Business Chief USA September 2019

CLICK TO WATCH: WHERE IS CORNING?
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er’s perspective and say: ‘We’re buying
these 10 cubes of packaging from the
same suppliers that you’re buying from,
it’s just that you’re buying different
products – but by combining our spend
together, we’re making it more attractive
to the suppliers’.”
Corning has overseen a rapid transformation
in the number of consortia it
has become involved in over the past
few years. Having participated in just
one consortium two and a half years
ago, the company has experienced a
major surge, with the figure increasing
to 11 in a short space of time. “We’re
seeking out new consortiums or Group
Purchasing Organizations (GPO’s), in
different markets to understand what
they’re doing and how we can benefit
by joining them,” explains Kruse.
“Ultimately,we measure the savings by
evaluating the contribution to operating
margins (COMs) and decide how
we can make them perform. Other than
savings we need to ask ourselves: what
other value can we gain from them? For
example, we’re pursuing market intelligence,
understanding best practices
and working with other organizations
to exchange information.” Some of
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