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Firms must provide the qualifiers to get into or stay in a market. To provide qualifiers, they need only to be as good as their competitors. 8rDL  b ORDER-WINNERS   An order winner is a characteristic that will win the bid or customer's purchase. To provide order winners, firms must be better than their competitors. &TI  c%THE ORDER-WINNER AND QUALIFIER MATRIX &  eCHARACTERISTICS OF SUPPLY   TTHE FIVE COMPETITIVE OBJECTIVES   dMANUFACTURING REQUIREMETNS   /gI  0` Ot{h______` M <ff33̙3` +ffO=ff̙H7` fff3f̙` Tff33ff` 0Ky{kOz` )R{f` GiIfff̙fR` ̙|̙3f` 3ff~>?" dd@'?lFd@  nK'o`P( n?" dd@   @@``PT     o (`0p>> ld(((  ZB  c $D"`   6 "M }  X Click to edit Master title style!!  (  0 "; `  RClick to edit Master text styles Second level Third level Fourth level Fifth level!    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S  4 6 9 `P   T*   4 6 `   V*  H 4 0޽h ? ̙3380___PPT10.{pɥh H(  H H 0\ P    R*    H 0     T*    H 6  _P   R*    H 6T _   T*   H H 0޽h ? 3380___PPT10.jh$ 0 $(  r  S &Wf  r  S w(  H  0޽h ? 3ff~80___PPT10. .  0 *(  r  S L( M }   x  c $P  `   H  0޽h ? 3ff~___PPT10i.0+D=' = @B +$  0 P$(  r  S  H   r  S 3d  H  0޽h ? 3ff~80___PPT10.~'i'  0 &x&0>J$ %(  r  S q M }   f  0"`K f  0"`+  @ 6X @! mFirst tier supplier"0(2   BC0DE<F<pp o p\c 00@ Bcs    BvCDE8F@^Z22447g2dvv @ [ L ^ <# 4< f2   6Ԕ'^`B   0DԔll`B  B 0DԔh`B  0DԔl`B B 0DԔe`B  0DԔhdB  <D>  dB  <D>   @ 68Ɨ@5 nSecond tier supplier"0(2  @ 6ȗ 7J  e SUPPLY SIDE" 0(2     <Z"`   B0  f  0"`6   B{CDE8F@m^k`!b7e4>g;{Cv @6 dL p  #  N Z  s *` Z  s * Z  s *`Z   s *~  `Z ! s *D`Z " s *n`Z # s *` `Z $ s *p X % 0, X & 0T, X ' 0", X ( 0h > X ) 0h  X * 0h > X + 0 > RB , s *Du no  . BCDE F*``@`. n RB / s *D . n RB 0 s *Dnn RB 1 s *DH . n} RB 2 s *DH nn} dB 3 <D> dB 4 <D>   5@ 6  d Agent/DC " 0(2    6@ 6 B+ c Retailer" 0(2    7@ 6pߗ (P  c MARKETING" 0(2   N 8  BCDELF$>"yZ[>Q K1;^L]gz@      "`*&N 9  BCDELF$>"yZ[>Q K1;^L]gz@      "`* FN :  BCDELF$>"yZ[>Q K1;^L]gz@      "`*; N ;  BCDELF$>"yZ[>Q K1;^L]gz@      "`*{ dB  <D>z z   C BCDEF> @( SV  >@ 6w < y  v MANUFACTURER 00(2  l A 6ffH "` B,N B  BCDELF$> "yZ[>Q K1;^L]gz@      "`.  dB C <D> HdH D@ 6  g  iInformation flow  0 2  E@ 6̗ g  }%Physical flow (Products and Services) &0 2&% % I Hh ?"6@ NNN?N% oFeedback, Customer Demand etc.  0(2    ? J H ?"6@ NNN?N k ;Product Availability, Production Requirements, Orders etc. <0 2<  < H  0޽h ? 3ff~___PPT10i.@+D=' = @B +:  0 @:(  r  S Q M }   r  S R ~dY     Hh_  ?"6@ NNN?NW, X (Hill, 2000) 0   H  0޽h ? 3ff~80___PPT10.`:  0 `:(  r  S ;M }   r  S Kq    H ?"6@ NNN?NW, X (Hill, 2000) 0   H  0޽h ? 3ff~80___PPT10.Ǫ r  0 pr(  r  S < /     Adj13fb06dj13fb06.png d H  0޽h ? 3ff~80___PPT10.Ǫ:z  0 z(  r  S (Ш /   x  <A ??]I   0XZ mrw * Mason-Jones et al. (2000) ^Z&ZC c cC +    HZ ?"6@ NNN?N  V(COST) 0 2    HDx  ?"6@ NNN?NSw ^ (ADDED VALUE) 0 2  H  0޽h ? 3ff~80___PPT10.ɪ]  0 @ i(  ~  s * /     B`"`}z  MCOST     BtX"`)<  l Lower prices (or higher profits)!!333 !   Bޒ"` 0  ^On-time deliveries333    B͒"`V >  OQUALITY     B@"` 5  U DEPENDABILITY     Bp"`V   S FLEXIBILITY       Bd˒"`  MSPEED    B"`[  NWider variety More customisation More Innovation Cope with volume fluctuationsOO333 O   B"` dv j Error-free Products and services!!333 !   Bc"`i  bFaster customer response333    T?"0@NNN?N 1    T?"0@NNN?N0 1    T?"0@NNN?N 1   T?"0@NNN?N     T?"0@NNN?N   @ Z?"0@NNN?N0  0   T?"0@NNN?N0  B  TD?"0@NNN?N2y B   TD?"0@NNN?N2 H  0޽h ?    3380___PPT10.?0Qs  0 6.&(  r  S |_/     BlZ"`}z  MCOST     BZ"`V >  OQUALITY    B"Z"` 5  U DEPENDABILITY     Bܣ "`V   S FLEXIBILITY       B "`  MSPEED    N?"0@NNN?N 1   N?"0@NNN?N0 1   N?"0@NNN?N 1   N?"0@NNN?N     N?"0@NNN?N   @ T?"0@NNN?N0  0   N?"0@NNN?N0  B  TD?"0@NNN?N2y B  TD?"0@NNN?N2     `k xaxa1?@  yMinimum cost, maximum value$0 333hh88   `@m xaxa1?"` Reliable operation 20 333333hh88   `w xaxa1?"`w 9I Ability to change 40 333333hh88   `lU xaxa1?"`w <I pError-free processes"0 333hh88    `< xaxa1?"`# kFast throughput"0 333hh88H  0޽h ? 3ff~80___PPT10.Ȫ@GO  0 w o  (  X  C 4   o   S Q 4 @   7 ORDER QUALIFIERS AND ORDER WINNERS Terry Hill argues that the criteria required in the marketplace (and identified by marketing) can be divided into two groups: order qualifiers and order winners. An order qualifier is a characteristic of a product or service that is required in order for the product/service to even be considered by a customer. An order winner is a characteristic that will win the bid or customer's purchase. Therefore, firms must provide the qualifiers in order to get into or stay in a market. To provide qualifiers, they need only to be as good as their competitors. Failure to do so may result in lost sales. However, to provide order winners, firms must be better than their competitors. It is important to note that order qualifiers are not less important than order winners; they are just different. Firms must also exercise some caution when making decisions based on order winners and qualifiers. Take, for example, a firm producing a high quality product (where high quality is the order-winning criteria). If the cost of producing at such a high level of quality forces the cost of the product to exceed a certain price level (which is an order-qualifying criteria), the end result may be lost sales, thereby making "quality" an order-losing attribute. Order winners and qualifiers are both market-specific and time-specific. They work in different combinations in different ways on different markets and with different customers. While, some general trends exist across markets, these may not be stable over time. For example, in the late 1990s delivery speed and product customization were frequent order winners, while product quality and price, which previously were frequent order winners, tended to be order qualifiers. Hence, firms need to develop different strategies to support different marketing needs, and these strategies will change over time. Also, since customers' stated needs do not always reflect their buying habits, Hill recommends that firms study how customers behave, not what they say. When a firm's perception of order winners and qualifiers matches the customer's perception of the same, there exists a "fit" between the two perspectives. When a fit exists one would expect a positive sales performance. Unfortunately, research by Sven Horte and Hakan Ylinenpaa, published in the International Journal of Operations and Production Management, found that for many firms a substantial gap existed between managers' and customers' opinions on why they did business together. The researchers found that favorable sales performance resulted when there was a good fit between a firm's perception of the strengths of a product and customer perception of the product. 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%O = KORDER-WINNERS AND QUALIFIERS*  ,Adding Value to the Manufacturing Operation-- - LLEARNING OBJECTIVES  z& to understand what is added value & to understand the difference between order-winning and order-qualifying characteristics & to recognise the characteristics of lean and agile manufacturing  aADDED VALUE MANUFACTURING   The ultimate aim with added value manufacturing is to increase in the value of the manufacturing process in the eyes of the customer. @cc MTHE TEXTILE SUPPLY CHAIN   PORDER-QUALIFIERS   An order qualifier is a characteristic that is required for a product or service to be considered by a customer. 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To provide order winners, firms must be better than their competitors. &TI  c%THE ORDER-WINNER AND QUALIFIER MATRIX &  eCHARACTERISTICS OF SUPPLY   TTHE FIVE COMPETITIVE OBJECTIVES   dMANUFACTURING REQUIREMETNS   /g 0 4,(  r  S &Wf  r  S w(    c HA"1027-heatherette6  X 0H  0޽h ? 3ff~80___PPT10. .r~]KZ]܉g1chttp://images.google.co.uk/imgres?imgurl=http://www.couturecandy.com/images/stylists/designer-week/1027-heatherette.jpg&imgrefurl=http://www.couturecandy.com/item-week2.htm&h=541&w=297&sz=59&hl=en&start=56&um=1&tbnid=dIveq1fiw38_vM:&tbnh=132&tbnw=72&prev=/images%3Fq%3D%2Bclothing%2Bfashion%2Bindustry%26start%3D40%26ndsp%3D20%26um%3D1%26hl%3Den%26sa%3DNRoot EntrydO)kuEPictures Current User8SummaryInformation(U      )"#$%&'(*+,-./0123456789:;<=>?FGH՜.+,D՜.+,x4    On-screen ShowWLIC (UMIST)!V  ArialTimes New Roman WingdingsArial Unicode MSNetworkMicrosoft Word DocumentORDER-WINNERS AND QUALIFIERSLEARNING OBJECTIVESADDED VALUE MANUFACTURINGTHE TEXTILE SUPPLY CHAINORDER-QUALIFIERSORDER-WINNERS&THE ORDER-WINNER AND QUALIFIER MATRIXCHARACTERISTICS OF SUPPLY THE FIVE COMPETITIVE OBJECTIVESMANUFACTURING REQUIREMETNS  Fonts UsedDesign TemplateEmbedded OLE Servers Slide Titles H _mctssjf2mctssjf2 8@ _PID_HLINKSAchttp://images.google.co.uk/imgres?imgurl=http://www.couturecandy.com/images/stylists/designer-week/1027-heatherette.jpg&imgrefurl=http://www.couturecandy.com/item-week2.htm&h=541&w=297&sz=59&hl=en&start=56&um=1&tbnid=dIveq1fiw38_vM:&tbnh=132&tbnw=72&prev=/images%3Fq%3D%2Bclothing%2Bfashion%2Bindustry%26start%3D40%26ndsp%3D20%26um%3D1%26hl%3Den%26sa%3DN