{"id":1042,"date":"2021-12-16T06:46:42","date_gmt":"2021-12-16T05:46:42","guid":{"rendered":"https:\/\/pranckh.com\/2021\/12\/16\/business-development-meeting-year-over-year-purchase-cost-reductions-goals-of-a-us-fortune-company\/"},"modified":"2021-12-16T07:22:22","modified_gmt":"2021-12-16T06:22:22","slug":"business-development-meeting-year-over-year-purchase-cost-reductions-goals-of-a-us-fortune-company","status":"publish","type":"post","link":"https:\/\/pranckh.com\/en\/2021\/12\/16\/business-development-meeting-year-over-year-purchase-cost-reductions-goals-of-a-us-fortune-company\/","title":{"rendered":"Business Development &#8212; Meeting year-over-year purchase cost reductions goals of a US Fortune Company"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1042\" class=\"elementor elementor-1042 elementor-297\" data-elementor-settings=\"[]\">\n\t\t\t\t\t\t\t<div class=\"elementor-section-wrap\">\n\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2a6e8ba elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2a6e8ba\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-dc5f808\" data-id=\"dc5f808\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a8e044b elementor-widget elementor-widget-theme-post-featured-image elementor-widget-image\" data-id=\"a8e044b\" data-element_type=\"widget\" data-widget_type=\"theme-post-featured-image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img width=\"800\" height=\"400\" src=\"https:\/\/pranckh.com\/wp-content\/uploads\/2021\/12\/Ferdinand-R-Pranckh-interim-manager-projekt-04.jpg\" class=\"attachment-large size-large\" alt=\"\" loading=\"lazy\" srcset=\"https:\/\/pranckh.com\/wp-content\/uploads\/2021\/12\/Ferdinand-R-Pranckh-interim-manager-projekt-04.jpg 800w, https:\/\/pranckh.com\/wp-content\/uploads\/2021\/12\/Ferdinand-R-Pranckh-interim-manager-projekt-04-300x150.jpg 300w, https:\/\/pranckh.com\/wp-content\/uploads\/2021\/12\/Ferdinand-R-Pranckh-interim-manager-projekt-04-768x384.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-14eae6c elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"14eae6c\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Business Development &#8212; Meeting year-over-year purchase cost reductions goals of a US Fortune Company<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-ab9949c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ab9949c\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-08bfbfd\" data-id=\"08bfbfd\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c560f4c elementor-widget elementor-widget-text-editor\" data-id=\"c560f4c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.5.1 - 20-12-2021 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><strong>Company:<\/strong><br \/>CLOPAY EUROPE<br \/>Aschersleben\/ Frankfurt, Germany<\/p>\n<p><strong>Information:<\/strong><br \/>extruded and printed films for hygiene products and protective apparel; subsidiary of Clopay Plastic, Griffon Corp., NYSE: GFF<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-acfd5cc\" data-id=\"acfd5cc\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9709aff elementor-widget elementor-widget-text-editor\" data-id=\"9709aff\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Period:<\/strong><br \/>2013 \u2013 February 2018<\/p>\n<p><strong>Role:<\/strong><\/p>\n<ul>\n<li>Vice President<\/li>\n<li>General Manager<\/li>\n<\/ul>\n<p><strong>Responsibility:<\/strong><br \/>Recruited to manage $150M business, 550 workforce, 2 German sites, and sales across EMEA<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-7e733e0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7e733e0\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-d774bf5\" data-id=\"d774bf5\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3f9ca52 elementor-widget elementor-widget-text-editor\" data-id=\"3f9ca52\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Situation:<\/strong><\/p>\n<ul>\n<li>The relationship with the major customer, 70% of sales, was stressed to the point of losing business.<\/li>\n<li>The customer\u2019s purchasing organization had the target to deliver year-over-year purchasing cost savings of 5%.<\/li>\n<li>The task was to stabilize customer relationships and maintain volume with the customer.<\/li>\n<li>The goal was to improve profitability<\/li>\n<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-3ef7177 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3ef7177\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-d3aff6b\" data-id=\"d3aff6b\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-77f2633 elementor-widget elementor-widget-text-editor\" data-id=\"77f2633\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Challenge:<\/strong><\/p>\n<ul>\n<li>Meeting the customer\u2019s cost reduction target by price reduction would have been detrimental.<\/li>\n<li>Explore out-of-the-box ways to help the customer\u2019s purchasing organization to meet their target and retain the volume and profitability with the customer.<\/li>\n<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-4795c08 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4795c08\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-fd58699\" data-id=\"fd58699\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d5e278d elementor-widget elementor-widget-text-editor\" data-id=\"d5e278d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Execution:<\/strong><\/p>\n<ul>\n<li>I interacted with the customer\u2019s purchasing organization to understand their target \u2013 it turns out the target was overall cost of ownership savings and not just sales price reductions.<\/li>\n<li>With this information I convinced the customer\u2019s organization to analyze jointly and collaboratively the overall cost picture within the customer\u2019s and our business, i.e., the joint value stream.<\/li>\n<li>Getting buy-in from the customer\u2019s organization and Corporate management to talk openly was a major milestone.<\/li>\n<li>Together with internal lean experts I lead sessions with representatives of the customer \u2013 managers from several site, the purchasing organization, the lean organization \u2013 and our team to map the joint value stream.<\/li>\n<li>We uncovered opportunities in logistics costs and inventory at the customer\u2019s and our sites.<\/li>\n<li>Joint projects were set-up and executed to monetize these opportunities.<\/li>\n<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-6d97a70 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6d97a70\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-7c1da85\" data-id=\"7c1da85\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f9d19bd elementor-widget elementor-widget-text-editor\" data-id=\"f9d19bd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Result:<\/strong><\/p>\n<ul>\n<li>The savings of the value stream mapping and minor product cost-out projects added up to meet the target of the customers purchasing organization.<\/li>\n<li>Based on the success of the collaborative work a first of its kind three year 300 mio $ purchasing contract with joint commitments on volumes and pricing was worked out, signed, and executed on.<\/li>\n<li>Customer intimacy was at a top level.<\/li>\n<li>In addition to the volume commitments, we lleveraged Lean and increased productivity, beating EBITDA target by 29% within two years<\/li>\n<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-98dbd52 elementor-widget elementor-widget-heading\" data-id=\"98dbd52\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.5.1 - 20-12-2021 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Social Media:<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2e23a97 uael-share-buttons--view-icon-text uael-stylex-inline elementor-grid-0 elementor-widget elementor-widget-uael-social-share\" data-id=\"2e23a97\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;0&quot;}\" data-widget_type=\"uael-social-share.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\r\n\t\t<div class=\"uael-style-inline uael-container uael-floating-align-\" data-pin_data_url=\"\" data-share_url_type=\"current_page\" data-share_url=\"\">\r\n\t\t\t<div class=\"elementor-grid uael-floating-align-\">\r\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<a  class=\"uael-share-btn-twitter\">\r\n\t\t\t\t\t\t\t<div class=\"uael-share-btn elementor-animation- uaelbtn-shape-square uaelbtn--skin-gradient\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__icon\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-screen-only\">Share on twitter<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"uael-share-btn__text\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__title\">Twitter<\/span>\r\n\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t<\/a>\r\n\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<a  class=\"uael-share-btn-linkedin\">\r\n\t\t\t\t\t\t\t<div class=\"uael-share-btn elementor-animation- uaelbtn-shape-square uaelbtn--skin-gradient\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__icon\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-screen-only\">Share on linkedin<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"uael-share-btn__text\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__title\">Linkedin<\/span>\r\n\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t<\/a>\r\n\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<a  class=\"uael-share-btn-xing\">\r\n\t\t\t\t\t\t\t<div class=\"uael-share-btn elementor-animation- uaelbtn-shape-square uaelbtn--skin-gradient\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__icon\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<i class=\"fab fa-xing\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-screen-only\">Share on xing<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"uael-share-btn__text\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__title\">Xing<\/span>\r\n\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t<\/a>\r\n\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<a  class=\"uael-share-btn-email\">\r\n\t\t\t\t\t\t\t<div class=\"uael-share-btn elementor-animation- uaelbtn-shape-square uaelbtn--skin-gradient\">\r\n\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__icon\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<i class=\"fas fa-envelope\" aria-hidden=\"true\"><\/i>\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-screen-only\">Share on email<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t<\/span>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"uael-share-btn__text\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"uael-share-btn__title\">Email<\/span>\r\n\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t<\/a>\r\n\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t\t\t<\/div>\r\n\t\t<\/div>\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>CLOPAY EUROPE <\/p>\n<p>Aschersleben\/Frankfurt, Germany <\/p>\n","protected":false},"author":1,"featured_media":893,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":""},"categories":[7],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Business Development - Meeting year-over-year purchase cost reductions goals of a US Fortune Company - Dr. Ferdinand R. 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