Autor: Max von Bredow

The increasing globalization gives western companies great new opportunities. Especially China gained increasing importance as a sourcing market in the last years. Despite these opportunities, a retreat of many companies from China could be witnessed recently. Among other factors, this is due to the fact that western companies cannot exert enough influence on the performance and price of their suppliers. This article presents tools and processes to successfully face this challenge and improve the own position of power as a customer.

The increasing competitive pressure leads to a reduction of the depth of value creation and therefore to a rising importance of suppliers. Additionally, globalization is the cause for a tighter international network in production. Asymmetries in interests can obstruct a cooperation between companies and may endanger the commercial success. The article describes asymmetries in interests in the cooperation with local as well as Chinese suppliers.

Most enterprises have identified the need for flexibility, but the selection of the right degree of flexibility is a complex task. Sophisticated methods, which consider uncertainties in the valuation model, are time consuming and require a supporting software tool. The existing ones are applicable for very specific planning tasks only. In this paper, a methodology to support the valuation of manufacturing flexibility and PLANTCALC™, a supporting software tool, are presented. Both have been developed in a joint research project of the Institute for Machine Tools and Industrial Management and the Siemens AG.