Supply Chain Metrics That Matter

Supply Chain Matters
Understanding the Link between Supply
Chain and Corporate Performance
Webinar: August 30, 2013

Supply Chain Insights LLC Copyright © 2013, p. 2#sciwebinar
Presenters
Lora Cecere
Founder and CEO,
Supply Chain Insights
Philippe Lambotte
SVP Supply Chain
Merck

Supply Chain Insights is focused on delivering
independent, actionable and objective
advice for supply chain leaders. A company
dedicated to research, turn to us when you
want the latest insights on supply chain
trends, technologies to know and metrics that
matter.
About Us

This is the new bible for all supply chain
executives. It provides an insider’s
perspective that will prove incredibly valuable
to even the most grizzled supply chain
veteran. This is the next must-have business
book.
--Bruce Richardson, Chief Enterprise Strategist,
Salesforce.com
Today, the worlds of social business and
supply chain management have many
degrees of separation. I enjoyed working with
Lora to understand what the future
transformation of digital marketing to digital
business could look like.
--Jeremiah Owyang, Research Director, Altimeter
Second Printing of Bricks Matter:
16 Five-Star Reviews on Amazon
The book can be ordered from Amazon.com in hardcopy or digital format

2014 Publication
A Review of Progress of
Industries on the Supply
Chain Effective Frontier and
the Supply Chain Index

18 Reports in 2012

19 Reports So Far for 2013

Need for Strategy
Supply chain strategy
Business Strategy
What are the right things to do to increase company value?
Value-network Supply Chain Strategy
What are the right ways to support the business strategy?
What are the right trade-offs between value drivers for each value network?
Right product
platforms
Design the
supply
response
Build
organizational
systems and
manage talent
Align supply
relationships
Align demand
relationships
Effective Supply
Networks
Execution of buy-
side strategies
Continuous
Improvement
Capabilities Required
Supply Chain
Network Design
Design Networks
Innovation
Methodologies
Demand Networks
Joint Value Creation
Strategies
Business Process
How do I do the right things right?
Source: Supply Chain Insights, LLC

Metrics That Matter

Industry Averages

What Is Best in Class?
 Perform better than peer group
 Improve year-over-year results
 Align internally on metrics
 Deliver against the business strategy
 Demonstrate consistency in results
 Use innovation in supply chain processes
 Balance. Be leaders in managing trade-offs

The Supply Chain Effective Frontier

Definitions
• Supply Chain Index: A formulaic representation
of supply chain financial ratios correlated to stock
market capitalization valuation.
• Supply Chain Effective Frontier: The balance of
growth, profitability, cycle and complexity metrics
to deliver the supply chain strategy. It may or may
not maximize the company’s market valuation.
• Supply Chain Excellence: The behavior of
companies working to maximize value through the
setting of targets for supply chain financial ratios
and aligning metrics that matter (tied to value
chain strategy).

Connecting Supply Chain Financial Ratios
to Corporate Performance
Financial Metrics
Growth Profitability Cycle Complexity
Common Shares Cash Cash-to-Cash Cycle Altman Z
Employee Growth Cash Change in Period Days of Finished Goods Capital Turnover
Employees Cash on Hand Days of Inventory Current Ratio
Market Capitalization Cash Ratio TTM Days of Payables Outstanding Quick Ratio
R&D Margin Cash Ratio Quarter Days of Raw Materials Return on Assets
R&D Ratio Cash Ratio Year Days of Sales Outstanding Return on Equity
R&D to COGS Ratio Cost of Goods Sold Days of Work in Progress Return on Invested Capital
Revenue EBITDA DPO/DSO Return on Net Assets
Revenue Growth Free Cash Flow Ratio Finished Goods Inventory Revenue per Employee
Revenue Growth TTM Gross Margin Inventory Working Capital Ratio
Revenue TTM Gross Profit Inventory Turns
SG&A Margin Net Profit Margin Receivables Turns
SG&A Ratio Operating Cash Flow Ratio Raw Materials Inventory
SG&A to COGS Ratio Operating Margin Work in Progress Inventory
OPEX Ratio
Pretax Margin
Source: Supply Chain Insights LLC
Selected Ratios

Introducing the
Supply Chain Index
A formulaic representation of
how companies are trading off
growth, profitability, cycle and
complexity performance on
selected supply chain financial
metrics against market
valuation.

A Look at History:
Progress in Productivity in Manufacturing

A Look at History:
Progress in Productivity in Retail

Beverage

Cereal

Consumer Products

Consumer Products:
A Different Strategy

Bristol-Myers Squibb and Merck

Corporate Summary

Metrics Included for Comparison

Cash-to-Cash Cycle vs. Inventory Turns
(2000-2012)

Inventory Turns vs. Revenue
per Employee (2002-2012)

Inventory Turns vs. Operating Margin
(2000-2012)

Average Performance
Source: Supply Chain Insights LLC, Corporate Annual Reports 2000-2012

Kraft Foods Inc. & Nestlé S.A.

Corporate Summary

Metrics Included for Comparison

Cash-to-Cash Cycle vs. Inventory Turns
(2000-2011)

Inventory Turns vs. Revenue
per Employee (2000-2012)

Inventory Turns vs. Operating Margin
(2000-2012)

Average Performance

Summary
• Supply chain matters.
• Have self-awareness. Keep a long-term
perspective. Eliminate the white noise.
• Understand the potential. Drive
leadership in making trade-offs.

Join Us!
www.supplychaininsightsglobalsummit.com
#sciwebinar

Upcoming Corporate Training
Chicago, Illinois and Atlanta, Georgia
www.supplychaininsights.com/training
#sciwebinar
November 11-12, 2013
Chicago Illinois USA
January 16-17, 2014
Atlanta, Georgia USA

PAST WEBINARS: ON DEMAND
• From August 2013 Supply Chain Talent, The
Missing Link
• From July 2013: What is the Role of the Store
• From June 2013: Big Insights From Big Data
Our Webinar Series
www.supplychaininsights.com/upcoming-webinars
UPCOMING WEBINARS
• September 26, 2013 Post Global Summit Recap:
Hear from Guest Panelists
• October 10, 2013 Metrics That Matter
• November 14, 2013 Healthcare Value Chain

Get Custom Financial Benchmarking
www.supplychaininsights.com/custom-benchmarking

Who Is Lora?
• Founder of Supply Chain Insights
• Partner at Altimeter Group (leader in open
research)
• 7 years of Management Experience leading
Analyst Teams at Gartner and AMR Research
• 8 years Experience in Marketing and Selling
Supply Chain Software at Descartes Systems
Group and Manugistics (now JDA)
• 15 Years Leading teams in Manufacturing and
Distribution operations for Clorox, Kraft/General
Foods, Nestle/Dreyers Grand Ice Cream and
Procter & Gamble.
#sciwebinar

Where Do You Find Lora?
Contact Information:
lora.cecere@supplychaininsights.com
Blog: www.supplychainshaman.com
(4000 pageviews/month)
Twitter: lcecere 3850 followers. Rated as a top
rated supply chain social network user.
LinkedIn: linkedin.com/pub/lora-
cecere/0/196/573 (3750 in the network)
#sciwebinar

Supply Chain Metrics That Matter

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