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SupplierMgt Nov 2007

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SupplierMgt Nov 2007 Powered By Docstoc
					Supplier
Management
Leslie Madigan
Binghamton, New York
November 2- 3, 2007




                       ISM NY/NJ Forum
ISM NY/NJ Forum
Surveys Reveal that Risk of Supplier Failure is one of the top reasons
                  Keeping CEOs Awake At Night




    Supplier Failure
      Strategic Risk
    Natural Disaster
  Geopolitical Event
    Regulatory Risk
   Logistics Failure
     IP Infringement
              Other

                   0%            10%           20%           30%

                                                          ISM NY/NJ Forum
         Supply Challenges Keep Evolving Rapidly

• Early on, limitations were compensated with healthy inventories and
  dedicated factories

• Multiple (local) suppliers made or stocked what you needed

• Demand and growth has caused a rapid industrial scale-up

• Suppliers consolidate through buyouts;

   – some local supply houses close,

   – other suppliers drop low margin products

• LCC (low cost countries) compete for your business

• Companies respond by lowering inventories !!


                                                       ISM NY/NJ Forum
Where’s my stuff ?




                     ISM NY/NJ Forum
Acceptable supplier performance is a critical success factor regardless
               of intended manufacturing complexity


  Cell bank preparation
       and storage



        Cell culture
        (expansion)
                               Conversion
                                  time

    Protein production




       Purification




    Formulation, filling,
        packaging




                                                       ISM NY/NJ Forum
                          How Can Suppliers Help?

– Do they know what you make?
– Do they know who your customers are?
– Do they know your Mission Statement?
– Do they know the Values which affect your decision-making?
– Do they know the Direction you are going, and the Challenges
  you have?
– Do they know HOW they are performing for you?




                                                  ISM NY/NJ Forum
        Effective Supplier Management as
                    a Solution:

Suppliers Can Provide solutions that make a
difference to you and your customers

 -   Improve reliability of supply
 -   Provide excellent service
 -   Help reduce reliance on capital assets
 -   Improve cash flow
 - Provide cutting edge technical trends (changes)
 - Alternate sources / mfg sites (risk assessment)




                                              ISM NY/NJ Forum
     Supplier                                   Tools of the Trade


     Management
1.   Supplier Handbook
2.   Performance Measurement (Report Card)
3.   Purchasing Contracts        Global Tools
4.   Weekly / Monthly / Quarterly Meetings
5.   Audit planning; execution; reporting
6.   Change Management
7.   Risk Assessment and Mitigation




                                                       ISM NY/NJ Forum
                                                               Supplier Handbook
•   Tell them about Company
     – Company history; What you make; Who your customers are
     – How you do business; Guidelines and Regulatory agencies you follow
     – Contacts / Org chart

•   Purchasing & Sourcing Specifics
    - Requirements (specs; shipping; etc); T’s & C’s
    - New supplier approval (Sampling); Quality maintenance reviews
    - Performance Measurement

•   Supplier Acknowledgement – requires they sign to acknowledge understanding

•   Scope – to all supplies

•   Availability – Hard Copy and on Web

•   Productivity Enhancement Suggestions - eliminate waste and non-value added costs in
    supply chain for mutual benefit.

Communication - - Perfect conversation starter

                                                                       ISM NY/NJ Forum
                                    Supplier Handbook (Cont.)
                                  Supplier Handbook Elements

   Business segment; who you sell to
   Site locations
   *** Expectations
   *** Corporate Social Responsibility Statements
   *** ISO Certification
   Procurement Requirements
   Purchasing Authorization
   Terms and Conditions
   Financial Information
   Payment Terms
   Invoicing
   Supplier Quality Management / Supplier development
   Supplier Performance Rating System
   Delivery Information etc
   Contacts

                                                   ISM NY/NJ Forum
                                     Supplier Performance Rating System
     Gathering performance data on suppliers is a value added
    activity for both parties. The data will provide talking points for
                  numerous procurement related issues.
        Rating Criteria

        Scope
         - All suppliers or a select group of suppliers?
         - Centralized or multiple sites (Your company and Supplier)


        Frequency – Quarterly (monthly)

        Trending – Scorecards encompass past data – last 3 to 4
        marking periods

        Reward suppliers based on data

        Serve as foundation for continuous improvement

        Assist with future sourcing decisions
                                                                       ISM NY/NJ Forum
Communication – Another Perfect Conversation Starter!
                Supplier Performance Rating System (Cont.)

    Scope - Rate the suppliers who contribute the MOST:
         Product
         Pain


Suggested Criteria:
  1. Spend
  2. Critical Nature of Supply
  3. Past Quality Problems
  4. Material for new product
  5. Material for existing product
  6. Availability of Supply (Risk)


                                             ISM NY/NJ Forum
                    Supplier Performance Rating System (Cont)

    Rating Criteria
Delivery -     The DELIVERY metric is calculated on items delivered
 within +/-1 days of expected due date for normal orders. For Items
 which were expedited as rush orders for overnight or 2nd day delivery
 must deliver before or on expected date, or else they will be measured
 as a late delivery.


Quality -    The QUALITY metric is calculated on basis of the amount of
 non-conforming materials verses the total amount of material delivered
 within the rating period. (per line item)


Service -      The SERVICE metric is determined on 3 criteria : response
 to inquiries; order confirmation including accurate and timely product
 availability information; and meeting expected documentation
 requirements for each order (CoA; Irradiation; etc).

                                                           ISM NY/NJ Forum
                    Supplier Performance Rating System (Cont.)

     Rating Criteria               (continued)


Cost –    The Cost metric includes 2 factors:
  1. Relative direct cost in comparison to other manufactures; and
  2. Relative cost trend in comparison to an industry index.


Total Index Value -             The TOTAL INDEX VALUE is the average of
  the rating criteria used (Delivery, Quality, Cost and Service). Corrective
  & Preventative Action (CAPA) is required if total score falls below 90% of
  expectations.



Number of receipts –The NUMBER of RECEIPTS are number of
  line items delivered to all company sites providing metric for specific
  rating period. For all criteria an accurate number contributes to accurate
  and consistent trends


                                                             ISM NY/NJ Forum
                   Supplier Performance Rating System (Cont.)

  Rating Criteria Delivery, Quality, Service
                                     Q4             Q1            Q2            Q3

         Delivery                   68%            93%           85%          87%

          Quality                   83%           100%           95%          100%

          Service                   94%            83%           70%          79%
The DELIVERY metric is calculated on items delivered within +/-1 days of expected
    due date for normal orders. For Items which were expedited as required by
    Invitrogen, rush orders for overnight or 2 day delivery must deliver before or on
    expected date, or else they will be measured as a late delivery.

The QUALITY metric is calculated on basis of the amount of non-conforming
    materials verses the total amount of material delivered within the rating period.

The SERVICE metric is determined on 3 criteria : response to inquiries; order
    confirmation including accurate and timely product availability information; and
    meeting expected documentation requirements for each order (CoA; Irradiation;
    etc).

                                                                        ISM NY/NJ Forum
                                 Supplier Performance Rating System (Cont.)

                                                  Service
                                      score 1 to 5 5 being best

                   Documention        Response              Order                  Comments
                   Cert of     Packing new        tech
             CoA   Irradiation list    technology questions confirmation updates
supplier 1
supplier 2
supplier 3
supplier 4
supplier 5
supplier 6
supplier 7
supplier 8
supplier 9




                                                                                   ISM NY/NJ Forum
              Supplier Performance Rating System (Cont.)

    Rating Criteria Delivery, Quality, Service



                      Q4       Q1       Q2       Q3

Total index value    82%       92%     83%       89%

The TOTAL INDEX VALUE is the average of Delivery
  Quality and Service (and Cost)




                                          ISM NY/NJ Forum
                 Supplier Performance Rating System (Cont.)

    Scope : Centralized or multiple sites (Your company)



My Company: sites reporting in for this rating period
                                         number of
   site  delivery Quality Service           receipts

 New York      100%      100%       87%          2

Grand Island   100%      100%       90%          17
 London        61%       100%       60%          18



                                                 ISM NY/NJ Forum
          Supplier Performance Scorecard
       Summary Report for all :MY COMPANY" Sites
                                                                                                                      MY COMPANY
      For Rating Period:                              FOR Q3 2007                                      CAPA required?                           yes
                                                                                                       Request Supplier to work with site representatives to improve scores.
   Supplier Name                                 SUPPLIER ABC
                                          Q4               Q1              Q2             Q3           Comments
           Delivery                     100%              99%             88%            87%           Q4 2007 is first rating period for this supplier.
           Quality                                                                                     Delivery parameters have changed - +/- 1 day for domestic deliveries;
                                        50%               65%             88%            95%
                                                                                                       International shipments are subject to customs holds and scores will be
           Service                      25%               98%             60%            71%           adjusted accordingly *****


The DELIVERY metric is calculated on items delivered within +/-1 days of expected due date for         New York reports delivery score lower than last quarter; quality and service
normal orders. For Items which were expedited as required, rush orders for overnight or 2 day          has improved, but corrective action still required.
delivery must deliver before or on expected date.

The QUALITY metric is calculated on basis of the amount of non-conforming materials verses the         London reports: supplier shipped expired product, promised replacements
total amount of material delivered within the rating period.                                           months ago.

The SERVICE metric is determined on 3 criteria : response to inquiries; order confirmation including
accurate and timely product availability information; and meeting expected documentation               New York reports excellent job , documention always in order, good quality
requirements for each order (CoA; Irradiation; etc).                                                   nice to work with.


                                          Q4               Q1              Q2             Q3           Invitrogen sites reporting in for this rating period
 Total index value                       58%              87%             79%            84%                site       delivery    Quality     Service number of receipts
The TOTAL INDEX VALUE is the average of Delivery Quality and Service                                      New York      100%        100%        100%               1

                                          Q4               Q1              Q2             Q3           Grand island      63%        100%         87%               16

Number of receipts                        94               87              82              40            London          99%         85%         25%               23

The NUMBER of RECEIPTS are number of line items delivered to all sites providing metric for                                                                                           IS
specific rating period.
                               Supplier Performance Rating System (Cont.)
                                 Review Supply Base

FOR Q3 2007                   Supplier Composite Report Card                           complete
In order of: overall rating                           Total all sites
                                                                                      comments /
                                                                         Overall
Commodity             Supplier            Delivery   Quality   Service              Corrective action
                                                                         Rating        required?
 chemicals            Supplier 1           100%      100%       100%     100%           no/ok
   filters            Supplier 2           100%      100%       100%     100%           no/ok
 chemicals            Supplier 3           100%      100%       100%     100%           no/ok
  various             Supplier 4           100%      100%       100%     100%           no/ok
 chemicals            Supplier 5           100%      100%        97%      99%           no/ok
 chemicals            Supplier 6           100%       96%       100%      99%           no/ok
 chemicals            Supplier 7           96%       100%        97%      97%       recommended
 packaging            Supplier 8           97%       100%        93%      97%       recommended
 chemicals            Supplier 9           90%       100%       100%      97%       recommended
 packaging           Supplier 10           100%      100%        87%      96%       recommended
 packaging           Supplier 11           100%       84%       100%      95%       recommended
   filters           Supplier 12           89%        99%        95%      94%            yes
   filters           Supplier 13           81%       100%        98%      93%            yes
 packaging
                     Supplier 14           81%       100%        94%      92%             yes
  (bags)
 packaging           Supplier   15         100%       96%        80%      92%             yes
  various            Supplier   16         89%       100%        78%      89%             yes
  various            Supplier   17         72%        98%        94%      88%             yes
 chemicals           Supplier   18         84%        96%        82%      87%             yes
 chemicals           Supplier   19         100%       67%        93%      87%             yes
  various            Supplier   20         63%       100%        73%      79%             yes

                                                                                    average supplier
 Grading Criteria: Green = 96% - 100%; Yellow = 85% - 95%; Red = 0% -     94%
                                                                                   score all suppliers
                                  84%


                                                                              ISM NY/NJ Forum
                            Supplier Performance Rating System (Cont.)

supplier score cards    Review Supply Base Trend
average score per quarter
                                        Supply Chain Management; Overall supplier score

                                 96%


                   number of     94%

           overall suppliers     92%
           score     rated
                                 90%
Q1 2006     94%       20
Q2 2006     90%       18         88%

Q3 2006     95%       25         86%
Q4 2006     93%       24
                                 84%
Q1 2007     88%       25
                                       Q1 2006 Q2 2006 Q3 2006 Q4 2006 Q1 2007 Q2 2007 Q3 2007 Q4 2007
Q2 2007     93%       30
Q3 2007     94%       28
Q4 2007

95% represents GOAL - 2% improvement will be the target.



                                                                               ISM NY/NJ Forum
            Supplier Performance Rating System (Cont.)

     Action Based on Total Index Value

Establish Threshold for Action

Root Cause (WHY WHY WHY)

Corrective Action

Preventive Action

Trends




                                          ISM NY/NJ Forum
                                             Tools of the Trade
Supplier
Management
    Supplier Handbook
    Performance Measurement (Report Card)
3.   Purchasing contracts
                            Global Tools
4.   Weekly / Monthly / Quarterly Meetings
5.   Audit planning; execution; reporting
6.   Change Management
7.   Risk Assessment and Mitigation




                                                  ISM NY/NJ Forum
             Change Management




What about changes?




                      ISM NY/NJ Forum
              Change Management (Cont.)

      Supplier Changes:

    Good?        Bad?

     • Regulated?
    • Submissions?
• Customer notification?




                               ISM NY/NJ Forum
                                    Change Management (Cont.)




•   Hidden changes can affect product quality and expectations
•   Returns / recalls can be devastating
•   Investigations can be costly
•   Changes can be costly if not properly managed and controlled
•   10% of changes are supplier related




           Unnecessary changes are distracting, can be costly

                                                         ISM NY/NJ Forum
                                Change Management (Cont.)
“Necessary” Changes Ideally Support Our Mission
 •   Enhance yield
 •   Market Edge through quality
 •   Safety
 •   Maintain compliance
 •   Ensure product supply
 •   Reduce cost of goods




       Done well, change can help accelerate the pipeline


                                                     ISM NY/NJ Forum
                                Change Management (Cont.)

                    Process Understanding

   When suppliers                 Change implementation
   understand…                    becomes…

 Characteristics of                  Lower risk
  the materials you                   Less work
  make
                                      Less time
 Your processes
                                      Lower cost
 How their materials
  are used in your
  process




                                                     ISM NY/NJ Forum
                                Change Management



       What does your QA require?
     What does your Customer require?


               What do you want?
Build it into your procedures for the next guy..


               Simple statement:
Supply Chain Change: The supplier agree to notify
   (customer) prior to implemention of change.

                                            ISM NY/NJ Forum
                                      Change Management

                  Change can be defined as:

 Change to Form – Fit - Function
 Change within supply chain affecting a change of the direct
  manufacturer.
 Manufacturing site change
 Manufacturing Process change
 Change to suppliers raw materials
 Specification changes
 Availability changes




                                                    ISM NY/NJ Forum
                               Change Management (Cont.)

             How do we control changes ?
Get it in writing; let supplier know that changes
         must be controlled and approved
 – Up front documented notification w/in agreed upon
   minimum time fence

 – In your contract

 – On your spec

 – In your audit

 Done well, change can add value; help accelerate the pipeline
                                                     ISM NY/NJ Forum
                   Change Management




RISK Assessment and Mitigation




                            ISM NY/NJ Forum
                           Risk Assessment and Risk Mitigation


Understand Your Suppliers Risk Profile in order to Better Set Inventory Targets



                                    Capacity Flexibility
                                    Demand Flexibility Required
                                    Single or Sole Sourced Material
                                    Only One Plant within Supplier
                                    Quality Level and Maintainability
                                    Delivery Dependability
                                    Supply Continuity Plans

Integrate Risk Management into Your Planning Processes

                                                                    ISM NY/NJ Forum
                                      Risk Assessment and Risk Mitigation (Cont.)

          It is Important to Have a Data Driven Approach to Assess & Mitigate Raw Material Risks

                                                                         Risk
                                       Risk
                                                                       Response
                                    Assessment                                                            Risk
                                                                      Development
      Risk                                                                                              Response
  Identification                                                                                         Control

Identify Risk Attributes                                                                           • Address emerging risk
                                  • Score likelihood of             • Identify mitigation          • Repeat the process…
•A risk attribute determines        occurrence of risk for each       techniques based on risk &
 how likely a particular            raw material                      impact profile
 material will not be available   • Score Impact on                 • Develop resource cost
 to manufacturing                   manufacturing if risk happens      estimates and timeline
                                  • Prioritize materials &             for implementation of
Identify Impact Attributes          suppliers using risk-impact        mitigation plans
                                    composite score                 • Staff and kick-off risk
•An impact attribute              • Group like materials into          mitigation project teams
 determines the extent of           risk mitigation projects        • Establish milestones and
 impact on manufacturing if a                                          metrics
 particular raw material is in
 short supply



                                                                                                   ISM NY/NJ Forum
                                           Risk Assessment and Risk Mitigation (Cont.)


             Develop a Rigorous Process to Identify the High Priority Raw Material Risks
                          RISK IDENTIFICATION            RISK ASSESSMENT                     HIGH PRIORITY RISKS
                                                                                              X Suppliers (XX%)
   Supplier Risk                                                                              XXX Specifications (XX%)
   # of suppliers
                                   Material Risk                  Material Risk    High               Total Projects




                                                          Risk
                            Risk
                                                                                  Priority   Primary Packaging: X projects
                                                                                             Media: X projects
Material specific risk                                                                       GMP Chemicals: X projects
   # of materials                                                                            Resins & Filters: X projects
                                                                                             Services: X projects
Score materials on risk
  attributes such as                        Impact                       Impact
quality history, demand
        increase.




                             Impact attributes                     The initial focus
                                                                 for risk mitigation               Develop risk
                               Score materials                     will be the high
                                   on impact
                                                                                                     mitigation
                                                                    risk and high
                              attributes such as                  impact materials                strategy based
                              “where used” and                   in the red shaded                 on risk profile
                                   available                             area
                                  alternatives



                                     Identify distinct projects for implementation
                                                                                                    ISM NY/NJ Forum
                                  Risk Assessment and Risk Mitigation (Cont.)
Profile for Each Project Will Determine the Mitigation Actions & Resource Requirements


                                                               Primary Packaging
                                                    RISK CATEGORY

    Step 1:                                                              # Sources
                                                                             5
    determine risk                                Governance                                     Supplier sole source
                                                                             4
    profile for specs                    Inventory                           3                           Shelf life
    in initiative                                                            2
    For example: single sourced    Ramp up of                                1
                                                                                                             Storage cond
    and low inventory levels       alternatives      For example: build inventory up to period
                                                                             0
                                                     of qualifying second source



                                      Lead time                                                             Environm



                                  Where used process                                                 Demand increase

                                            Where used product                            NC



                                                                                                          ISM NY/NJ Forum
                          Risk Assessment and Risk Mitigation (Cont.)
Risk Profile for Each Project Will Determine the Mitigation Actions & Resource Requirements

          Step 2: identify potential
          risk mitigation strategies
          applicable to specific risk
          profile



          Examples of risk mitigation actions:
          • Align internal requirements and rationalize specifications
          • Increase inventory levels
          • Implement a formal Supplier Relationship
            Management program
          • Qualify a second supplier



                                                                        ISM NY/NJ Forum
                                                    Risk Assessment and Risk Mitigation (Cont.)
              Risk Profile for Each Project Will Determine the Mitigation Actions & Resource Requirements

                                                                                                  For example: build 5 months of
  Step 3: estimate resources                                                                      inventory for $2M

  required for each mitigation
  strategy
Risk Factors
 Risk Factors                                                           Mitigation Strategy
                                                                         Mitigation Strategy
• •Sole sourced
    Sole sourced                                                        • •Increase site and supplier stock
                                                                            Increase site and supplier stock
• •Shelf life and storage constraints
    Shelf life and storage constraints                                  • •Qualify additional supplier
                                                                            Qualify additional supplier
• •Long ramp up time of alternatives
    Long ramp up time of alternatives                                   • •Supplier Management
                                                                            Supplier Management




High level schedule
 High level schedule                                                    Resource Requirements
                                                                         Resource Requirements
                                          Q1   Q2   Q3   Q4   Q5   Q6
  Qualify Second Source / Spec
  ID & Commit to Source
  Qualify source - audit sample testing




                                                                                                           FTE SS&P




                                                                                                                                                   FTE Other
                                                                                                                               FTE SQM

                                                                                                                                         FTE QAL
  Qualify source - Bench scale




                                                                                                                      FTE PD
  Equivalency Testing                                                                                                                                          Incremental Incremental
  Regulatory - Filing prep + CBE                                                                                                                                 Expense    Inventory
  Increase site and supplier stock                                      Qualify second sources             0.0        0.1 0.0            0.0       0.2
  Determine stock necessary                                             Increase site and supplier stock   0.2        -   -              0.1       0.1 $           67,500
  Strategize where held                                                 SRM                                0.2            0.1            -         0.1
  Negotiate supplier stock levels                                                                          0.5        0.1 0.1            0.1       0.3 $           67,500 $       -
  Ramp safety stock
  Supply Agreement
  Negotiation preparation

                                                                                                                                                                                ISM NY/NJ Forum
  Negotiation
  Contract authoring
  Contract review
  Contract signed
                                    Risk Assessment and Risk Mitigation (Cont.)

Establish Governance Structure to Guide the Implementation of the Risk Mitigation Projects
                                                                                   Steering Committee
                                                                            • Meet once a month
                              Program Steering Committee                    • Approve key milestones
                                                                            • Resolve issues
                                                                            • Dashboard update on initiatives


                                                              Executive            Executive Sponsor
                                      Executive
                                                               Sponsor      • Accountable for the success of
                                       Sponsor
                                                                              the project
                                                                            • Resolve issues

                                      Core Team              Core Team
     Raw Material Risk
     Mgmt. Core Team
     •Strategic Sourcing            Quality   Eng.         Quality   Eng.
     •Functional reps                                                                  Project Core Team
            • Manufacturing            Strategic                              • Cross-functional implementation
                                                               Supply
            • Supply Chain             Sourcing                                 team
                                                               Chain
            • Quality                                                         • Dedicated Project Manager
            • Engineering                Supply                               • Meet weekly
     • Project Mgmt Office                                     Sourcing
                                         Chain

   • Meet once in two weeks
   • Coordination across projects
   • Tracking & reporting                                                            ISM NY/NJ Forum
               Risk Assessment and Risk Mitigation (Cont.)

         Clear Logic, Executive Support, &
    Patience are Critical Success Factors…
•   Establish a logic for assessment and stay focused
•   Executive sponsorship is critical
•   Risks can be quantified, but requires lots of data
•   Focus on few high priority areas for risk mitigation
•   Risk mitigation is cross-functional & requires broad support
•   Continue to monitor risk on regular basis & track progress
•   Being single/sole sourced is only an attribute of risk exposure




                                                      ISM NY/NJ Forum
                                                                           Conclusion
                                  Project Teams Track Results & Establish Metrics to Monitor Success


             RESULTS                               ACTIONS

Increased inventory levels     • Adjust Inventory levels for critical raw materials

                               • Investigate supplier held inventory for appropriate
                                 materials
Revise business requirements   • Align Company and supplier specifications

                               • Rationalize number of raw material specifications
Supplier Relationship          • Initiate formal SRM program for critical suppliers
Management (SRM) Program
                               • The program should extend through the supply
                               chain as it matures
Qualifying second sources      • Progress to second supplier qualifications where
                               possible and economical




                                                                         ISM NY/NJ Forum
                                                             Conclusion
                    Project Teams Track Results & Establish Metrics to Monitor Success


                                   SUSTAINING METRICS


              • Reject rate
              • Non-conformance impact & assessment
 Supplier &   • Etc.
 Company
Performance                         • On-time in full (OTIF)
                                    • Conformance to committed delivery
                                      date
                                    • Etc.

                               • Impact on Company cost & resources
                               • Days payable outstanding
                               • Etc.




                           • Identification of key concerns &
                             status of any mitigation activities…
                           • Etc.




                                                           ISM NY/NJ Forum
Supplier Development Process                                                                                         Conclusion


               Selection &                Performance                       Requirements &                     Development
               Approval                   Monitoring                        Change Control

                                                                   Key Supplier Quality Activities      NPI   Mfg   Baseline Rating (1-10)

                                                                   Early Supplier Involvement

                                                                   Validation Process

                                                                   Supplier Quality Process


         What’s my companies                                       Supplier Qualification

         Baseline rating?                                          SCAR Process

                                                                   Supplier Audits

                                                                   Supplier Change Management (CAPA)

                                                                   Root Cause Analysis

                                                                   Supplier Development
                                 Weighted                    Performance
                                 Based on 100   Pt. Rating   for Purchase
    Supplier        Objectives   pts              (1,3,5)    Family

                    Price            25

                    Technology
                    Leadership       15
                                                                                                       How do our
                    Delivery         20
                                                                                                       Suppliers stack up?
                    Quality          20

                    Lead Time        10

                    Cost of
                    Ownership        10




                                                                                                                    ISM NY/NJ Forum

				
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