Supply Chain Management

(2nd Edition)

Chapter 2
Supply Chain Performance:
Achieving Strategic Fit and Scope

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 Outline
 Competitive and supply chain strategies
 Achieving strategic fit
 Expanding strategic scope

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 What is Supply Chain Management?

 Managing supply chain flows and assets, to maximize

supply chain value.

 What is supply chain value?

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 Competitive and Supply
Chain Strategies
 Competitive strategy:
– defines the set of customer needs a firm seeks to satisfy through its
products and services
Low cost, Rapid Response, Product Differentiation
Ex: Migros versus BIM
HP versus Dell
 Supply chain strategy:
– determines the nature of material procurement, transportation of
materials, manufacture of product or creation of service, distribution of
product

 Consistency and support between supply chain strategy, competitive

strategy, and other functional strategies is important!

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 The Value Chain: Linking Supply
Chain and Business Strategy
Competitive Strategy

New Product Marketing

Strategy Strategy
Supply Chain Strategy

New Marketing
Product and Operations Distribution Service
Development Sales

Finance, Accounting, Information Technology, Human Resources

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  Product development strategy: specifies the
portfolio of new products that the company will try to
develop

 Marketing and sales strategy: specifies how the

market will be segmented and product positioned,
priced, and promoted

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 Supply Chain Strategy
Traditionally, SC strategy includes
-Suppliers Strategy
-Operations Strategy
-Logistics Strategy

regarding
inventory, transportation, operating facilities,
information flows.

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 Achieving Strategic Fit
 What is strategic fit?
 How is it achieved?
 Other issues affecting strategic fit

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 Achieving Strategic Fit
 Strategic fit:
– Consistency between customer priorities of competitive
strategy and supply chain capabilities specified by the
supply chain strategy
– Competitive and supply chain strategies have the same
goals
 A company may fail because of a lack of strategic fit
 Example of strategic fit -- Dell

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 How is Strategic Fit Achieved?
 Step 1: Understanding the customer and supply chain
uncertainty
 Step 2: Understanding the supply chain capabilities
 Step 3: Achieving strategic fit

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 Step 1: Understanding the Customer
and Supply Chain Uncertainty
 Identify the needs of the customer segment being
served by the following attributes:
– Quantity of product needed in each lot
– Response time customers will tolerate
– Variety of products needed
– Service level required
– Price of the product
– Desired rate of innovation in the product

Ex: 7-Eleven vs. Wallmart

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 Step 1: Understanding the Customer
and Supply Chain Uncertainty
 Understand the overall attributes of customer demand
 Demand uncertainty: uncertainty of customer demand
for a product
 Implied demand uncertainty: resulting uncertainty for
the supply chain due to the portion of the demand the
supply chain is required to handle and attributes the
customer desires
Ex: A firm supplying only emergency orders for a product
faces higher implied demand uncertainty then when there is
long lead time.
Ex: Imputed demand uncertainty increases with service level,
but demand uncertainty does not change.
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 Step 1: Understanding the Customer
and Supply Chain Uncertainty
 Implied demand uncertainty also related to customer
needs and product attributes
 Table 2.1
 Figure 2.2
 Table 2.2
 First step to strategic fit is to understand customers by
mapping their demand on the implied uncertainty
spectrum

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 Step 1: Understanding the Customer
and Supply Chain Uncertainty
 Understanding the Customer
– Lot size
– Response time
– Service level Implied
– Product variety Demand
– Price Uncertainty
– Innovation

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 Impact of Customer Needs on Implied
Demand Uncertainty (Table 2.1)
Customer Need
Range of quantity increases
Lead time decreases
Variety of products required
increases
Number of channels increases
Rate of innovation increases
Required service level increases
© 2004 Prentice-Hall, Inc.
Causes implied demand
uncertainty to increase because …
Wider range of quantity implies
greater variance in demand
Less time to react to orders
Demand per product becomes more
disaggregated
Total customer demand is now
disaggregated over more channels
New products tend to have more
uncertain demand
Firm now has to handle unusual
surges in demand
2-15
 Levels of Implied Demand
Uncertainty (Figure 2.2)
Detergent High Fashion
Long lead time steel Palm Pilot
Purely functional products Entirely new products

Customer Need
Price Responsiveness

Low High

Implied Demand Uncertainty

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 Correlation Between Implied Demand
Uncertainty and Other Attributes (Table 2.2)

Attribute Low Implied High Implied

Uncertainty Uncertainty
Product margin Low High

Avg. forecast error 10% 40%-100%

Avg. stockout rate 1%-2% 10%-40%

Avg. forced season- 0% 10%-25%

end markdown

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 Step 2: Understanding the
Supply Chain
 How does the firm best meet demand?
 Dimension describing the supply chain is supply chain
responsiveness
 Supply chain responsiveness -- ability to
– respond to wide ranges of quantities demanded
– meet short lead times
– handle a large variety of products
– build highly innovative products
– meet a very high service level

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 Step 2: Understanding the
Supply Chain
 There is a cost of achieving responsiveness
 Supply chain efficiency: cost of making and
delivering the product to the customer
 Increasing responsiveness results in higher costs that
lower efficiency
 Figure 2.3: cost-responsiveness efficient frontier
 Figure 2.4: supply chain responsiveness spectrum
 Second step to achieving strategic fit is to map the
supply chain on the responsiveness spectrum

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 Understanding the Supply Chain: Cost-
Responsiveness Efficient Frontier
Responsiveness

High

Low
Cost
High Low
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 Step 3: Achieving Strategic Fit
 Step is to ensure that what the supply chain does well
is consistent with target customer’s needs
 Fig. 2.5: Uncertainty/Responsiveness map
 Fig. 2.6: Zone of strategic fit
 Examples: Dell, Barilla

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 Achieving Strategic Fit Shown on the
Uncertainty/Responsiveness Map (Fig. 2.6)
Responsive
supply chain

Responsiveness e of it
n F
spectrum Zo egic
t
t ra
S

Efficient
supply chain

Certain Implied Uncertain

demand uncertainty demand
spectrum
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 Step 3: Achieving Strategic Fit
 All functions in the value chain must support the
competitive strategy to achieve strategic fit – Fig. 2.7
 Two extremes: Efficient supply chains (Barilla) and
responsive supply chains (Dell) – Table 2.3
 Two key points
– there is no right supply chain strategy independent of
competitive strategy
– there is a right supply chain strategy for a given competitive
strategy

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 Comparison of Efficient and
Responsive Supply Chains (Table 2.3)
Efficient
Primary goal Lowest cost
Product design strategy Min product cost
Pricing strategy Lower margins
Mfg strategy High utilization
Inventory strategy Minimize inventory
Lead time strategy Reduce but not at expense
of greater cost
Supplier selection strategy Cost and low quality
Transportation strategy Greater reliance on low cost
modes
Responsive
Quick response
Modularity to allow
postponement
Higher margins
Capacity flexibility
Buffer inventory
Aggressively reduce even if
costs are significant
Speed, flexibility, quality
Greater reliance on
responsive (fast) modes

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 Other Issues Affecting Strategic Fit
 Multiple products and customer segments
 Product life cycle
 Competitive changes over time

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 Multiple Products and
Customer Segments
 Firms sell different products to different customer
segments (with different implied demand uncertainty)
 The supply chain has to be able to balance efficiency
and responsiveness given its portfolio of products and
customer segments
 Two approaches:
– Different supply chains if the segments are large
enough
– Tailor supply chain to best meet the needs of each
product’s demand, i.e., share some links.
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 Product Life Cycle
 The demand characteristics of a product and the needs
of a customer segment change as a product goes
through its life cycle
 Supply chain strategy must evolve throughout the life
cycle
 Early: uncertain demand, high margins (time is
important), product availability is most important,
cost is secondary
 Late: predictable demand, lower margins, price is
important
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 Product Life Cycle
 Examples: pharmaceutical firms, Intel
 As the product goes through the life cycle, the supply
chain changes from one emphasizing responsiveness
to one emphasizing efficiency

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 Competitive Changes Over Time
 Competitive pressures can change over time
 More competitors may result in an increased emphasis
on variety at a reasonable price
 The Internet makes it easier to offer a wide variety of
products
 The supply chain must change to meet these changing
competitive conditions

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 Expanding Strategic Scope
 Scope of strategic fit
– The functions and stages within a supply chain that devise an
integrated stategy with a shared objective
– One extreme: each function at each stage develops its own strategy
– Other extreme: all functions in all stages devise a strategy jointly
 Five categories:
– Intracompany intraoperation scope
– Intracompany intrafunctional scope
– Intracompany interfunctional scope
– Intercompany interfunctional scope
– Flexible interfunctional scope

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 Strategic Scope
Suppliers Manufacturer Distributor Retailer Customer

Competitive
Strategy

Product Dev.
Strategy

Supply Chain
Strategy

Marketing
Strategy

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 Intracompany
Intraoperational Scope
 One operation within a functional area in a company
 Each operation within each stage of the supply chain
devises a strategy independently and attempts to
optimize its own performance independently
 Usually results in different operations having
conflicting objectives – does not maximize total
supply chain profits
 Figure 2.9

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 Strategic Scope:
Intracompany Intraoperation Scope
Suppliers Manufacturer Distributor Retailer Customer

Competitive
Strategy

Product Dev.
Strategy

Supply Chain
Strategy

Marketing
Strategy

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 Intracompany
Intrafunctional Scope
 Strategic fit is expanded to include all operations
within a function
 Attempt to maximize performance for the entire
function
 Figure 2.10

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 Strategic Scope:
Intracompany Intrafunctional Scope
Suppliers Manufacturer Distributor Retailer Customer

Competitive
Strategy

Product Dev.
Strategy

Supply Chain
Strategy

Marketing
Strategy

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 Intracompany
Interfunctional Scope
 All functional strategies within a company are
developed to support each other and the company’s
competitive strategy
 Strategic fit is expanded to include all functions in a
firm
 Goal is to maximize company profit
 Figure 2.11

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 Strategic Scope:
Intracompany Interfunctional Scope
Suppliers Manufacturer Distributor Retailer Customer

Competitive
Strategy

Product Dev.
Strategy

Supply Chain
Strategy

Marketing
Strategy

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 Intercompany
Interfunctional Scope
 The only positive cash flow for the supply chain
occurs when the customer pays for the product –
all other cash flows are resettling of accounts
within the chain and add to total supply chain cost
 Supply chain surplus
– Difference between what the customer pays and total
supply chain cost
– Total profit to be shared among all members of the
supply chain

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 Intercompany
Interfunctional Scope
 Increasing supply chain surplus increases the amount
to be shared
 All stages coordinate strategy across all functions to
ensure that they best meet the customer’s needs and
maximize supply chain surplus
 Also provides more speed by managing the interfaces
between supply chain stages
 Each company must evaluate its actions in the context
of the entire supply chain
 Figure 2.12
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 Strategic Scope:
Intercompany Interfunctional Scope
Suppliers Manufacturer Distributor Retailer Customer

Competitive
Strategy

Product Dev.
Strategy

Supply Chain
Strategy

Marketing
Strategy

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 Flexible Intercompany
Interfunctional Scope
 Ability to achieve strategic fit when partnering with
stages that change over time in the supply chain
 Customer needs and members of the supply chain
change over time
 A firm may have to partner with many different firms
over time

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 Summary of Learning Objectives
 Why is achieving strategic fit critical to a company’s
overall success?
 How does a company achieve strategic fit between its
supply chain strategy and its competitive strategy?
 What is the importance of expanding the scope of
strategic fit across the supply chain?

© 2004 Prentice-Hall, Inc. 2-42