Supplier identification and development in central and eastern Europe

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Flora Caldwell
6 years ago
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Manager for Northern Europe, CEE & Public Sector Phone: +49 (0) 69 / 308 38 129 Mobile:

1 Supplier identification and development in central and eastern Europe Marlene Grauer Association for Supply Chain Management, Procurement and Logistics International Project Manager for Northern Europe, CEE & Public Sector Phone: +49 (0) 69 / Mobile: +49 (0) 163 / marlene.grauer@bme.de BME / AMMPL 2013 Olaf Holzgrefe 1

2 Content: 1 Challenge Procurement Future as a strategic tool 2 About BME 3 Sourcing in CEE 4 Upcoming events BME / AMMPL 2013 Olaf Holzgrefe Olaf Holzgrefe Head of International BME e.v. 2

3 Procurement as a tool to achieve strategic goals. Measurability Big Data Technology Risikmanagement Processes & Systems

Suppliers become partners Procurers are looking for cooperation and innovation, not just delivery of goods and services Supplier-buyer relationship

4 Suppliers become partners Procurers are looking for cooperation and innovation, not just delivery of goods and services Supplier-buyer relationship is evolving and procurers are using new criteria to rate suppliers: 1. Technical and process innovation 2. Political stability 3. Good governance 4

5 Content: 1 Challenge Procurement Future as a strategic tool 2 About BME 3 Sourcing in CEE 4 Upcoming events BME / AMMPL 2013 Olaf Holzgrefe Olaf Holzgrefe Head of International BME e.v. 5

experience +9.500 Members 60% Industry + 900 Events p.a.

6 About BME a short overview 50% SME membership 1,250 bill. purchasing volume Governmental partner BME member structure 60 years of experience Members 60% Industry Events p.a Employees Industry 38 Service Regions Logistic Public Sector Trade Across all sectors 50 % SME

7 BME international activities Support & transparency in sourcing markets Value & knowledge for members and partners Political advocacy Reliable partner organisations International events & delegations

8 Content: 1 Challenge Procurement Future as a strategic tool 2 About BME 3 Sourcing in CEE 4 Upcoming events BME / AMMPL 2013 Olaf Holzgrefe Olaf Holzgrefe Head of International BME e.v. 8

9 Country attractiveness The fundamental question in global sourcing 10 5 Emerging country, technically? not yet at EU level, potentially suitable for C - parts sourcing Hardly? any economic development and high risks High standards, small? risk, thus suitable as a procurement market Higher? risk country, but of sourcing interest for low prices 0 5 Sourcing attractiveness 10 Source: Dr. Raymund Aich / BME Der Einkauf 2015

Europe (95%) remains most impartant sourcing market, followed by China

10 Eastern Europe an attractive market for German procurers The main German sourcing markets: Source: BME-Member Survey, 11/ Europe (95%) remains most impartant sourcing market, followed by China (77%) 2. CEE is still attractiv for buyers (76%) Current trend: Local for local a chance for CEE

Supplier development in CEE 1 2 3 4 5 Supplier development days Procurer

Joint research & precommercial development Encourage existing suppliers Find

procurers, commodity managers and CPOs Risk management for entire supply

long-term needs and goals Ensure realistic expectations Plan possible

11 Supplier development in CEE Supplier development days Procurer training Partnership agreements & codevelopment deals Innovation workshops Joint research & precommercial development Encourage existing suppliers Find new suppliers Healthy competition Practical and management importance of procurers, commodity managers and CPOs Risk management for entire supply chain Use synergies and expertise Gain access to new sales markets Convey long-term needs and goals Ensure realistic expectations Plan possible developments Mitigate R&D risks Ensure companies remain relevant Harness public funding/subsidies

12 Content: 1 Challenge Procurement Future as a strategic tool 2 About BME 3 Sourcing in CEE 4 Upcoming events BME / AMMPL 2013 Olaf Holzgrefe Olaf Holzgrefe Head of International BME e.v. 12

13 BME International conference and matchmaking events B2B-Conferences 3rd Purchasing Initiative Western-Balkan (Film 2016: click here) B2B-Matchmaking for Western-Balkan 31 May 2017: Belgrade EPE European Procurement Excellence (CPO/ VP/ Procurement only) Conference & Networking on high level 28. June 2017: Hamburg CHINA: Industrial Purchasing Week Conference & B2B-Machtmaking Sept 2017: Shanghai 4th CEE Procurement & Supply Forum Conference & B2B-Matchmaking for CEE Oct 2017: Prague 2nd Fit for Growth Balkan Supplier Dialogue Conference & B2B for South Eastern Europe Nov 2017: Bucharest

14 BME International conference and matchmaking events B2B-Conferences Sourcing-Delegation Serbia (10 German companies) Seminar, matchmaking & company visit March 2017: Belgrade 3rd Sourcing-Day Czech-Republic (29 German procurers registered) Matchmaking for BME-members 16. May 2017: Pilsen 1st Sourcing-Day Poland (31 German procurers registered) Matchmaking for BME-members 22. June 2017: Warsaw

129 Fax: +49 (0)69 308 38 10 Email marlene.

15 Thank you for your attention! BME e.v. Bolongarostr. 82 D Frankfurt / Main Phone: +49 (0) Fax: +49 (0) marlene.grauer@bme.de Marlene Grauer International Project Manager

Collaboration and Innovation Tallin Olaf Holzgrefe Head of International BME e.v.

Collaboration and Innovation Tallin 2013 Olaf Holzgrefe Head of International BME e.v. 1 The BME - Association Materials Management, Purchasing and Logistics - Germany Influencing Governments Processes