an insider’s
perspective that will prove incredibly
valuable to even the most grizzled
supply chain veteran. This is the next
must-have business book.
--Bruce Richardson, Chief Enterprise
Strategist, Salesforce.com

Today, the worlds of social business and
supply chain management have many
degrees of separation. I enjoyed working
with Lora to understand what the future
transformation of digital marketing to
digital business could look like.
--Jeremiah Owyang, Research Director,
Altimeter


18 Reports in 2012


35 Reports Planned for 2013
Supply Chain Metrics:
Apparel/Footwear Automotive
Outsourced Manuf’g SC Index: Corp. Perf.

Survey-Based:
Continuous Impr’mt Digital Manufacturing
Risk Management Supply Chain Finance
Supply Chain Mobility Digital Path to Purch.
Master Data Mgmt Omnichannel Fulfillmt

Tracking Surveys:
S&OP and Agility #2 Integrated Demand #2
Big Data #2 SCTalent #2
Transportation #2 Voice of SC #3

Other:
Software Market-share Consumer Value Chain
Cool Technologies


The Supply Chain Pioneers


Supply Chain Management:
Top 3 Elements of Pain for Respondent


A Supply Chain
is a Complex System
with Complex Processes
with Increasing Complexity


The Effective Frontier

Profitable Growth

Revenue Cost of Goods

Working Capital

Corporate Social Responsibility

R&D Strategy and Investment Asset Strategy and Investment

Forecast Accuracy Customer Service Inventory

Channel Strategy Product and Supplier Strategy
Service Portfolio
Sales Distribution Manufacturing Logistics Procurement
Policies Policies Policies Policies Policies

Returns Backorders First Pass Yield Empty Miles Material Yield


Useful Ratios

Growth Profitability Cycle Complexity
R&D Margin Cash on Hand C2C Cycle Altman Z
Days of Finished
R&D to COGS Ratio Free Cash Flow Ratio Capital Turnover
Goods
SGA Margin Gross Margin Days of Inventory Current Ratio
Days of Payables
SGA/COGS Net Profit Quick Ratio
Outstanding
COGS as Percent of Days of Raw
Operating Margin Return on Assets
Net Sales Materials
Days of Sales
Pretax Margin (EBIT) Return on Equity
Outstanding
Days of Work in Return on Invested
YoY Sales Growth
Progress Capital
Operating Margin DPO/DSO Return on Net Assets
Inventory Turns Revenue/Employee
Receivables Turns Cost of Sales


Cash-to-Cash Cycle vs. Gross Margin (2000-2011)
SUMMARY SLIDE


Industry Averages


Chemical


Consumer Electronics


Consumer Packaged Goods


Colgate-Palmolive Company vs Unilever N.V.


Cash-to-Cash Cycle vs. Gross Margin (2000-2011)
SUMMARY SLIDE


Food


Cash-to-Cash Cycle vs. Revenue per Employee (2000-2011)


Five Year Comparison


Pharmaceutical


Average Days of Inventory by Year

250.0

200.0
Days of Inventory

150.0

100.0

50.0

0.0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
Consumer Packaged Goods 59.0 57.0 62.0 64.0 67.0 67.0 68.0 70.0 70.0 64.0 64.0 67.0
Chemical 71.5 71.9 78.2 75.1 62.0 70.3 68.1 64.3 64.3 78.6 72.9 72.8
Pharma 122.2 133.7 190.1 171.0 184.3 175.6 167.8 149.8 154.9 198.7 154.3 131.8
High Tech 93.1 57.6 46.5 48.5 35.9 37.3 43.8 36.8 34.6 41.3 34.8 30.4
Average 86.5 80.0 94.2 89.6 87.3 87.5 86.9 80.2 81.0 95.6 81.5 75.5

Source: Supply Chain Insights 2012


Evolution

Align: Continuous
Building Horizontal Testing Orchestrate
Market Process Connectors Learning
Improving Demand and Supply
Driven In Market

Adapt:
Demand Resilient
Reliable
Driven
Right Product Efficient
Absorb
Sense Demand
Demand Volatility Right Place Cost
and Supply

Right Time
Procure to
Shape Absorb Supply pay/order to
Demand and Volatility cash
Supply based Right Cost
on Market


What is a Market-driven Value Network?

An adaptive network focused on a value-
based outcome that senses and translates
market changes (buy and sell-side markets)
bi-directionally with near-real time data
latency to align sell, deliver, make and
sourcing operations.


Evolving Practices


Corporate Sustainability Dilemma


Corporate Sustainability Alignment


State of IT Systems


System Importance


Satisfaction with Technology


The Gap


The Supply Chain of the Future

World
Population

North America Europe Asia
2007 2020 2007 2020 2007 2020
339M 342M 731M 722M 4.0B 4.6B

L America
2007 2020 Africa Oceania
572M 660M 2007 2020
2007 2020
965M 1.3B 34M 40M
Source: “The World at Six Billion” United Nations, 2004; The World UN Population Assessment 2006; “Unsustainable World,” 04/15/08, BBC

MARCO TRENDS

Supply Chain 2020 Tipping Points

2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025

Orchestration Internet of Things
Talent
Shortage Big Data Learning
Supply Chains Supply Chains
Compliance on
Safe & Secure
Digital Manufacturing

Supply Chain Excellence =

Value-Based Outcomes
Delivered by Value Networks

Outside-In


Scenario Planning


Rethinking Analytics


Definition
Structured • Transactional
Challenges:
Data • Time phased data

• Social Volume
Unstructured • Channel
Data • Customer Service
• Warranty

• Temperature Velocity
Sensor • RFID
Data • QR codes
• GPS

Variability
New • Mapping and GPS
• Video
Data • Voice
Types • Digital Images

42

Connecting the Extended Supply Chain

43

Connecting the Extended Supply Chain


Training – Based on Bricks Matter

Two-day public training classes focusing on accelerating the understanding of
supply chain excellence. $1500 for two days of training.

– Chicago, IL – April 1-2
– Dallas, TX – May 6-7
– Princeton, NJ – June 24-25

For more information and to register visit:
www.supplychaininsights.com/services/training/


Where is Your Opportunity?


Who is Lora?

• Founder of Supply Chain Insights
• Partner at Altimeter Group (leader in open
research)
• 7 years of Management Experience leading
Analyst Teams at Gartner and AMR Research
• 8 years Experience in Marketing and Selling
Supply Chain Software at Descartes Systems
Group and Manugistics (now JDA)
• 15 Years Leading teams in Manufacturing and
Distribution operations for Clorox, Kraft/General
Foods, Nestle/Dreyers Grand Ice Cream and
Procter & Gamble.


Where Do You Find Lora?

Contact Information:
lora.cecere@supplychaininsights.com
Blog: www.supplychainshaman.com
(4000 pageviews/month)
Twitter: lcecere 3700 followers. Rated as the
top rated supply chain social network user.
LinkedIn: linkedin.com/pub/lora-
cecere/0/196/573 (2300 in the network)


European tour

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