文档介绍：……PRICES
It’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 thing
you bought was incapable of doing thing it was bought to do.
mon law of business balance prohibits paying a little and getting a
lot. It cant’ be done.
If you deal with the lowest bidder, it is well to add something for the risk
you 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 little
worse 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)
CAPM_2002
利潤 Profit
***商的報價中必須要有足夠的利潤,方能促使其樂於配合***
***商對風險(Risk)承擔,及生產效率(Productivity)的基本報酬
利潤通常以總成本固定百分比的計算方式並不恰當
生產效率好的***商應享有較高的利潤率
CAPM_2002
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
***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
高的轉換成本
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
CAPM_2002
***商由誰負責評選?
Buyer alone (採購人員)
Cross-Function Teams (跨功能小組)
Sourcing team
Supplier performance evaluation team
Supplier certification team
New product development modity Teams (商品小組)
CAPM_2002
***商評選的項目
執行合約能力 Ability to perform
財務狀況 Financial status
成本系統 Cost system
品質系統 Quality assurance, quality control, and related systems
anization and management
勞工狀況 Labor status
CAPM_2002
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
***商處理訂單的時間 Length of time to process orders
交貨能力(產能是否足夠或不足) 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
***與外包的狀況 Contractor's "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
CAPM_2002
財務狀況 Financial Status
資產負債表 Balance sheets