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Simmons saves $400,000 in 3 hours

Reverse auction for polyethylene film yields instant savings. Other materials are next.

Comfortable with reverse auctions: Leo T. Brennan, Simmons' vp of material management
Comfortable with reverse auctions: Leo T. Brennan, Simmons' vp of material management

In just one day, venerable mattress maker Simmons Co. reduced by $417ꯠ the amount it plans to spend over the next year on polyethylene film for wrapping finished mattresses.

Simmons conducted what is known as a reverse auction in Nov. ’99 using the services of Waltham, MA-based SupplierMarket.com (www.suppliermarket.com), an online marketplace that matches buyers to suppliers of manufactured products.

The cost savings were so significant that Simmons is aggressively moving to source other materials online. More recent reverse auctions conducted for corrugated packaging have yielded reductions approaching 20% compared to what Simmons had been paying. “That’s almost another hundred thousand dollars,” says Leo T. Brennan, vp of material management.

Just as important as the cost savings is the time savings. “Basically, Supplier Market.com takes on the responsibility of finding sources for you,” says Brennan. He acknowledges that he’s relinquishing an important step in the sourcing process, but he feels SupplierMarket.com can bring in a greater number of suppliers than Simmons can, mainly because that’s the Internet firm’s full-time focus.

Anatomy of a reverse auction

Most people are familiar with the concept of an auction: several buyers bid on an item from one seller. In a reverse auction, several sellers bid on the business from a given buyer. Typically that “business” is in the form of a commitment to buy a given quantity of items over a given time period.

The first step of Simmons’ reverse auction was to create, with Supplier-Market.com’s help, a request for quote (RFQ) that defines in detail how much film each of its 18 nationwide manufacturing plants will buy over the next year.

Simmons aggregated all the plants’ purchasing volume into two separate RFQs—one representing demand from plants in the eastern half of the U.S., the other for the western half. (Simmons also created a third RFQ representing the entire U.S. volume, just so it could compare its options.)

The RFQ also contains material specifications, volumes by location, a formula for handling resin price fluctuations, minimum inventory requirements at the supplier’s plant, next-day shipment requirements, and so forth. Most important, the RFQ specifies a series of performance tests that the film must pass. The next step is to “package” up all aspects of the purchase to enable suppliers to bid a single dollar amount that would cover the entire RFQ.

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