Estratégias de desenvolvimento de fornecedores: uma análise do programa de qualificação de fornecedores - FIEB, no período de junho de 2005 a setembro de 2007

Abstract

Given to the globalization, organizations started to compete in national and international markets leading them to face competition for clients pursuing high level demands defining quality and performance standards for products and services. In view of this scenario, attending those demands became a complex task in which points such as quality, price, variety, deadline fulfillment, and product and service availability are more and more adapted to the conditions and particularities of each client. To ensure market stand, many buyer organizations had to adopt strategies in order to develop not only its competencies, but it s suppliers as well. An alternative found by the organizations in order to help supplier organizations improve their performances are the supplier development programs. Those programs, generally, aim to qualify and capacitate supplier organizations of a specific sector, making them capable of attending the buyer organization s demands, offering them goods and services in a competitive and qualified manner. This study aims to investigate if the capacitating strategy adopted by the Supplier Qualification Program has achieved positive results, considering the following criteria: performance, relationship and the business volume of products and services of buyer and supplier organizations, in the Metropolitan Region of Salvador (RMS), in the period from June 2005 to September 2007. The first part of this study consists of a bibliographic review of relevant themes, such as: supply chain and supplier development. In sequence, it was done a field research by means of a survey applied through a questionnaire, having as the unit of analysis buyer and supplier organizations participants of the Supplier Qualification Program (SQP), idealized by the Federação das Indústrias do Estado da Bahia (FIEB) . The research results show that: the strategy adopted by the SQP contemplates major characteristics pointed out by the literature that approaches supplier development; in the relationship between buyer and supplier organizations, even though market relations stands out, it is also possible to find quasi-market relations; the impact of the development strategy is perceived with more emphasis by the supplier organizations, in the development topic, specially in the goods and services quality and in the production process improvement indicators; increase of the business volume done by the researched organizations. Although this research points to some difficulties among supplier and buyer organizations relationship, it can be concluded that the strategy adopted by the SQP is achieving positive results such as the organization s improvement in development and the increase in business volume.