Why procurement needs an overhaul in Asia-Pacific

Why procurement needs an overhaul in Asia-Pacific

Scratch an industry leader and you’ll find an iron-clad procurement operation. What companies such as Apple and Walmart have learned on the way to the top of their industries is that procurement leaders are cost leaders with a clear edge over rivals. Cost leaders can out-invest in innovation, capture share through price flexibility and quickly capitalise on new opportunities, all the while retaining margins.

But in recent Bain & Co interviews with 60 business heads and chief procurement officers throughout Asia-Pacific, we found no company executives who would describe their capabilities as world class. Compare that with an earlier survey of North American executives: the 15% of respondents who felt their companies had world-class procurement also were those with the industry-leading costs.

Procurement represents the lion’s share — as much as 80% — of overall costs in some industries such as automobiles, textiles and electronics. Yet the vast majority of executives readily admit their companies rely on procurement capabilities that are no better than those of their competitors or are worse.

In this two-part series, we will look at why it’s so critical that companies sourcing in Asia-Pacific develop winning procurement capabilities, where executives feel they’re falling short and how companies can improve with dramatic results. The best companies can achieve a 2% gain in margins by bolstering their procurement operations.

Nowhere is the pressure to improve procurement as intense as in Asia-Pacific, both for domestic companies and multinationals that rely on the region as an important source of goods and services. The pursuit of world-class procurement is as critical in developing countries as it is in the region’s developed countries.

Companies operating in China, India and other emerging economies face the pressing need to impose efficiency on their fast-growing operations. Also, in these countries, revenues are growing rapidly, but input costs are growing even faster —and eating into margins. Another issue, revealed by our study, is even more vexing for some Asia-Pacific executives than rising input prices: volatility.

For their part, companies in developed markets, like Australia and Japan, must accommodate rising and volatile input costs as they deal with slow-growing economies. As top-line growth falls off, they need to find ways to shore up profits.

To address all of these ills, companies throughout the region have dutifully set aggressive targets for reducing input costs— but always in a short period of time. Trouble is, despite their best intentions, too many executives tell us they are simply ill-prepared to meet their goals. For example, more than half of Asia-Pacific CEOs feel their supply base is underdeveloped, and only 40% are satisfied with their procurement talent.

But even companies that are woefully behind can quickly build capabilities to manage procurement, with processes and systems that match the maturity of global leaders’. There’s a clear view of what great looks like. Instead of simply being content to eliminate any waste, tighten all processes and provide every improvement in spending control and visibility, companies can go much further, adopting the practices of what we refer to as "4th-generation" procurement — using the procurement function as a way to add value to the business year after year, shoring up the bottom line by keeping costs from mounting.

We’ve found that companies following this approach can make procurement savings stick. After initial cost savings in the 8% to 12% range, the best players typically deliver 3% to 4% cost reductions per year.

What's going wrong in Asia-Pacific? While many interviewed executives report their capabilities are fair or even good, none feel they are great. Our study found that procurement teams in Asia-Pacific often lack organisational support and prominence, tend to focus on short-term activities, rely on inadequate demand management processes and struggle with underdeveloped supply bases and insufficient core procurement processes, such as category management. They lack systematic supplier management processes, reliable data systems and strong procurement talent.

Still, our interviews helped us identify those procurement organisations that stand out. A 5% cost performance gap and contribution to revenues is what sets apart good from great procurement organisations in leading companies across the region when compared with their industry peers.

Executives were candid in their self-assessments. Fully 66% told us that procurement simply doesn’t get the prominence it needs across systems, processes and people to deliver results. For example, companies are stymied by limited programmes for grooming and managing procurement talent.

The executives in our study also told us their supply bases are underdeveloped. More than half the chief executives we interviewed are concerned about the availability of good suppliers. And less than half have visibility into supplier costs.

Another area for improvement: effectively capturing data and market intelligence. The quality of data in the region’s emerging markets, in particular, is insufficient. In our experience, companies make quick fixes with new systems, but often fail to go the full distance with improvements that allow them to analyse spending data consistently and reliably. And when companies set out to boost the quality of their data, they often make a fundamental oversight: decisions on how to improve data often aren’t led by the business.

Knowing where they stand is the first step on the journey towards 4th-generation procurement, using procurement to add value year after year and shoring up the bottom line by keeping costs from mounting.

This is the first of a two-part series. Next: What does fourth-generation procurement look like?


Sharad Apte is a Bain & Co partner and head of the firm’s Bangkok office. Francesco Cigala is a Bain partner based in Kuala Lumpur and leader of the firm’s performance improvement practice in Southeast Asia. Gerry Mattios is a Bain principal based in Beijing and member of the firm’s performance improvement practice.

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