36. Sources of Superior Performance
Above Normal Profits
(in Excess of the Competitive Level)
Avoid Be Better Than
Competitors Competition
Attractiv Attractive Attracti
Strategic Cost Differentiation
e Group ve Advantage Advantage
Industry Niche
Entry Mobility Isolating
Barriers Barriers Mechanisms
37. Sources of Competitive Advantage
COST
t
ro duc ADVANTAGE
il ar p r cost
Sim t lowe
a
COMPETITIVE
ADVANTAGE Pri
ce p
fro rem
mu
niq ium
ue
pro
duc DIFFERENTIATION
t
ADVANTAGE
38. The Experience Curve
The “Law of Experience”
1992 The unit cost value added to a standard product
declines by a constant % (typically 20-30%) each time
cumulative output doubles.
1994
Cost per
unit of
output (in 1996
real $)
1998
2000 2002 200
4
Cumulative Output
39. Examples of Experience Curves
Japanese clocks & watches, 1962-72 UK refrigerators, 1957-71
50 100 200 300
15K 20K 30K
Price Index
1960 Yen
75%
70% slope
100K 200K 500K 1,000K 5 10 50
Accumulated unit production Accumulated units
(millions) (millions)
40. Drivers of Cost Advantage
ECONOMIES OF SCALE • Indivisiblities
• Specialization and division of labor
ECONOMIES OF LEARNING • Increased dexterity
• Improved organizational routines
• Process innovation
PRODUCTION TECHNIQUES • Reengineering business processes
PRODUCT DESIGN • Standardizing designs & components
• Design for manufacture
• Location advantages
INPUT COSTS • Ownership of low-cost inputs
• Non-union labor
• Bargaining power
CAPACITY UTILIZATION • Ratio of fixed to variable costs
• Speed of capacity adjustment
RESIDUAL EFFICIENCY • Organizational slack; Motivation &
culture; Managerial efficiency
41. Economies of Scale: The Long-Run
Cost Curve for a Plant
Sources of scale economies:
- technical input/output relationships
- indivisibilities
- specialization
Cost per
unit of
output
Minimum Units of output
Efficient Plant Size: per period
the point
where most scale
economies are
exhausted
42. Scale Economies in Advertising: U.S. Soft Drinks
Despite the massive advertising budgets of brand leaders Coke and Pepsi, their main brands incur
lower advertising costs per unit of sales than their smaller rivals.
0.20
Advertising Expenditure ($ per case)
Schweppes
SF Dr. Pepper
0.15
Tab
Diet 7-Up Diet Pepsi
Diet Rite
0.10
Fresca
Seven Up
0.05
Sprite Dr. Pepper
Pepsi
Coke
0.02
10 20 50 100 200 500 1,000
Annual sales volume (millions of cases)
43. Applying the Value Chain to Cost Analysis:
The Case of Automobile Manufacture
STAGE 1. IDENTIFY THE PRINCIPLE ACTIVITIES
R&D TESTING, GOODS SALES DISTRI- DEALER &
PARTS
PURCH- DESIGN COMPONENT ASSEMBLY QUALITY INVEN- &
INVEN- BUTION CUSTOMER
ASING ENGNRNG MFR CONTROL TORIES MKITG SUPPORT
TORIES
STAGE 2. ALLOCATE TOTAL COSTS
44. Applying the Value Chain to Cost Analysis: The
Case of Automobile Manufacture (continued)
--Plant scale for each -- Level of quality targets -- No. of dealers
STAGE component -- Frequency of defects -- Sales / dealer
-- Process technology -- Level of dealer
3. -- Plant location support
-- Run length -- Frequency of defects
-- Capacity utilization under warranty
IDENTIF
Y
COST PARTS
PURCH- R&D COMPONENT ASSEMBLY TESTING, GOODS SALES DISTRI- DEALER &
INVEN- DESIGN QUALITY INVEN-
ASING MFR &
TORIES ENGNRNG CONTROL TORIES BUTION CUSTOMER
MKITG SUPPORT
DRIVER
S paid
Prices --Size of commitment -- Plant scale --Cyclicality &
depend on: --Productivity of -- Flexibility of production predictability of sales
-- Order size R&D/design -- No. of models per plant --Customers’
--Purchases per --No. & frequency of new -- Degree of automation willingness to wait
supplier models -- Sales / model
-- Bargaining power -- Wage levels
-- Supplier location -- Capacity utilization
45. Applying the Value Chain to Cost Analysis: The
Case of Automobile Manufacture (continued)
STAGE 4. IDENTIFY LINKAGES
Designing different models around
Consolidation of orders to increase common components and platforms
discounts, increases inventories reduces manufacturing costs
PRCHSNG PARTS R&D COMPONENT ASSEM- TESTING GOODS SALES DSTRBTN DLR
INVNTRS DESIGN MFR BLY QUALITY INV MKTG CTMR
Higher quality parts and materials Higher quality in manufacturing
reduces costs of defects reduces warranty costs
at later stages
AGE 5. RECCOMENDATIONS FOR COST REDUCTION
46. The Nature of Differentiation
DEFINITION: “Providing something unique that is valuable to the
buyer beyond simply offering a low price.” (M. Porter)
THE KEY IS TO CREATE VALUE FOR THE CUSTOMER
TANGIBLE DIFFERENTATION INTANGIBLE
Observable product characteristics: DIFFERENTATION
size, color, materials, etc. Unobservable and subjective
performance characteristics that appeal to
packaging customer’s image, status, identity,
complementary services and desire for exclusivity
TOTAL CUSTOMER RESPONSIVENESS
Differentiation not just about the product, it embraces the whole
relationship between the supplier and the customer.
47. Identifying Differentiation Potential:
The Demand Side
THE PRODUCT What needs does it What are key
satisfy? attributes? FORMULATE
DIFFERENTIATION
Relate patterns of STRATEGY
customer preferences
to product attributes • Select product
By what criteria
positioning in relation
do they choose?
to product attributes
THE • Select target customer
CUSTOMER What price premiums
group
do product attributes
command? • Ensure customer /
product compatibility
What What are demographic, • Evaluate costs and
motivates sociological, benefits of
them? psychological correlates differentiation
of customer behavior?
48. Using the Value Chain to Identify
Differentiation Potential on the Supply Side
MIS that supports fast Training to support Unique product features.
response capabilities customer service Fast new product
excellence development
FIRM INFRASTRUCTURE
HUMAN RESOURCE MANAGEMENT
TECHNOLOGY DEVELOPMENT
INBOUND OPERATIONS OUTBOUND MARKETING SERVICE
LOGISTICS LOGISTICS & SALES
Customer technical
support. Consumer
credit. Availability of
Quality of Defect free Fast delivery. Building brand spares
components & products. Wide Efficient order reputation
materials variety processing
49. Identifying Differentiation Opportunities through
Linking the Value Chains of the Firm and its
Customers: Can Manufacture
1
5
2 3 4
Purchasing
Inventory holding
Processing
Canning
Marketing
Distribution
Purchasing
Inventory holding
Design Engineering
Manufacturing
Inventory holding
Distribution
Sales
support
Service & technical
& aluminum
Supplies of steel
CAN MAKER CANNER
1. Distinctive can design can assist canners’ marketing activities.
2. High manufacturing tolerances can avoid breakdowns in customer’s canning lines.
3. Frequent, reliable delivery can permit canner to adopt JIT can supply.
4. Efficient order processing system can reduce customers’ ordering costs.
5. Competent technical support can increase canner’s efficiency of plant utilization.