Inconvenient Sourcing Truths

Josh Green | August 6, 2009

This weekend, word spread that a major African supplier to Gap and Levi is suspected of harming people and the environment.  According to a report in London’s Sunday Times, the Lesotho facility of Taiwan-based supplier Nien Hsing is dumping harmful chemicals into a river that serves as a source of drinking water.  It appears that Gap and Levi are moving aggressively to investigate these claims, and we’ll likely learn more in the weeks ahead about what’s going on, and who’s to blame.

In the past, incidents like these have served as catalysts for positive change.  Will it be the same this time?  Yes, particularly if the sourcing community embraces two inconvenient truths:

1) This is not an isolated problem

It will be tempting to write off this incident as one-of-a-kind.  However, if pressed, most sourcing professionals will admit that “compliance” problems are widespread in global manufacturing.  Why don’t we hear more about these problems?  Because the only people interested in exposing these problems have limited power (those physically harmed), limited attention span (the press), or limited financial resources (NGOs).

Press and NGOs tend to focus their investigative efforts on big companies, which make big targets.  But these big companies — whether motivated by a desire to make a positive difference or a desire to protect their brands — have made the most progress in addressing compliance problems.  Yes, sometimes the big companies get caught doing something wrong, but it’s a good bet that the vast majority of abuses of people and the environment are happening in the supply chains of small and medium size companies, which are not under constant scrutiny and which lack the resources to effectively monitor manufacturers around the world.

2) Technology is not keeping up with changes in the sourcing organization

The role of the sourcing organization has expanded dramatically over the last few decades.  Today’s sourcing professional has to do much more than find low-cost suppliers of goods and services; indeed, s/he has to cope with an array of risks that come with doing business across borders (political, macro-economic, environmental, ethical, legal, etc.).  Unfortunately, as the role of the sourcing professional has changed, the tools at his/her disposal have basically remained the same.  Those tools?  Middle-men (that will check out a factory on your behalf) and airplanes (that will get you to a factory in case you want to do it yourself).

Given the many technology advances of the last few decades, why do today’s sourcing professionals not have better tools for tackling their many challenges?  In particular, why are there not more effective risk-management tools for companies of all sizes?  Primarily because we have failed to recognize the dangers of pervasive global supply chain risk and, as a result, we have failed to imagine how technology can be leveraged to manage risk.

But technology, while not a cure-all, CAN be leveraged to help sourcing professionals do their increasingly complex jobs — and, in particular, manage risk.  For instance, technology can help organizations capture information from a variety of stakeholders and intelligently use this information to spot risky behavior.  More on this in future posts.  In the meantime, I would love to hear your ideas for how technology can help sourcing professionals (josh@panjiva.com).  As they say in DC these days — we must not let this crisis go to waste.

onPanjiva in the Press

Josh Green | July 28, 2009

Thought I’d pass along coverage of the onPanjiva program.  As a reminder, the deadline for nominations is August 31st.   If you know of information providers whose data would be valuable to global trade decision-makers — or if you want to nominate your own organization to publish data onPanjiva — take 30 seconds and nominate now.

Panjiva / onPanjiva in Business Insider / Silicon Alley Insider       onPanjiva / Panjiva in Fortune’s CNN Money

Silicon Alley Insider: “Now, Panjiva is trying to make its service more useful to a broader audience by allowing other companies to build their data — for paying customers, via an ‘app store’-like revenue sharing deal — into Panjiva’s search engine of global suppliers.  Through August 31, the company is accepting nominations for its new onPanjiva program.”

VentureBeat: Using government data as a platform for global trade

VentureBeat: “The new service, called onPanjiva, is letting any other data provider, such as governments, credit bureaus and non-profit organizations, apply to integrate its data with Panjiva’s service…  For businesses looking to be included, Panjiva says it hopes to use its service to drive revenue to those partners.”

onPanjiva / Panjiva in SpendMatters

SpendMatters: “It’s not too often that you see true creativity on a continuous basis in the procurement space… [But Panjiva] has risen to the forefront of the market from a mindshare and ideas perspective in just a matter of months…  I’m pulling for them, because if they can make [onPanjiva] work, it will have a tremendous positive impact on procurement organizations when it comes to acquiring supplier content to better manage supplier information and supplier relationships.”

Panjiva / onPanjiva in About.com

About.com: “The first company to nominate an information provider that ultimately publishes its information onPanjiva will receive one-year’s worth of free access to information from this provider. Information providers can also nominate themselves for inclusion onPanjiva.”

Panjiva / onPanjiva in Supply & Demand Chain Executive

Supply & Demand Chain Executive: “‘Just as the App Store connects iPhone users with applications they want, onPanjiva connects global businesses with relevant information they need to engage in global trade and mitigate supply chain risk,’ said James Psota, Panjiva co-founder and chief technology officer.”

The onPanjiva Program

Josh Green | July 20, 2009

Today, we are very excited to announce the launch of the onPanjiva program. Through this program, information providers can apply to publish their information on the Panjiva platform. If there’s information that you’d like to see onPanjiva, take 30 seconds and nominate an information provider now.  More about the program can be found at http://on.panjiva.com.

onPanjiva

The back-story…  Over the last few years, as we published profiles of the hundreds of thousands of companies engaged in global trade, we learned two things:

  1. Our clients, global trade decision-makers, always want more information — and more kinds of information.
  2. There are so many sources of information out there!

Over the last several months, the entire Panjiva team has made a concerted effort to connect our clients with more information, and more kinds of information. We announced deals with financial information provider Sinosure, social responsibility standard-setters SAI and WRAP, and illicit trade red flagger deKieffer & Horgan.

In addition to forging relationships with these information providers, we have invested in technology — the technology to take all these data sources and integrate them seamlessly. You can see the results of these efforts in the newly upgraded Panjiva Search.

But, really, we’ve only scratched the surface. onPanjiva represents the next step in our efforts to connect global trade decision-makers with the information they need. With your help, we will be identifying information providers whose data should be onPanjiva. We will move quickly to give our clients access to this valuable data — and, in so doing, give information providers the benefit of a broader audience for their data.

Lately we’ve been calling onPanjiva, “an App Store for Global Trade.” Just as the App Store connects iPhone users with applications they want, the onPanjiva program connects global trade decision-makers with the information they need.

The analogy isn’t perfect. In the first integration cycle (applications due by August 31st), we will be starting small, with a focus on quality. Information providers interested in being onPanjiva will fill out applications and provide data samples. Panjiva’s business development team, in consultation with our clients, will then choose a small number of data sources to integrate into Panjiva Search during the fourth quarter of 2009. In future cycles, we will expand the number of data sources eligible for integration.

Of course, the onPanjiva program only works with the participation of those who believe, as we do, that connecting decision-makers with information is the key to transforming global trade. If you know of an organization with valuable information, we hope that you will take 30 seconds to nominate this information provider to be onPanjiva. And if you are an information provider, we encourage you to nominate yourself.

Note: if you are the first to nominate an information provider to be onPanjiva — and that information provider ultimately publishes information onPanjiva — you will receive a year of free access to this information!

Want to learn more about the onPanjiva program? Check out http://on.panjiva.com.

Cool Search Engines / Most Promising Startups

Josh Green | June 30, 2009

Earlier today, WIRED featured Panjiva in an article on “Cool Search Engines That Are Not Google.”  Also, BusinessWeek is now featuring Panjiva as one of “America’s Most Promising Startups” as well as on their “Next” innovation blog.  Thought I’d pass along…
Wired: Cool Search Engines That Are Not Google
WIRED: Panjiva tracks overseas factories and their U.S. customers by indexing publicly available customs data. It’s a great way to keep track of where your competition is getting their products made and by whom.”
http://www.wired.com/epicenter/2009/06/coolsearchengines

Panjiva in BusinessWeek: Next Innovation Blog

BusinessWeek:  “Panjiva uses algorithms to clean up and analyze data to score suppliers on, for instance, whether business is growing, stable, or declining. ‘We take multiple data sources and triangulate them to see if they are telling you the same story,’ says Psota, 29, chief technology officer.
http://images.businessweek.com/ss/08/06/0627_fresh_entrepreneurs/3.htm

Panjiva in BusinessWeek: Next Innovation Blog
BusinessWeek: “Panjiva plans to launch a function this summer that will allow sources to apply to add data to the platform to create a richer pool and ‘democratize the availability of information,’ says Green. ‘There are a lot of companies doing innovative things and we’ll accomplish more by harnessing their innovations to serve clients.’”
http://www.businessweek.com/innovate/next/archives/2009/06/data_packaged_u.html

New Information on Panjiva

Josh Green | June 29, 2009

Today, I’m excited to announce that we’re working with three new affiliates to integrate additional information into Panjiva Search.  Please join me in welcoming these affiliates, who are making it even easier to find the supplier that’s right for you (and avoid the suppliers that are wrong for you)…

deKieffer & Horgan - Red Flag Suppliers

deKieffer & Horgan will provide Panjiva subscribers with information that will make it easier to steer clear of counterfeiters, diverters, and other companies engaged in illicit activities.  deKieffer & Horgan’s mission is to provide timely, reliable legal advice that will help their clients compete successfully in international business by ensuring adherence to the law and promoting effective interaction with the responsible government agencies.  Over the last 15 years, deKieffer & Horgan has compiled the EDDI database, which contains an astounding amount of information about companies that have engaged in illicit activities — information that will soon be accessible to Panjiva subscribers.

Social Accountability International (SAI) – Certified Suppliers

Social Accountability International (SAI) will provide Panjiva subscribers with information that will make it easier to find socially responsible manufacturers.   SAI is a non-profit organization dedicated to improving workplaces and communities by developing and implementing social responsibility standards and assisting brands, retailers and suppliers in meeting labor and human rights objectives.  Soon, Panjiva subscribers will be able to focus their searches on manufacturers that have been certified as being compliant with the SA8000 standard established by SAI.

Worldwide Responsible Accredited Production (WRAP) – Certified Suppliers

Worldwide Responsible Accredited Production (WRAP) will provide Panjiva subscribers with information that will make it easier to find socially responsible manufacturers.  WRAP is a non-profit organization dedicated to the certification of lawful, humane and ethical manufacturing throughout the world, based on 12 Production Principles focusing on compliance with local laws, workplace regulations, universal workers’ rights, the environment, customs rules and security.  Soon, Panjiva subscribers will be able to focus their searches on manufacturers that have been certified as being WRAP-compliant.

Panjiva in Harvard Business Review

Josh Green | June 25, 2009

Panjiva’s contribution to this month’s Harvard Business Review: “Just How Healthy Is Your Global Partner?”

hbr-cover-perfect.PNG

“Multinational corporations and their manufacturing partners in emerging markets need to rethink how they manage their relationships with each other in light of the global downturn.”

http://hbr.harvardbusiness.org/2009/07/just-how-healthy-is-your-global-partner/ar/1

ReadWriteWeb: Panjiva Serves Up Vital Data…

Josh Green | June 5, 2009

Thoughtful write-up of Panjiva on one of my favorite tech blogs, ReadWriteWeb:

“With the state of the economy, news orgs like BusinessWeek and The Wall Street Journal have turned to it [Panjiva] as a bellwether for the health of global trade.”

Read the rest… 

Reuters, SinoScreen: Panjiva In The News

Josh Green | May 15, 2009

Thought you’d be interested in some of the recent coverage of Panjiva’s March data, as well as our recent initiative with Sinosure.  Lots of good commentary including, for the first time, thoughtful criticism.

Reuters on March Panjiva Data

Reuters: “On a basic level, the greatest threat companies on the watch list pose is that these factories could go out of business,” said Panjiva Chief Executive Officer Josh Green.

http://www.forbes.com/feeds/reuters/2009/05/04/2009-05-04T172709Z_01_N28337426_RTRIDST_0_ECONOMY-SUPPLYCHAIN-ANALYSIS.html

About

About.com: “For purchasing professionals working with vendors in China, a new innovative solution will help to reduce their company’s supply chain risk. Panjiva, the online resource for information on suppliers around the world and Sinosure, the leading provider of credit information on companies in China, have combined their efforts to launch Panjiva SinoScreen, which will assist U.S. companies to assess if any of their Chinese partners are at risk.”

http://logistics.about.com/b/2009/04/29/panjiva-sinoscreen-reduces-supply-chain-risk.htm

Supply Chain & Demand Executive

Supply & Demand Chain Executive: “Leveraging various data sources, including U.S. customs data and credit information from Sinosure, Panjiva SinoScreen provides customers with an easy-to-interpret analysis of their Chinese supply chain.”

http://www.sdcexec.com/web/online/SourcingProcurement-News/New-Tool-Debuts-to-Help-Anxious-Companies-More-Quickly-Assess-Chinese-Supply-Chain/27$11316

SCMR

Supply Chain Management Review: “Sinosure has been the only provider of export insurance to Chinese manufacturers, which makes it a strong source of business intelligence…  They know which companies are financially stable and which ones are in trouble. At a time when many supply chains are vulnerable to collapse, this is vital information.”

http://www.scmr.com/article/CA6656198.html

procurementleaders.jpg

Procurement Leaders: “The service [Panjiva SinoScreen] is particularly timely. And while many larger, more mature, organisations would be expected to carry out such analysis themselves, there is no harm in having a little bit of extra intelligence and data.”

http://blog.procurementleaders.com/procurement-blog/2009/5/5/understanding-the-risk-of-chinese-suppliers-a-new-service.html

glscs_logo.gif

Global Logistics & Supply Chain Strategies: “Panjiva will act as exclusive U.S. reseller of Sinosure’s credit reports on Chinese manufacturers.”

http://www.supplychainbrain.com/content/headline-news/single-article/article/panjiva-to-help-us-companies-mitigate-risk-of-business-in-china/

spendmatters.jpg

Spend Matters “A business class ticket from the US or Europe and a stay in a Western style hotel to visit a single supplier will probably cost you more than the price of admission [to Panjiva SinoScreen]. But a onetime profiling effort should never be a substitute for consistent and proactive monitoring overtime — nor, when it comes to China especially, should it substitute for continuously monitoring supplier performance management trends as well. ”

http://www.spendmatters.com/index.cfm/2009/4/30/Panjiva-Partners-With-Sinosure-for-Supply-Risk-Part-2

Panjiva SinoScreen: Assess Risk in Your Chinese Supply Chain

Josh Green | April 29, 2009

Earlier today, Panjiva announced an exclusive relationship with Sinosure, the leading provider of information on the financial health of Chinese companies.  Now we’re moving quickly to provide you with the tools necessary to assess the health of your Chinese supply chain.

Specifically, I’m excited to tell you about Panjiva SinoScreen — a diagnostic tool that will help you quickly and inexpensively assess the health of your Chinese supply chain.  The Panjiva SinoScreen report will provide you with an assessment of 20 Chinese suppliers, based on Panjiva’s analysis of import data and Sinosure’s analysis of credit data.  Why two data sets?  No one data set is perfect, so triangulation using multiple data sources increases the likelihood that you’ll reach an accurate conclusion about which of your suppliers stand the best chance of surviving the downturn.

Between now and May 31st, Panjiva SinoScreen is available for a one-time fee of $5,000.  Check out a sample of Panjiva SinoScreen.

To order your customized Panjiva SinoScreen report, contact us at +1 212 763 2125, or fill out this short form.

Sinosure and Panjiva: Providing Transparency (!) in China

Josh Green |

Over the last few years, I’ve heard many complaints about the lack of reliable information on companies around the world.  However, I’ve heard one complaint more than any other: “There just isn’t good information on the financial health of Chinese companies.”

Today, I’m pleased to announce that Panjiva is tackling this problem head on, by providing access to information on the financial health of 8 million Chinese companies.

How are we doing this?  Via an exclusive deal with Sinosure.  Let me explain…

For the last few years, we’ve been looking for credible information on the financial health of Chinese companies.  To be sure, there are lots of organizations offering information on Chinese companies — but credible information on financial health?  Tough to find.

About a year ago, we met SinosureSinosure is the organization that was originally set up by the Chinese government to provide export insurance to Chinese companies.  In order to correctly price this insurance, Sinosure had to develop an approach to assessing the financial health of exporters — and get access to the information needed to fuel these assessments.  Which brings me to why we concluded that Sinosure can provide the best possible perspective on the financial health of Chinese exporters:

  1. Access to the most information — By virtue of their government ties, Sinosure has access to an unbelievable array of data sources, providing Sinosure with a variety of data points on any individual company.
  2. Reliance on their analysis for decision-making — At Panjiva, we’re by nature skeptical of data sources — because every data source has a bias.  Interestingly, that’s what makes Sinosure so compelling.   Their bias is to get the analysis right.  After all, if they get the analysis wrong, they’re going to price insurance incorrectly and lose money.  At which point, the Chinese government loses money.

Is Sinosure data perfect?  Of course not.  No data set is.  That’s why we advocate looking at multiple data sets anytime you’ve got an important decision to make.  My next post will walk you through how Panjiva’s making this kind of triangulation as easy as possible.

In the meantime, I want to welcome Sinosure to Panjiva’s extended family.  In the months ahead, our U.S. customers will be able to get access to Sinosure reports on any Chinese manufacturer — only through Panjiva.

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