# Supplier segmentation

Source: https://contracko.com/fr/glossaire/segmentation-des-fournisseurs

# Supplier segmentation

Grouping suppliers by value and risk so management effort and relationship type match their strategic importance.

## Définition

Supplier segmentation classifies the supply base, often along spend and supply-risk axes (Kraljic-style), into categories such as strategic, leverage, bottleneck and routine. The segment dictates the sourcing approach, contract type and relationship intensity, so scarce procurement attention goes where it adds most value.

## Exemple

> A single-source bottleneck supplier gets a continuity plan and buffer stock, while routine office supplies move to a self-service catalogue.

## Pourquoi c'est un risque pour l'entreprise

Treating all suppliers identically wastes procurement capacity on low-value relationships while under-governing critical dependencies. A single-source strategic supplier that fails or is poorly managed can halt production, yet organisations without segmentation often discover this exposure only when a disruption is already underway.

## Comment le gérer

- Plot suppliers on a spend-versus-risk matrix and assign each a segment before allocating governance effort.
- Define a distinct management approach for each segment: strategic suppliers get regular executive reviews, routine suppliers get a catalogue.
- Refresh segmentation at least annually and whenever spend patterns or supply risk change materially.
- Build contingency plans and alternative suppliers for bottleneck and strategic segments.
- Use segmentation outputs to set contract type and term length, matching commitment to strategic importance.

### Comment Contracko aide

Contracko's repository and metadata extraction lets teams filter contracts by supplier, value and expiry, making it straightforward to identify which supplier relationships have active long-term contracts and which are running on expired terms, giving procurement a starting point for segmentation-driven renewal and risk decisions.

## Pertinent pour

[Industrie manufacturière](https://contracko.com/fr/secteurs/fabrication)[Détail et gros](https://contracko.com/fr/secteurs/commerce-detail-gros)[Logistique et distribution](https://contracko.com/fr/secteurs/logistique)[Production alimentaire et de boissons](https://contracko.com/fr/secteurs/production-agroalimentaire)

## Clauses associées

- [Service Level Agreement (SLA)](https://contracko.com/fr/bibliotheque-de-clauses/accord-de-niveau-de-service)
- [Supply Chain Liability](https://contracko.com/fr/bibliotheque-de-clauses/responsabilite-chaine-dapprovisionnement)

## Termes associés

- [Supplier relationship management](https://contracko.com/fr/glossaire/gestion-des-fournisseurs)
- [Procurement strategy](https://contracko.com/fr/glossaire/strategie-d-achat)
- [Spend analysis](https://contracko.com/fr/glossaire/analyse-des-depenses)
- [Supplier evaluation](https://contracko.com/fr/glossaire/evaluation-des-fournisseurs)

### Ne manquez plus jamais une échéance de contrat

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## Foire aux questions

Questions courantes sur ce terme.

- **Q:** What is the Kraljic matrix?
  **A:** A two-by-two model plotting supply risk against profit impact to classify suppliers into strategic, leverage, bottleneck and non-critical (routine) segments, each requiring a different procurement approach.

- **Q:** How often should segmentation be reviewed?
  **A:** At least annually and whenever a major market, volume or supply-base change occurs. A supplier that was routine can quickly become bottleneck if its alternatives disappear.

- **Q:** Should procurement inform suppliers of their segment?
  **A:** For strategic suppliers, sharing the segment can strengthen the relationship and align expectations. For leverage or routine suppliers, it is usually not disclosed as it could weaken negotiating position.

- **Q:** What contract type suits each Kraljic segment?
  **A:** Strategic suppliers typically warrant long-term, relationship-driven contracts with SLAs and joint governance; leverage suppliers are contracted competitively with shorter terms; bottleneck suppliers need security-of-supply clauses; routine suppliers suit catalogues and framework agreements.

- **Q:** How does segmentation reduce supply chain risk?
  **A:** By identifying which suppliers are critical and single-sourced, segmentation directs attention toward building alternatives, stock buffers and contingency arrangements before a disruption occurs rather than after.

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