采购管理&供应商管理

1•RightMaterial正确的材料•RightContainer正确的周转箱/包装箱•RightQuantity准确的数量•RightQuality合格的质量•RightLocation正确的位置•RightTime合适的时间（按时）•RightInformation准确的信息•TheFirstTimeEveryTime!每次都是第一时间0PPM,100%OTDOurExpectations我们的期望7R2采购策略与技术procurementstrategies3•3采购理念从交易型到战略型的转变1970198019902000•以交易为主•供应商选点•价格谈判•定单处理•出货追踪•开始侧重战略•全球采购•供应商发展策略•与供应商的伙伴关系•继续与供应商的交易关系•以战略为主•战略采购•与供应商建立长期的、可持续发展的伙伴关系•自动化交易•核心竞争力•需求管理•低成本国家采购•生产基地整合•供应链整合减少生产停顿降低采购成本创造长期竞争力改变竞争环境4采购技术的发展供应管理核心竞争力战略采购检查供应环境开发和实现商品战略商品团队设计供应中心开发管理联盟和网络基于时间的竞争无缺陷的物料和服务影响供应商技术整合供应战略控制风险强调：总成本关系：交易、合作和联盟账本底线影响：增加股东价值报告：执行团体与高层数据：有利于战略规划熟悉主要供应行业电子商务II协调采购系统开发供应商长期合同专注于规格设计设计经常性规格积极选择采购源接近无缺陷的物料与服务强调：CDQS关系：交易和合作账本底线影响：利益贡献者报告：管理高层数据：有利于采购和定价履行社会责任电子商务交易中心对需求的反映不考虑选择采购源强调：采购价格关系：交易或对抗性账本底线影响：收支平衡报告：低层数据：用于加速处理过程计算机处理书面作业文书工作其他确认工作强调：便利关系：个人账本底线影响：管理费用报告：低层数据：无法获得前瞻性機械性原始級世界級5产业动态供应商成本结构分析•Coststructurecomparison(aluminum)•Applyingittosuppliers...Example:Cans/tubes•*OtherincludesSG&A,taxes,insurance,interest,freight,warehousingandR&D•Source:Companyannualreports•Vendor1•Vendor2•Vendor3•Vendor4•RawMaterials45%•Labor18%•Depreciation19%•Other*18%•RawMaterials51%•Labor18%•Depreciation5%•Other*26%•RawMaterials38%•Labor43%•Depreciation3%•Other*16%•RawMaterials33%•Labor41%•Depreciation2%•Other*24%价值链•Thebusinessmodelforplasticprocessinghasseveralleversthatwecaninfluencetoreducecost•Pre-ConversionCosts•ConversionCosts•Post-ConversionCosts•SupplyMarketBusinessModel•BMS•Controllable•(VariesByBusiness)•Resin(type,grade)•Labor(skill,union)•Design(gramwt.,shape)•Capacityutilization•Processtechnology•Toolingcapital•Setup•ProcesscontrolTechnology•Decoration•Packaging•Distribution(inventoryfreightexpending)•Resinchoice•Designcomplexity•In-housedesigncapability•Gramweightoptimization•Toolinginvestment•Choiceofstockvs.custom•Ordersize•SpeedtoMarket•Decoratingcomplexity•Vendorproximity•Releasequantity•Orderpattern市场/需求象限•Ourbuycanbeunderstoodusingfourdistinctsegments•Includes:•Capitalequipment•High-techinstruments•Includes:•Sensitivesupplies•Sensitivechemicals•Ongoingequipment•Includes:•Flexiblesupplies•Safetysupplies•ChemicalsandSpecialtygases•Includes:•Table-topequipment•Floor-standequipment•Supplieswhichsupportroutineday–to–daylaboperations•Commonequipmentwhichiskeytothebasicoperationsofmostlabs•Itemswhichsatisfytheuniqueneedsofspecificdepartments•Necessitytokeepabreastofstate-of-the-artcapabilitiesforleadingedgeresearch•%•%•ProductCharacteristics•ProcurementProcess•%•%•Generic•Specialized•Ongoing•One-off•TotalSpend•Applyingittosuppliers...Example:Laboratorysuppliesandequipment供应商组合•Thesupplierportfolioforthiscategoryisconcentratedinmajorsegments•Marketing•functions•Salesfunctions••••••Users/Originators•Salesdrivers•—Informational•items•—Emotionally•appealingitems•••Purpose•Consumers/trade•Professional/•institutional•••••Audiences•Colors•Artwork•Paper•••••••Pre-Press•Volume-runsize•Matchingpressto•job•••••Press•Finishing•Packaging•Distributing•Expediting•••••••••Post-Press•Sellingaids/field•literature••Pointofpurchase•materials••Trainingmaterials••Magazine/journal•inserts••Othersalesand•marketingmaterials•BMSView•Specifications/•complexity•—Papergrade•—Numberofcolors•—Bindery••Volume•—Averagerunsize•SupplierView••••••••••••••••••••••••••供应商能力•Thesuppliercapabilitiesspanabroadspectrumofcapabilities••ID/RXtoCVNeuroIMMOncDermOther•Vendor1XXXXXXX•Vendor2XXXXXX•Vendor3XXXXXX•Vendor4XXX•Vendor5XXXXX•Vendor6XXX•Vendor7XXXXX•Vendor8XXXX•Global•US-Focused•SupplierExperience/CapabilitiesBMScorrugatedexpenditurefortheUnitedStatesandPuertoRicototal$19millionMarketconditions?1994through1997Applyingittosuppliers...Example:Corrugated?pilotA.T.Kearney17/5353/24ama?Highcapitalrequiredtobuildmill/box牋plant($1billion)?Demandexceedscurrentsupplyofraw牋materialsourcesNewEntrantThreat?Mostoperatingatfullcapacity(98%?9%)?Capacitygrowthexpectedtoaverage4%between1994?997?Pricingofrawmaterialssameforcompetitors?AbilitytoselloverseasathighermarginsPowerOfSuppliers?Linerboardinventoriesatrecordlows?Currentdemandexceedscapacity?CapacityaddedinsmallincrementsSupplyMarketRivalry?Suppliersdesiretoupgradeaccount牋profile?BMSname/reputation?StrongBMScreditrating/lowrisk?$18MMbuyacross17locationsmaynotprovideimmediateleveragewithlargeintegratedsuppliersPowerOfBuyers3?Threatofnon-paperalternativesinclude牋shrinkwrap,plastic?ConversiontotraysreducesspendSubstituteThreatHighModerateLow531Key135市场分析举例6采购流程模式预算到位付款收货合约规范要求上游下游订单/合同/协议业务需求BTS/BTOSCM策略SCM供应链策略/了解供货商市场合同和关系战略供货商选择供货商绩效＋关系管理财务/合同很少从这里启动大部分从这里开始－软弱－7采购战略国际先进采购战略●同步采购●平台战略●全球采购●系统、模块化供货●战略性外购和外包●集中采购●与供应商建立战略伙伴关系8供应商分级管理核心供应商培育安全系统组合仪表仪表板模块暖风空调前端保险杠线束车门线束车门模块车门支架座椅排气油箱制动系统系统开发模块采购模块采购9集中采购10Q质量•提高供应商的多样性•减少采购过程中的错误•标准化?C成本•在采购过程中减少人员联系•减少人员开支•通过大批量定购降低物料成本可达可达可达60%30%20%T时间•减少流程时间•减少不产生绩效的活动，使有更多的时间用于采购活动可达可达90%55%例子电子采购的潜力11同步采购市场需求采购管理同步采购参与1市场调研2产品定位3技术要求参与产品开发参与生产准备1决定供应商2决定价格批量生产SOPEOPBenefits有益Newproductsfaster新产品的迅速上市ReduceOperationsCosts减少运作成本ReduceInventory&AssetUtilization减少库存&z资产利用率ImprovedCustomerService提升客户服务12集中采购管理