××政府采购方案.pptx

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1、http:/(企管培训资料下载)The Innovative Sourcing Program is implementing new strategies to leverage savings of US$22 to 41 m/yearFiduciary Forum presentationWashington,March 10,20041SAO-0180-05855001-01-22http:/(企管培训资料下载)Who is presenting the Innovative Sourcing Program(ISP)todayMr.Mauro Benevides Filho Admi

2、nistration State Secretary of Cear StateFotoIngo Weiland-Managing PartnerRoland Berger Strategy Consultants BrazilFotoMr.Ocione Mendona Innovative Sourcing Program Coordinator Cear StateFotoGuilherme Junqueira Partner in charge of the Innovative Sourcing Program Roland Berger Strategy Consultants Br

3、azilFoto2SAO-0180-05855001-01-22http:/(企管培训资料下载)A joint team of more than 165 professionals one of the cornerstones of the ISPProject Teams1-Medical items60 public servants2 consul-tants2-Outsourced Services50 public servants2 consul-tants3-Telecom25 public servants1 consul-tant4-Fuel30 public serva

4、nts1 consul-tantExpertsStrategic purchase expertsPublic Sector Competence Center Specific Industries Competence CentersExecutive CommitteeProject CoordinationMr.Alex Arajo Secretary of Water ResourcesMr.Mauro Filho Secretaryof AdministrationMrs.Mnica Clark Secretary of ControllingGuilherme Junqueira

5、 Lenidas Herndl project managerMr.Lcio Alcntara-State GovernorState secretariesIngo Weiland Managing partner South AmericaGuilherme Junqueira-PartnerSource:Roland Berger Strategy Consultants3SAO-0180-05855001-01-22http:/(企管培训资料下载)Content1.Context of the Innovative Sourcing Program(ISP)at the State o

6、f Cear2.A comprehensive yet pragmatic approach to implement the ISP3.Converting theory into practice implementation examples at 2 purchasing categories4.Latest project results estimation beating the initial targets5.Whats yet to be done process revision and more savingsQ&A-Questions&Answers4SAO-0180

7、-05855001-01-22http:/(企管培训资料下载)1.Context of the Innovative Sourcing Program at the State of Cear5SAO-0180-05855001-01-22http:/(企管培训资料下载)148,800 km2 representing 1.7%of Brazil and 9.6%of the Northeastern region7.4 m inhabitants representing 4.4%of Brazil and 15.6%of the Northeastern region Dry weathe

8、r with annual precipitation volume of 775 mm,average temperature of 26oC(79oF)and 2,800 hours of sunlight per yearA brief profile of the State of Cear-BrazilState DivisionNortheast regionGlobeBrazil Regional Division6SAO-0180-05855001-01-22http:/(企管培训资料下载)13th largest economy of Brazil and 3rd of th

9、e Northeastern regionGDP of US$8.5 billion(PPP)in 2002 CAGR of Cears GDP of 3.2%vis-vis 2.5%for Brazil over this periodDistribution of Cear GDP:Services 58%Industry 37%Agriculture5%With a CAGR of its GDP of 3.2%Cear has outperformed the Brazilian economy since 1985Source:IBGE,Banco Central do Brasil

10、 and IPLANCEBrazilCear7SAO-0180-05855001-01-22http:/(企管培训资料下载)nCears HDI has grown 155%vis-vis 55%for Brazil over the 3 decadesnCear reached in 2000 91%of Brazils HDI coming for 55%in 1970nThe Human Development Index(HDI)measures life quality comparing education,longevitivity and income0.2750.4770.5

11、370.5760.5900.2990.4830.5570.5960.6080.4940.7340.7870.8140.830197019801991199519960.7000.6080.7662000Also on the human development perspective Cear is outperforming Brazil and the Northeastern regionSource:PNUD/IPEA/Fundao Joo Pinheiro/IBGECearNortheastBrazil+155%8SAO-0180-05855001-01-22http:/(企管培训资

12、料下载)Debt service and amortizationPurchase costs represent a significant share of the State expenses 21%of the totalState of Cear expenses 2002 US$m1,726641347369Total expenditurePersonnelTransfersof fundsPurchases100%37%21%21%20%369Source:Roland Berger Strategy Consultants9SAO-0180-05855001-01-22htt

13、p:/(企管培训资料下载)Savings from US$22 to 41 m/year can be achieved through the full implementation of the Innovative Sourcing ProgramBase of purchasing expenses and savings estimation US$m/yearPurchases Base cost for the complete ISPConservative Aggressive369ISP savings potential2241-6%-11%Source:Roland B

14、erger Strategy Consultants10SAO-0180-05855001-01-22http:/(企管培训资料下载)2.A comprehensive yet pragmatic approach to implement the ISP13SAO-0180-05855001-01-22http:/(企管培训资料下载)The Innovative Sourcing methodology is divided in 2 main phasesPhase 2Process ImprovementsAug/03 to Feb/0416 to 20 weeksPhase 1Savi

15、ngs ImplementationWave 1Wave 2Wave 320 to 24 weeks20 to 24 weeksSource:Roland Berger Strategy Consultants 14SAO-0180-05855001-01-22http:/(企管培训资料下载)Cost reduction strategies definitionPreparation of bidding documents and Definition of internal measures for cost reductionImplementing cost reduction me

16、asures and bidding processesInternal AnalysisExternalAnalysisPhase 1 Savings Implementation is further divided into 5 steps12345Source:Roland Berger Strategy Consultants15SAO-0180-05855001-01-22http:/(企管培训资料下载)INTERNAL ANALYSISThe internal analysis details 9 key dimensions for each category1Category

17、 1Price variationHistoricalDifferences between suppliers.Demand variationGrowth rate.PriceMaintenance StorageTotal costQuality Guarantee Flexibility.CurrentAlternative PotentialTechnical QualityService.TechnicalCommercialSEINFRATotal2.Price3.Current and future demandSuppliers selection processIntern

18、 users requirementsGovernmental barriers.6.Total cost of ownership8.Evaluation criteria9.Specs simplification1.Volumes4.Specifications7.Competitiveness of current suppliers5.RestrictionsSource:Roland Berger Strategy Consultants16SAO-0180-05855001-01-22http:/(企管培训资料下载)EXTERNAL ANALYSISThe external an

19、alysis ensures a deep understanding of the supplier market opportunities to be leveragedForces from the supplier point of viewCurrent situation of supplying marketMarket Is the market expanding?What is the market share evolution?How is our image in the supplier market?Competitors Is there strong com

20、petitors in the market?What are our competitive advantages and disadvantages of each one?Costs How is the cost composition of the suppliers?What is the relation between fixed and variable costs?Technology What is the technology that we use and what is the“state of art”technology?Competitors diversit

21、y What are our company core businesses by industry and by market(national/international)?Supplying marketCompetitors threat12345Substitute product/servi-ce threatCustomers bargaining powerSuppliers bargaining powerGovernment requirements2Source:Roland Berger Strategy Consultants 17SAO-0180-05855001-

22、01-22http:/(企管培训资料下载)COST REDUCTION STRATEGIESSpecific cost reduction strategies are developed for each purchase categorySource:Roland Berger Strategy ConsultantsProcess restrictionsLegal restrictionsPlanningStrategic factorsProjections feasibilitySupplying market profile4.Optimization of suppliers

23、relationshipProduct value analysis Materials substitutionBuy alternative systemsOptimize the product lifecycle cost2.Price negotiationCompare total costsModel“goal-cost”Renegotiate pricesCreate price transparenceLeverage current suppliers3.Supplier base increaseExpand geographical baseDevelop new su

24、ppliersUse global demand/offer inequality advantages1.Volume concentrationConsolidation of suppliers numberRedistribute the volume between suppliersCombine the volume of several families5.Purchase process improvementSuppliers process redesignShare productivity gainsIntegrate logisticsSupport supplie

25、rs improvements6.Changes in specificationEstablish,develop key suppliersMaterialize strategic alliancesMake or buyDevelop an integrated supplier baseCost reduction strategiesProjects prioritizationCategories profile318SAO-0180-05855001-01-22http:/(企管培训资料下载)Category nThe best cost reduction strategie

26、s are selected for implementation either by bidding or internal measuresPreparation of bidding documents1)Internal measures detailing1)Technical specificationQuotation formatEvaluation criteriaContract model(supported by government legal assessorship)Potential suppliers listSpecification simplificat

27、ionRationalization of volume consumedProcesses revisionQuantity reductionFocusFocusPrice reductionQuantity reductionSpecification cost/benefit relation improvement4Category 2Category 1Cost reduction strategies1)Bidding documents and measures will be approved by Project Coordination(SECON and SEAD)PR

28、EPARATION OF BIDDING DOCUMENTS AND MEASURES19SAO-0180-05855001-01-22http:/(企管培训资料下载)Bidding and internal measures monitoring are fundamental to assure project successBIDDING PROCESS AND MEASURES IMPLEMENTATIONBidding processInternal measuresBidding process monitoring with:State General AttorneyGover

29、nment bidding process commissionsAdministration Secretary and government bidding process commissions in the case of electronic biddingInternal measures implementation by:Administration and Controlling Secretaries where initiatives are related to several SecretariatsAdministration Secretary and speci

30、fic Secretaries to specific measures521SAO-0180-05855001-01-22http:/(企管培训资料下载)3.Converting theory into practice 3.1 Category Fuel22SAO-0180-05855001-01-22http:/(企管培训资料下载)Cost reduction strategies were defined according to the cost structure identified in Cear State GovernmentPurchase cost structureS

31、ource:SIC 2002 data;Secretariats data;Roland Berger Strategy Consultants analysisFuels and lubricantsUS$8.3 m/yearGasDieselAlcoholFuelsUS$8.0 m/yearLubricantsUS$0.3 m/yearNatural gasINTERNAL ANALYSIS123SAO-0180-05855001-01-22http:/(企管培训资料下载)Fuel prices in third-party stations are up to 24%higher tha

32、n own-base pricesFuel prices US$/L1)August 2003 prices2)July 2003 pricesSource:Secretariats data;Roland Berger Strategy Consultants analysisCapital1)Countryside2)GasDieselOwn base CAMBEBA0.59JMF Automotivo station0.73+24%Own baseDERT Crates0.73Irmos Leito Crates station0.83+14%Own base CAMBEBA0.47PF

33、 Neto station0.56+18%Own base DERT Iguatu0.51Joaquim Ailton Filho Iguatu station0.56+9%INTERNAL ANALYSIS124SAO-0180-05855001-01-22http:/(企管培训资料下载)Total of1,224gas stationsIn Cear,34%of all gas stations are controlled by BR and the next biggest competitor is SP with 13%of the totalSource:ANP(Petroleu

34、m National Agency);Roland Berger Strategy Consultants analysis34139618%29OthersCear State gas stations 2003%54SPEXTERNAL ANALYSIS226SAO-0180-05855001-01-22http:/(企管培训资料下载)BR has the broadest presence in capital and in the countryside of CearCear State gas stations by regions 2003CapitalCountryside39

35、4143274149403262100%36%7%10%12%10%8%17%100%33%16%9%2%3%3%83034%27313274212324283OthersSource:ANP(Petroleum National Agency);Roland Berger Strategy Consultants analysisSPTotalEXTERNAL ANALYSIS227SAO-0180-05855001-01-22http:/(企管培训资料下载)1)Price paid by final consumerSource:ANP(Petroleum National Agency)

36、;Roland Berger Strategy Consultants analysisGas consumer price1)breakdown33%Cost+refinery margin32%ICMS14%9%8%3%1%100%PPE,PIS/PASEPand COFINSGas station margin+CPMFAnhydrous alcoholDistributor margin+CPMFTranspor-tation costsTotalGas station margin represents 9%the consumer price breakdownEXTERNAL A

37、NALYSIS228SAO-0180-05855001-01-22http:/(企管培训资料下载)Base 2Base 1Base SEFAZBase PCProximity was selected as the new major driver for defining an improved operational modelBase ownershipProximity to the base(distance)Criterion ExampleCurrent situationProposed situationBase PCCEBase SEFAZNEXATPolice offic

38、eOthers1 km1 kmBase 1Base 2NEXATPolice officeOthers1 km1 kmSource:Roland Berger Strategy Consultants analysisCOST REDUCTION STRATEGIES329SAO-0180-05855001-01-22http:/(企管培训资料下载)Fuel volume consolidation by regions is feasible for cities in a maximum distance of 15 kmCost comparison own base x third p

39、arty station US$/LOwn base supply is cheaper up to 15 km displacementsDistance kmOwn base cost1)Considering a light vehicle supply of 30 liters and average gas consumption of 8km/lSource:Roland Berger Strategy Consultants analysis;Secretariats dataGas station costCOST REDUCTION STRATEGIES330SAO-0180

40、-05855001-01-22http:/(企管培训资料下载)The implementation of selected strategies results in annual savings of US$1.4 million to the Government8.3Scope of ISP 2003Pricing savingsSource:Telemar;Roland Berger Strategy Consultants analysis1.40.7100%0.731%Volume savingsTotal savings8%9%0.40.85%10%17%Conservative

41、AggressiveSavings potentialISP objectivesISP selected strategiesFUEL SAVINGS POTENTIALUS$m/year31SAO-0180-05855001-01-22http:/(企管培训资料下载)3.Converting theory into practice 3.2 Category Telecom32SAO-0180-05855001-01-22http:/(企管培训资料下载)Cears expenditures with fixed communication services represent 89%of

42、the total telecom costsSource:SIC 2002 e 2003;Telemar,Embratel;TIM;Anlises Roland Berger Strategy ConsultantsTelecommunicationUS$6.8 m/yearFixed communication servicesUS$6.1 m/year89%Mobile communication servicesUS$0.7 m/year11%Purchase cost structureINTERNAL ANALYSIS133SAO-0180-05855001-01-22http:/

43、(企管培训资料下载)0800 calls receivedLocal and long distance calls and subscriptions represents 81%of fixed communication services costsTotalSource:SIC 2002 e 2003;Telemar,Embratel;Anlises Roland Berger Strategy Consultants6.10.5100%5.61.71.30.90.70.30.20.10.129%Purchase volume by item fixed communication s

44、ervices US$m/year21%15%11%9%1,5%Data servicesVoice servicesFixed-mobile local costs-VC1SubscriptionsFixed-fixed long distance callsFixed-mobile long distance calls3 digit calls and othersCollect calls receivedFines =81%1,5%3%91%4%5%0.3Fixed-fixed local calls =7%INTERNAL ANALYSIS134SAO-0180-05855001-

45、01-22http:/(企管培训资料下载)There is optimization potential for fixed communication infra-structureVoice Net between Secretariats not integratedExistence of THTFixed and mobile communication not integratedExistence of direct linesCurrent situation of fixed communication infra-structureSecretariat 2 Secreta

46、ria 1No cost callExternal callSource:Secretariats;Telemar;Roland Berger Strategy Consultants analysisGOV MobileSecretaria 1Fixed phoneFixed-fixed callFixed-mobile callOrdinary mobileDirect LineDirect Line8,678100%5,2323,43260%40%14TotalVoiceNetTHTDigi-troncoINTERNAL ANALYSIS135SAO-0180-05855001-01-2

47、2http:/(企管培训资料下载)Currently 4 fixed communication operators can work in Cear State and compete for local and long distance callsLocalLong distanceType of callPermission to operate19992000200120022003ConcessionAuthorization(16/08/2002)Authorization(13/12/2002)Authorization(26/04/2003)ConcessionAuthori

48、zation(20/01/2002)Authorization(20/07/2002)Authorization(06/05/2003)Source:Anatel;Roland Berger Strategy Consultants analysis Not operating yetEXTERNAL ANALYSIS236SAO-0180-05855001-01-22http:/(企管培训资料下载)A definition and unification of use polices and user profiles were defined according to hierarchic

49、al levelSource:Roland Berger Strategy Consultants analysis;workshops with experts;SEFAZ;interviews with SecretariatsCost reduction politics for fixed communication RationalizationAccording to the user hierarchical level and its needs,restrictions for allowed calls must be implementedAccess level1)Se

50、cretaries and equivalentsCoordinator and equivalentsSupervisors and equivalentsServant A2)(60%)Servant B2)(40%)12345Free accessBlockedInternational callsLong distance BrasilLong distance CearLocal-mobileLocal-fixedInternalCOST REDUCTION STRATEGIES337SAO-0180-05855001-01-22http:/(企管培训资料下载)Conventiona