Meet the Expert
Thierry Decocq
Senior Managing Director, YQ Purchasing bvba
- Founder and managing partner of YQ Purchasing, which specializes in creative procurement and in developing and applying new tools and techniques for supply chain professionals.
- CEO of YQ cvba, a procurement conglomerate of several plastic processing companies.
- CPO for deSter (part of the Gategroup) and held procurement or director positions for PepsiCo/Tropicana and The Cotton Group.
- Expertise spans pharmaceutical, mining, stainless steel, plastic processing, banking, glass, chemicals, beverages, FMCG and web development industries. Advises major multinationals like GlaxoSmithKline Vaccines in optimizing procurement operations.
- Selected by IPSERA 2010 conference in Finland for new and creative procurement approaches published in collaboration with the University of Hasselt. In 2013, IPSERA selected the YQ Matrix platform, developed in close collaboration with the Maastricht University, as being most innovative in the procurement world. Procurement Leaders 2014 selected the YQ Matrix as finalist for the Best Procurement Service Award in London.
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Purchasing and Procurement - How to Negotiate with Sole Suppliers
Senior Managing Director, YQ Purchasing bvba
Defined Terms
- Contract coverage
- The degree to which supplier relationships are governed by contracts. This relates to both the number of suppliers under contract and the depth and detail involved in individual contracts.
- Crea(c)tivity
- A combination of creativity and activity that involves proactively taking steps to stimulate creativity so that plans for dealing with crisis are in place before a crisis occurs.
- Fast-moving consumer goods (FMCG)
- Consumer products that are sold quickly and at low cost. In procurement, these are items with high volumes and turnover rates but low contribution to margins.
- Kraljic matrix
- A standard product segmentation tool that consists of a graph that can be used to map products according to financial impact and supply risk. Typically, it places financial impact on the y-axis and supply risk on the x-axis.
- Lemon squeezer
- An old-style procurement officer who focuses on squeezing suppliers to get the lowest possible price without considering other elements of cost or benefit from an improved relationship with a supplier.
- Single supplier
- A supplier that is used as the only source of one or more supplies, even though other sources may be available.
- Sole supplier
- A supplier with what amounts to a monopolistic position in the market and that is the only supplier available for a needed product.
- Spend mapping
- Using information on procurement spending to categorize and analyze products and suppliers with the purpose of reducing procurement costs, improving efficiency and monitoring compliance.
- Unique buying proposition
- Viewing procurement as it relates to the buyer's position in the competitive marketplace. This is a corollary to the unique selling proposition, except that it considers the negotiating power of the buyer strengthens as relative to competitor performance.
Purchasing and Procurement - How to Negotiate with Sole Suppliers:
Defined Terms
Expert Topic