1. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations

2. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Commercial Enterprises –Manufactures –Construction –Service firms –Transportation –Professional –Resellers Includes

3. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Manufacturers & Size Approximately 360,000 in the U.S. There are 10% or 36,000 that employee more than 100 workers. The 10%, ship 75% of all products manufactured in the U.S. Typically serves far fewer but far larger customers.

4. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Manufacturers & Geographics Half are located in eight states Important implications: –First, can concentrate marketing efforts –Second, with distribution centers in large volume areas rapid delivery is possible –Third, sales personnel may not be tied to specific geographic areas

5. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Classifying Commercial Enterprises  NAICS organizes business activity into economic sectors and identifies groups of business firms that use similar production processes.  Result of NAFTA.  Replaces SIC system. Source: Reprinted from Michael R. Czinkota, et al, Marketing, Best Practices (Fort Worth, TX: The Dryden Press, 2000), p. 183. North American Industrial Classification System

6. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Purchasing Function Goals To address the needs of business customers of all types. May have to juggle a number of different objectives that clash. The Goals of Purchasing

7. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Total Cost Considerations of a Product or Service Factors that drive total cost. Acquiring and managing costs. Quality, reliability over the life cycle. The value a firm/ customers.

8. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Firms operate at different levels of development and emphasize different pathways to cost reduction and revenue enhancement. Levels of Procurement Development and Pathways to Savings/Revenue Enhancement

9. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Segmenting Purchase Categories 1 st Point, each firm has a unique portfolio. 2 nd Point, more attention on purchases having the greatest impact on revenue generation or the greatest risk to performance. Segmenting the Buy

10. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Procurement Complexity Considerations  Technical complexity.  Scope of supply chain coordination required.  Degree to which life cycle costs are relevant.

11. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Purchasing Managers & Performance The buying organization weights each performance factor. Organization assigns relative importance to performance factors. Is more objective and flexible than the categorical method. The Weighted –Point Plan

12. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Government Contracts “Programs” Compliance- requires government contractors maintain affirmative action programs. Set-aside- a percentage of the contract is set aside for small minority businesses. Minority-subcontracting- may require major contractors subcontract a certain percentage of the contract to minority firms.

13. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Two Types of Contracts 1.Fixed-price contracts A price is agreed to before contract is awarded and payment is made at conclusion of work. Provides for the greatest profit potential. Poses greater risks. 2.Cost-reimbursement contracts Reimbursement for allowable costs may be allowed and sometimes a number of dollars above costs as profit is allowed.

14. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Government Procurement 1.Defense-said to be the largest enterprise in the world (DOD). 2.Nondefense-procurement is administered by world wide variety of agencies.

15. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Two Procurement Strategies 1.Formal Advertising—the government solicits bids from suppliers, and usually the lowest bidder is awarded the contract. 2.Negotiated Contract—used to purchase products or services that are not differentiated on price alone, competition is common.