工厂采购实务2.pptxVIP

……PRICESIt’s unwise to pay too much. But it’s worse to pay too little.When you pay too much, you lose a little money, that is all.When you pay too little, you sometimes lose everything, because the thingyou bought was incapable of doing thing it was bought to do.The common law of business balance prohibits paying a little and getting alot. It cant’ be done.If you deal with the lowest bidder, it is well to add something for the riskyou run.And if you do that, you will have enough to pay for something better.There is hardly anything in the world that someone can’t make a littleworse and sell a little cheaper --- and people who consider price alone are this man’s lawful prey.英國思想家 John Ruskin (1819-1900)利潤 Profit供應商的報價中必須要有足夠的利潤，方能促使其樂於配合供應供應商對風險(Risk)承擔，及生產效率(Productivity)的根本報酬利潤通常以總本钱固定百分比的計算方式並不恰當生產效率好的供應商應享有較高的利潤率採購談判能力買方的優勢 採購數量大 標準化﹑無差異化產品 低的轉換成品 低的利潤 可能向上整合 充分掌握商機採購談判力量賣方的優勢 獨家或寡頭壟斷 對客戶而言是重要的原料﹑零組件 高的轉換本钱 可能向下整合 複雜﹑差異性高的產品 替代性差優質的談判㊣ 優於替代方案〔BATNA〕 滿足利益需求 沒有浪費；優質選擇 符合法、理、情 睿智的承諾 過程效率高；良好的溝通互動 過程促進關係的改善六、貨商搜尋與評選供應商由誰負責評選？Buyer alone (採購人員)Cross-Function Teams (跨功能小組)Sourcing teamSupplier performance evaluation teamSupplier certification teamNew product development teamCommodity Teams (商品小組)供應商評選的項目執行合約能力 Ability to perform財務狀況 Financial status本钱系統 Cost system品質系統 Quality assurance, quality control, and related systems組織與管理 Organization and management勞工狀況 Labor status執行合約能力Ability to perform對買方訂單金額及採購數量是否有興趣 Frequency and/or volume of orders供應商處理訂單的時間 Length of time to process orders交貨能力(產能是否足夠或缺乏) Delivery符合品質要求的能力 Quality採購項目是否為其核心能力 Product/service expertise訂單積壓狀況 Order backlog自製與外包的狀況 Contractors make or buy program循環/前置時間 Cycle/lead time生產力 Productivity彈性，配合度如何(對暴增訂單的回應能力) Flexibility業界口碑 References電子化能力 Electronic capabilities產品線廣度 Breadth of product line可利用的產能 Available capacity財務狀況Financial Status資產負債表 Balance sheets ? 企業體質損益表 Income statements ? 經營能力各種財務比率 Financial Ratio本钱控制紀錄 Cost control history信用評等 Credit ratings公司年度報告 Certified annual reports鄧白氏報告