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How 3-D Printing Could Disrupt Your Supply Chain

A quick search on Google Trends will reveal the meteoric rise in interest the world has in 3-D printing—and for good reason. 3-D printing is truly innovative with endless product design possibilities. While current media coverage tends to focus on the benefits of prototyping, we believe its greatest potential lies beyond this, in its capability to challenge many traditional supply chain constraints and open up new opportunities.

From a supply chain perspective the Big Picture question is whether 3-D printing has the potential to become a disruptive technology, or will it be just another incremental step in the supply chain evolution?

What is clear from the outset is that 3-D printing is not the solution to all manufacturing problems and consideration needs to be given to each company’s operating environment, manufacturing capability and product portfolio.

Since 3-D printing is still early in its evolution, we thought it worthwhile to explore some supply chain issues it could address and situations where investigation of its use may be appropriate.

Reduced Inventory via Reduced Lot Sizes

One of the more apparent ways that 3-D printing technology could be used to transform supply chains is by reducing manufacturing lot sizes, that is, by enabling smaller—even discrete—manufacturing runs. This could allow companies to reduce inventory holdings by being able to better match supply to demand. Naturally, this may not be an appropriate solution for all companies and all items. The sweet spot for this technology would appear to be where volumes are low and the level of manufacturing complexity is low to moderate—for example, where there are a variety of customized, low-volume finished products such as medical devices.

An initial assessment of demand could indicate the suitability for consideration of this technology. In weighing up the value of this approach, it would be worthwhile to weigh up the total inventory savings of smaller batch sizes, including lower working capital and obsolescence risk vs the costs of the 3-D printing capability. These could be significant.

Improved Responsiveness via Shorter Lead-times

Another way we may see 3-D printing change supply chains is by challenging the traditional view of the distribution network—specifically, by being used to decentralize manufacturing. As 3-D printers are able to provide the flexibility required to produce a higher variety of end products than traditional manufacturing lines with less overhead, by developing 3-D printing capability closer to customers, companies may be able to reduce reliance on traditional capital intensive manufacturing lines in centralized locations.

This has significant potential for countries or regions where increased responsiveness traditionally comes with a requirement to have a fully stocked DC in each major city. With 3-D printing, not only would the manufacturing lead-time be reduced, the distribution lead-time could also be reduced by situating operations close to customer demand—with the added benefit of transport savings.

One of the best examples of a company utilizing this technology is the Maersk shipping line. In 2014, Maersk began installing 3-D printers on their ships in order to print spare parts as required. By taking this initiative, Maersk has transformed the need for spare parts to be available at the nearest port and replaced it with rapid spare parts responsiveness that also helps to remove the risk of a disruption to service.

In exploring this option, consideration again needs to be given to demand volumes and unit costs. In particular, it is worth noting the 3-D printing process is currently significantly slower than traditional mass production. However, for companies with appropriate demand and product characteristics, this technology could be well worth pursuing.

It is also worth noting that this solution does not require companies to acquire 3-D printing capability themselves, as we are already seeing the appearance of companies like Amazon, Shapeways and more localized companies providing 3-D printing as a specialty service. We expect these services to grow and become more specialized over coming years as the commercial application becomes more widespread.

Improved Range Management via Customization

A decision trade-off often faced by many companies relates to managing the range of products on offer to customers while maintaining costs associated with holding more inventory. This is particularly troublesome for industries where they offer a long list of low-volume and potentially slower moving items, like customization and spare part providers.

For many companies, products like these are usually the first put forward for SKU rationalization, and rightly so. However, with 3-D printing, businesses could support a wider range of products, and therefore appeal to more customers, without the need to hold extra inventory. 3-D printing could enable manufacturing on-demand, effectively allowing companies to manage higher product ranges at a competitive cost level. Hasbro is a great example, as the company has integrated 3-D printing into its strategy, offering a wide range of co-customizable 3-D printed toys, allowing consumers to choose readily-available toy options, or further customize to their liking.

Evaluating Appropriateness

As most supply chain professionals understand, it is often simplistic to assume a single technology investment will solve all supply chain issues. In reality, identifying supply chain opportunities is a difficult task with many moving parts, and there is little change here. Given the investment required, as well as the imperative to not disrupt supply to customers, it is important that this technology is applied to the right situation. This requires an evaluation of the potential impact of this technology on a company’s supply chain strategy, planning and execution.

To help with this, the following chart offers an indication of where this technology may be most appropriate. Reflect on where your company or operating environment fits in the chart:

Industryweek Com Sites Industryweek com Files Uploads 2015 04 3 D Printing Chart

As you can see, we believe 3-D printing is ideally suited to low-volume, moderate valued products that require high customization on a short lead-time. If in assessing your company you have more than a couple of ticks, it could be well worth investigating the option of 3-D printing.

Many Possibilities

3-D printing lends itself to many possibilities for companies looking to transform how their supply chain operates. As the discussion above shows, it can be applied in different ways, to solve different business problems. Yet 3-D printing is not the golden bullet that will resolve all supply chain problems by revolutionizing the manufacturing landscape. In addition, it will not negate the need for traditional supply chain disciplines, such as demand planning or inventory management, while issues with energy usage and suitable materials also need to be addressed.

However, as 3-D printing evolves, it will become a more feasible option with greater possible applications. For this reason, should any of the above issues sound familiar, it is well worth keeping the option of 3-D printing on the table and consider how it could change how you tackle supply chain improvements.

Adam Kidd is a senior consultant with GRA, a consulting firm specializing in supply chain strategy, planning and execution. He has over 10 years of experience in supply chain planning, inventory optimization, and sales & operations planning, with a particular focus on consumer goods, pharmaceutical and manufacturing organizations. Jamie Sciacchitano is a supply chain consultant with GRA. He has a strong background in manufacturing improvement, learning facilitation and supply chain challenges present in consumer goods. He has experience in training and implementing Lean principles and supply chain excellence programs at all work levels, as well as deciphering business problems and tailoring specific manufacturing solutions.

Pricing Strategy
Dreamstime

In a Crisis, Cost-Plus Pricing Is No Longer Simple Math

With the current collapse of demand and supply in many industries, it is inevitable to anticipate cost reductions for many manufacturers. It is always the silver lining of an economic crisis. However, with the good news also comes the challenge of managing cost reductions and price changes, especially when customers have access to the same cost information along the value and supply chain.

In a very chaotic world, cost-plus pricing is straightforward. Costing, however, can be rather complex. So it makes managing dynamic cost-plus pricing for manufacturing companies very tricky.

Cost transparency in general is never good news when things go south. If your main pricing orientation, meaning the primary way you set your prices, is cost-based or cost-plus, you should consider the following points:

1. Your costs are going down. Are your prices going down? That is the evil about cost-plus. You have educated your customers on your cost-plus pricing method, especially when costs go up. When they go down, are you passing savings to your customers as a straight pass-through? If your costs go down by 20, 30 or 40%, how far down do you adjust your prices?

2. Your costs are based on standards. Are your cost-plus prices wrong? If you run your financial models using standard costs based on cost estimations that are outdated due to cost decreases, then your prices are wrong. You have two choices: 1) move to actual costing for a while and uploading information in your IT systems with new cost information; or 2) spend hours calculating variances every day, week or month and adjust pricing accordingly. During times of cost volatility, doing cost-plus pricing is tough. It is hard to know what your true margins are in a dynamic way and to also really adjust prices to reflect cost savings pass-through.

3. Your costs are wrong: In large companies, different costing systems are used, and cost allocation mechanisms are not unified. In other companies, there is a lack of costing discipline and precision. It is at time due to the lack of expertise or the lack of resources to reach cost excellence. Bottom line, if your costs are wrong, your prices are wrong, and you are giving away margins.

4. You costs are not clear nor complete. Do you have the right accounting systems to price dynamically? Are you costing large and complex projects accurately? Costs going down is one thing. Costs changing dynamically and moving in different directions requires the proper cost accounting systems that can handle this level of cost dynamism. Add to this potential intercompany pricing and formula-based pricing contracts, and you have chaos on your hands if you do pricing manually in Excel. Cost accounting software can take you halfway, if matched with the proper dynamic pricing software.

5. Your real material costs change every hour. Are you ready to reprice every hour? Some manufacturing companies update their price lists once a quarter at best. Most of them do that once or twice per year. When costs of commodities change every hour or every day, you might need to separate what is material cost versus what is processing and added-value activities. The result is dynamic pricing fluctuating with raw material cost, combined with value-based pricing for your higher value activities. Without factoring this in, you are giving away the farm.

6. Your sales force might know your costs. Are they communicating too much information? You often hear the expression “OK, I give it to you at cost”. This is a trap that most buyers want you to fall into. They want more information on your cost so that they can predict your cost-plus pricing and request the proper discounts. Are you sellers trained not to discuss cost in front of customers?

7. Your formula-based pricing is driving your pricing down. Formula-based pricing is a particularly good cost-based method to avoid discussing pricing all the time. Once loaded in the proper ERP system, it applies pricing changes based on cost changes. Of course, you can make serious mistakes in your contracts when you define the formula. Are you including floor and ceilings? What happened if prices turn negative as we recently saw with oil prices? Have you thought of force majeure and exit clauses? Now is the time to revisit all of your contracts using formula-based pricing and make sure they include all the above.

8. Your offers now include software and data. Most manufacturing companies are good at costing products and parts. They are not always exceptionally good at costing what is more intangible and dematerialized. That includes data, software, apps, and some services. Applying cost-plus to what might be extremely low cost for the manufacturer but high value to the customer is giving away great value for nothing. My experience here is that these costs are folded in the product costs, and these items are given away for free. If an app costs $1,000 to produce and generates $10,000 of average customer value, how do you price? Cost-plus pricing might lead to a price at $1,400 to $1,600. Value-based pricing would price it at $5,000 (50/50 rule).

The current crisis is a good opportunity to think about how pricing is managed in your firm and to start improving on your pricing discipline. I am not saying that it is the right time to deploy value-based pricing today when you have done cost-plus pricing for the past decade or more. I am saying it is the right time to think about these points and consider moving from chaotic and manual cost-plus pricing, to a more data-driven and dynamic cost-plus pricing system.

Eventually, having discussions about the value of services, software, and very differentiated offerings is going to be a good idea. Right now, when you are in a firefight, start paying attention to your cost and adapt your pricing quickly. Change the business rules and put safeguards in place. Be bold—join the pricing revolution.

Stephan M. Liozu, Ph.D., is chief value officer at Thales Group, research fellow at Case Western Reserve University, and founder of Value Innoruption Advisors, a consulting boutique specializing in value-based pricing, digital pricing, and industrial pricing. Stephan wrote nine pricing books and is a frequent keynote speaker at industrial and digital conferences.