CORe Exam Dumps | After working for several years at ABC, Inc.-a large manufacturing company-Smith moves to a senior position

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HBX.CORE.v2024-11-30.q151
Question 118

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Question 118/151

After working for several years at ABC, Inc.-a large manufacturing company-Smith moves to a senior position at XYZ, a smaller firm which is part of ABC's family of companies. In an effort to lower costs, Smith begins negotiations with a supplier that sells to both ABC and XYZ. While at ABC, Smith was able to negotiate very favorable contracts for parts and services. However, Smith is unable to obtain as favorable terms for XYZ with the same supplier.
To improve XYZ's position, which of the following is the BEST course of action for Smith to take?

A. Inform the supplier that the contracts will be cancelled unless concessions are made

B. Apply knowledge of ABC's operations to demand better pricing

C. Issue an RFI to identify other potential suppliers

D. Combine requirements of XYZ with ABC to leverage volume

Correct Answer: D

Smith's challenge is to obtain favorable terms from a supplier for XYZ similar to those previously secured for ABC. The best course of action is to combine the requirements of XYZ with ABC to leverage the volume.
This approach enhances bargaining power by presenting a larger, consolidated order, which can incentivize the supplier to offer better pricing or terms. This strategy leverages the economies of scale and the supplier's interest in maintaining a strong relationship with both companies in the same family.
References
* Supply Chain Management: Strategy, Planning, and Operation by Sunil Chopra and Peter Meindl
* Purchasing and Supply Chain Management by Robert M. Monczka, Robert B. Handfield, Larry C.
Giunipero, and James L. Patterson

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