The Top 10 Myths About Selecting a Contract Manufacturing Partner
With so much of today s electronics manufacturing outsourced, my team at Riverwood Solutions ends up spending a lot of time inside various contract manufacturing facilities. Sitting on a plane today heading to yet another contract manufacturing (CM) visit, I started tallying the number of CM factories, and the number of different countries my team has been in over the past year visiting CMs. I was able to quickly rattle off CM factories in 24 different countries on 5 continents that were visited by just the consulting arm of Riverwood Solutions in the past 12 months.
There are a number of different reasons why we spend so much time in outsourced manufacturing facilities. The one that I want to discuss here is the process of selecting an outsourcing partner or contract manufacturer. For an OEM that makes its living selling a physical product, the selection of a contract manufacturer to build that product is a weighty decision. Yet there are so many misconceptions and misplaced notions about what is really important in the selection criteria. The following is a list of some of the most common myths and misconceptions we see held by OEMs about selecting the right contract manufacturer.
10) If I select the right contract manufacturing partner everything will be perfect. Contract manufacturing is a difficult, competitive, low-margin business and it is one that needs to be actively managed. OEMs that get the best results, and that express the highest level of satisfaction with their CMs, are ones that structure their own operations organization to effectively manage outsourced manufacturing.
9) I just need to find the lowest quote price. For many products and markets, the X-works per unit manufactured quote price captures just 70% to 80% of the total supply chain cost. I ve seen many instances where going with a per unit quote price that was 2 points lower ended up costing an extra 5 points in other less visible costs both internal and external. Additionally, many CMs have well-developed and institutionalized business processes for identifying and capturing additional costs that were not included in the quote that are then passed on to the OEM in the form of various fees and charges.
8) My board will be impressed if I sign on with a Tier 1 manufacturing service provider. The general convention of grouping CM s into various tiers, generally from one to four, was developed by the financial markets in order to help explain differences in valuation multiples across the industry. If we substitute the words great big for the words tier 1 in the original quote above, the statement tends to sound a bit more consistent with how silly it really is. The only time an OEM truly needs a great big CM is when they have a great big piece of business to place. In most cases we advocate finding the right size fit, in addition to understanding the fit across other dimensions including technology, geography, management style/culture, end market experience and, of course, business model.
7) I don t want to be at a CM that is building for my competitor. Why not? Is it because of the proprietary nature of the manufacturing processes that you are outsourcing to the lowest bidder? Occasionally the view espoused in this quote is correct, but in general it is misplaced and more times than not exactly incorrect. OEMs should find the most broadly capable and compatible CMs for their specific business and often times this means building with the same company as one of your competitors which is just not the same as running your product down the same line using the same support staff.
6) I need a partner that is willing to invest in my business. I m sure I ll get a few emails on this one. In my experience, the statement above generally implies that the OEM is looking for someone to lose money building products for them. Rarely is there an actual advantage to having a key supplier lose money on your account and if you revisit item number 9 above, the fact of the matter is that they rarely do. Expecting a CM with a 6% ROA and a 12% WACC to invest in your business is a bit like asking Bernie to manage your accounts.