infoTECH Feature

March 06, 2012

Procurement - An Under-managed Treasure Chest

By TMCnet Special Guest
William Gindlesperger, Chairman and Chief Executive Officer, e-LYNXX Corporation

The cost of procured goods and services represents between 25 percent and 60 percent of a company’s total operating expenses. That is true for nearly all businesses, according to Bain & Company’s survey of executives in a broad range of industries.

As stated in Bain & Company’s January 2012 “A Fresh Look at Procurement” Report on its survey findings, the evidence is clear that procurement is an area that is ripe for improvement. “We recently surveyed executives about their experience with past procurement management initiatives. While most reported annual gains in their efforts to save, 72 percent of the respondents believe that they could do substantially better. Interestingly, this belief was held as frequently by the heads of procurement as it was by CEOs and CFOs,” stated the report’s authors.

Most organizations under-manage procurement, and I agree with the authors that procurement is a corporate treasure chest of found funds. Unlocking those funds requires three commitments. First, C-level officers have to accept the fact that traditional procurement methods are antiquated and will not lead to greater procurement savings. Second, organizational leadership and procurement staff must come together to adopt new, corporate-wide approaches to achieving procurement savings. And third, an organization that wants procurement savings must be willing to embrace new procurement technology.

One such technology that is garnering an average of 42 percent in savings for procured goods and services for its licensees is automated vendor selection (AVS (News - Alert)) technology. AVS is a 180 degree change from traditional procurement. The main differences are:

            (1) The buyer is in control, not the vendor or a third-party broker.

(2) The buyer knows that regardless of pricing any of its own objectively qualified vendors will deliver a quality product on time. 

(3) Vendors are carefully prequalified by the buyer and entered into a computer database along with details about each vendor’s capabilities. 

(4) Detailed job specifications are entered into the computer, which are then used to match against vendor capabilities.

            (5) Only vendors qualified to do the job are invited to bid on the work. 

            (6) All vendors remain in the system to be considered for other jobs.

            (7) A competitive bidding environment is established in which vendors know low bid typically wins. 

(8) Most often vendors submit deep discount bids by scheduling the work to fill otherwise unused production time.

Two distinct advantages of this procedure over other procurement methods are:

            (1) The buyer’s vendor options are increased significantly.

(2) A fair bidding structure eliminates awarding jobs to the same few vendors job after job without huge pricing discounts.  

As a matter of fact, AVS broadens most buyer databases from a handful of vendors to national and world class resources – all willing to compete and offer discount pricing of 25 percent to 50 percent.  Further strengthening this new approach is a secure web-based communications and workflow system that streamlines communications among all buyer and vendor stakeholders (no more e-mails), documents and archives every detail from planning through production, establishes full accountability for all involved and provides 100 percent transparency.  Quality controls also are enhanced. 

Traditional procurement methods, such as negotiated pricing and reverse auctions, cannot unlock the procurement treasure chest that the Bain study identifies. You have to use the right key to unlock those untapped margins – savings that could add one percent or more of gross revenues to your bottom line.  New procurement technology is the answer for any organization faced with ever increasing cost pressures and pricing volatility. 

About the Author                                                                                                                                                  

William Gindlesperger is a nationally recognized entrepreneur, inventor, author and consultant. He founded ABC Advisors and its successor, e-LYNXX Corporation, in 1975. Profit, non-profit and government organizations alike have benefited from his strategic insight and innovation that result in measured and substantial cost reduction.

Mr. Gindlesperger’s sound advice and counsel have yielded results for those with fiduciary responsibility and the authority to take action to reduce costs. He has directed major initiatives in both the private and public sectors. He has testified before the U. S. Senate Committee on Rules and Administration regarding government print and procurement policy. He has worked directly with numerous Congressional and Senatorial members and staff and has advised Congress on the development, operations and future of government procurement.

He has been a lead fund raiser for senatorial, congressional and gubernatorial elected officials. He was a founder and chairman of Printing Industries of America's (PIA) PrintPAC (political action committee) and has been recognized for his contributions to PIA and services to the printing industry. He was inducted into PIA's Ben Franklin Honor Society of print industry leaders in 2009 for his lifetime contributions to the print industry. Supply & Demand Chain Executive honored Mr. Gindlesperger by including him in its 2010, 2011 and 2012 listing of the most influential leaders in the supply and procurement profession in North America.

Mr. Gindlesperger invented the Automated Vendor Selection (AVS) Technology® -- the technology that is integral to e-commerce and optimizes cost reduction in the procurement of all customized and specification-defined goods and services. He has been granted a series of Automated Vendor Selection patents, including Patent No. 6,397,197, Patent No. 7,451,106, and post-Bilski Patent No. 7,788,143 (collectively, the “AVS TechnologyTM”). 

Under Mr. Gindlesperger’s leadership, e-LYNXX has grown into the leading print management and procurement licensing firm in North America. e-LYNXX has been exclusively endorsed by Printing Industries of America (PIA) and has been named one of the top 100 procurement firms in North America by Supply & Demand Chain Executive magazine. 

His firm handles more than 200 on-going consulting assignments at any given time. Among its contracts is one with Educational & Institutional Cooperative Purchasing to assist colleges, universities and other institutions nationwide with procurement and spend management.

A native of Chambersburg, Pa., Mr. Gindlesperger is a graduate of Dickinson College in Carlisle, Pennsylvania.




Edited by Rich Steeves
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