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HOW TO COLLABORATE WITH SUPPLIERS TO REDUCE PRODUCT COSTS

Abe Chaves
 | August 1, 2023
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Key Takeaways:

 * Transparency is central to improving profitability and supplier relationships
 * Apply our three practical tips to improve supply chain collaboration

Full Article:

Your relationship with your key manufacturing suppliers is critical to the
success of your business. Especially if that supplier relationship spans years
and multiple successful new product launches. And that’s why many manufacturers
are reluctant to push back on cost increases with their tier-one suppliers.

But by having a deeper understanding of raw material and production costs,
sourcing teams can pinpoint cost outliers and use data to reduce product costs.
Importantly, you can achieve cost savings while maintaining strong relationships
with your strategic suppliers. 

Can this product cost estimate really be 5x lower than the price I’m paying? In
some cases, the answer is yes. That said, you shouldn’t necessarily run to your
supplier with an estimate in hand and demand a lower price because there are
several factors that contribute to product cost.

This article outlines the evolution of supplier collaboration, how to use cost
benchmarking data during supplier negotiations, and three productive ways to
partner with suppliers to address cost. And as a bonus, we’ve included supplier
negotiation tips that apply to new suppliers and trusted supply chain partners.


PROCUREMENT’S TRADITIONAL APPROACH COST REDUCTION

For years, original equipment manufacturers (OEMs) typically asked their
suppliers for a defined annual price reduction. For example, procurement may
request a 5% reduction in price on everything they purchase from the supplier.
The next year, they may request a 6% reduction. And so on. 

This type of cost reduction benefits the OEM and its supplier. The business
benefits from an annual reduction in cost while ensuring they are working with a
supplier that fully understands their product’s specific design and build. 

The supplier, in turn, benefits by working with a business and a product that
they truly understand, which can reduce training, floor setup, and other
overhead costs. Plus, the supplier has the added benefit of securing the
business for another year. 

But the unfortunate reality is that this type of annual-discount supplier
relationship can become adversarial over time. To remain profitable, your
supplier may overcharge you for some parts knowing that eventually, they may
lose money on the parts they sell you because they have run out of margin.


A WIN-WIN APPROACH TO STRATEGIC SOURCING

Today, sourcing teams have a lot more power when it comes to negotiating the
specific cost of a product by using fact-based negotiation insights derived from
digital manufacturing simulation software. The right manufacturing simulation
software can save you hundreds of thousands of dollars – and in some cases
millions of dollars – during the course of your supplier relationship. 


WHAT IS DIGITAL MANUFACTURING SIMULATION SOFTWARE?

Product costing software, such as aP Pro, estimates and captures the cost of new
products early in the design phase. It leverages manufacturing cost models and
regional data libraries to run accurate cost simulations in real time. Paired
together, the data creates “digital factories” to help cost teams identify and
reduce cost impacts in designs.

At its core, the software gives companies insight to optimize new product costs
to maximize margins. The advanced software ensures that companies achieve their
product cost optimization goals. And importantly, its automation capabilities
help to address risk management by eliminating manual mistakes associated with
using data across multiple systems.

Digital manufacturing simulation software provides teams across the product
development lifecycle with insights to conduct a fact-based negotiation with
suppliers. This helps to ensure that you purchase each part at a fair price,
that you’re not overspending, and that your suppliers are not losing money.


BENEFITS OF A FACT-BASED PROCUREMENT STRATEGY

Fact-based negotiation is a highly effective cost-reduction strategy. During
fact-based negotiations, the detailed component cost information within your
digital manufacturing simulation software enables you to have focused
discussions with your supplier about parts that you may be overpaying for.
Digital manufacturing simulation also enables sourcing and procurement teams to
identify the biggest gaps between your cost estimate and your supplier’s quote.

This cost reduction strategy is much more effective than saying, “I want a 5%
reduction in price every year.” Why? Because in cases where you’re paying 5x
more than you should be for a specific part, a flat 5% discount may not save you
as much as you could be saving. And in cases where you are already getting a
fair price, you are not asking your supplier to take a loss.


USE MANUFACTURING INSIGHTS TO IDENTIFY COST REDUCTION STRATEGIES 

Like in any negotiation, the more information you have the better. Simply
phoning your supplier and saying, “I think I should be paying less for this
part,” puts the negotiation power on the desk of your supplier. They now control
the conversation surrounding the costs that contribute to your quote. 

That’s why utilizing manufacturing simulation software is a critical first step
to having a fact-based negotiation with your supplier. 

With existing parts, manufacturing simulation helps you to identify potential
savings opportunities by facilitating a spend analysis. Conducting a spend
analysis leverages your detailed cost data to begin a collaboration with your
supplier. 


3 TIPS FOR COST-SAVING COLLABORATION

Here are three key ways to collaborate with your supplier to reduce costs. 


COLLABORATION #1: IDENTIFY WHERE YOU MAY BE OVERPAYING FOR PARTS

Manufacturing cost estimation software makes it easy to identify parts for which
you may be overpaying. Not only will aPriori help you identify your products
should cost, but the cost breakdown also includes a detailed secondary cost
analysis as well. 

For example, let’s say you have two sheet metal parts. With aPriori, you can
identify cycle times for each part.  For one Part A you see that you’re paying
$1 a second for manufacturing time. For sheet metal Part B, you pay $3 per
second for manufacturing time.

Negotiation Tip: With your manufacturing simulation estimate in hand, ask your
supplier: Can you help me understand why Part A is $1 a minute and Part B is $3
a minute? 

Now, there may be a good reason for this discrepancy. Perhaps Part B costs $3 a
second because that particular part has more tolerances which can slow down the
manufacturing process. But you won’t know for sure until you approach your
supplier.  




COLLABORATION #2:  IDENTIFY HOW REDESIGN CAN REDUCE PRODUCT COSTS

You may not need a simulation software solution to redesign a part to reduce
costs. Simply asking your supplier for advice on what design changes they would
recommend is a great way to reduce costs and quoting time. But a supplier
suggestion is no substitute for an optimized design.

An advanced manufacturing simulation solution gives you real-time design
suggestions to ensure you’re designing to cost the first time. This is a great
way to build a stronger relationship with your supplier.

Why? If you’re not using manufacturing costing software, sourcing will likely
need to request several quotes from your supplier during the design process. And
sometimes, it can take weeks for that quote to get back to you and your
engineering team. In a situation where you need to redesign your part to cost
3-4 times, production times are pushed back by months because of the quoting
process. And your engineers may feel frustrated by delays and multiple
iterations of the same part. 

Quoting this many times can be frustrating for your supplier, too. Providing
multiple quotes for a single part increases the cost of doing business with you.
And because they aren’t guaranteed your business in many cases, they spend
valuable hours quoting your part repeatedly.

Instead, using cost modeling software helps you design to cost in the first
iteration. Sending your supplier a single, optimized design requires only one
quote from them. This is a significant incentive for your suppliers. Not to
mention, you’ll have a strong understanding of what that product should cost.

Negotiation Tip: With your cost-optimized design in hand, say to your supplier:
Can you provide us with a quote for this part? My manufacturing simulation
software says this part will cost X dollars. Do you think we can get close to
this estimate?


COLLABORATION #3:  IMPROVE THE PRODUCTION PROCESS TO INCREASE EFFICIENCY 

You may already know that matching parts to the supplier’s capabilities is one
of the biggest opportunities to cost savings while maintaining a strong
relationship with your supplier. 

For example, a premier manufacturing simulation software solution can identify
when a part is better suited for a Turret/Bend process than for a Laser/Bend
process. With this information, you can eliminate suppliers from your RFQ list
that do not have a turret.

For suppliers that have both laser and turret, oftentimes the turret capacity is
maxed out, so they may quote you for lasering, which is more expensive. This
gives you the insight to select the right supplier or push for use of the turret
instead of the laser. 

Negotiation Tip: Can you help me understand why we’re being quoted for a
laser/bend process when this part is suited for turret/bend?


ADVANTAGES OF FACT-BASED COLLABORATION ACROSS YOUR SUPPLY CHAIN

Supplier negotiation is an integral part of your cost-saving strategy. And while
a manufacturing simulation tool can give you the insights you need to frame a
strong negotiation in your favor, it’s important to not foster an adversarial
relationship with your supplier. 

Instead of asking, “why” questions like why am I overpaying, instead, frame it
as a request for understanding. Start your collaboration with “can you help me
understand” instead.

Negotiation Tip: Ask, can you help me understand the difference between my
estimate and your quote? This opens up a two-way dialogue instead of beginning
with a one-way accusation. Sometimes, there are legitimate reasons for the cost
difference. Sometimes, the supplier simply isn’t the right fit for your part.
Opening a dialogue allows both you and your supplier to reach a common,
profitable ground to move forward together. 


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Abe Chaves

ABOUT THE AUTHOR

Abe is a former GE Business Leader with over 20 years of experience in a variety
of positions including: Marketing, Product Management, Purchasing, Productivity,
Product Cost Reduction, and Quality. Currently a Principal Consultant at aPriori
focused on advising our customers on how to implement product cost saving
strategies and methods via spend analysis, supplier collaboration, and design to
cost.
View more articles from Abe Chaves




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