为价格而战英文.docVIP

A new kind of professional purchaser bent on getting rock-bottom costs threatens suppliers of basic materials. But these companies can save themselves by taking up the purchasers?weapons There is a killer on the loose near the start of the value chain. Suppliers of basic materials 1 have seen tough times as their own suppliers consolidated and customers squeezed their margins. Now some of those customers are using a kind of sophisticated professional purchaser, known as a sourcer, who threatens to rub out the meager margins that remain. Armed with a detailed knowledge of the suppliers?economics, the sourcer spurns the traditional approach of building close relationships in favor of extracting the most value at the lowest possible cost. Some suppliers may not survive the assault.中语文，语文试卷，计算机民规模已经达到7571万人，20XX年上半年增长率达到 Indeed, this mismatch can destroy value quickly. One global producer of specialty lubricants recently acquired several service businesses in an effort to distinguish itself from competitors. The initial strategy was sound. But then sourcers demanded that the supplier bundle its new services with the lubricants at no extra charge. To preserve sales volumes, the supplier acquiesced. In the end, what had started as a sensible effort to combine a chemical business that had a 5 percent return on sales with service businesses that had a 15 percent ROS gave the company an overall ROS of less than 5 percent.具体说明要根据交流的问题）经过一学期的数学学习，以及刚才提出问题的活 Some suppliers have suffered so much from the sourcers?attacks that countering them, rather than passively watching margins erode further, must now be a strategic priority. A first step is for suppliers to understand how sourcers have shifted the odds against them. The second is to use that understanding by fighting back through internal improvements and by taking advantage of the mentality of the sourcers to create value for both them and the suppliers. And suppliers must take a much tougher negotiating stand梚f necessar