Capricorn Society

Supplier Relationship Management

Capricorn Society is the largest independent automotive parts buying group in the Southern Hemisphere and acts as a critical intermediary in the automotive value chain by facilitating strategic partnerships between its members and suppliers.

RAM was commissioned to provide a true picture of the state of the relationships between Capricorn and its suppliers. The audit covered 250 participants across Australia who account for more than 80% of revenue and highlighted the strong and weak areas in each relationship and provided rich insights that no previous research had done. The Actionable Intelligence delivered through the Client Commitment Index™, Relationship Drivers Dashboard and CRIS™ enabled Capricorn to improve key processes, upgrade skills set and train its front line personnel.

There's been a significant shift in the attitude of Capricorn's relationship managers who have embraced the audit process wholeheartedly and as one supplier put it "it's like dealing with a new organisation... a breath of fresh air".

In the short term Capricorn has sent a clear message to all its suppliers that it values their relationship; however the medium to longer term benefits include achieving revenue forecasts and evolving trading relationships into strategic partnerships.

Pay Back of using RAM

"The audit is the key to protecting and growing our revenues. In all our previous research we've never been able to find out what individuals really thought about us and to me that is such a vital part in managing relationships. RAM was the missing link to our growth strategy".

Steve Barraclough, Capricorn Society