【正文】 ment Includes: ?Flexible supplies ?Safety supplies ?Chemicals and Specialty gases Includes: ?Tabletop equipment ?Floorstand equipment Supplies which support routine day–to–day lab operations Common equipment which is key to the basic operations of most labs Items which satisfy the unique needs of specific departments Necessity to keep abreast of stateoftheart capabilities for leading edge research % % Product Characteristics Procurement Process % % Generic Specialized Ongoing Oneoff Total Spend Applying it to suppliers ... Example: Laboratory supplies and equipment 供應商組合 The supplier portfolio for this category is concentrated in major segments Marketing functions Sales functions ? ? Users/Originators Sales drivers — Informational items — Emotionally appealing items ? Purpose Consumers/trade Professional/ institutional ? ? Audiences Colors Art work Paper ? ? ? PrePress Volumerun size Matching press to job ? ? Press Finishing Packaging Distributing Expediting ? ? ? ? PostPress Selling aids/field literature Point of purchase materials Training materials Magazine/journal inserts Other sales and marketing materials BMS View Specifications/ plexity — Paper grade — Number of colors — Bindery Volume — Average run size Supplier View ? ? ? ? ? ? ? 供應商能力 The supplier capabilities span a broad spectrum of capabilities ID/ RX to CV Neuro IMM Onc Derm Other Vendor 1 X X X X X X X Vendor 2 X X X X X X Vendor 3 X X X X X X Vendor 4 X X X Vendor 5 X X X X X Vendor 6 X X X Vendor 7 X X X X X Vendor 8 X X X X Global USFocused Supplier Experience/Capabilities B M S c or r u gat e d e xp e n d i t u r e f or t h e U n i t e d S t at e s an d P u e r t o R i c o t ot al $19 m i l l i onMar ket co nditio ns ?1994 thr o ugh 1997A p p ly ing i t t o s up p lie rs ... E x a m p le : Corrug a t e d ? p ilotA .T . K earn ey 1 7 / 5 3 5 3 / 2 4 am a? H ig h c a p it a l re qui re d t o bui ld m ill/box 牋 p la nt ($1 bi llion) ? D e m a nd e x c e e ds c urre nt s up p ly of ra w 牋 m a t e ri a l s ourc e s N e w E n tr an t Th r e at ? M os t op e ra t ing a t ful l c a p a c it y (98%? 9%) ? Ca p a c it y g row t h e x p e c t e d t o a ve ra g e 4% be t w e e n 1994? 997 ? P ri c ing of ra w m a t e ri a ls s a m e for c om p e t it ors ? A bi lit y t o s e ll ove rs e a s a t hi g he r m a rg insP ow e r O f S u p p l i e r s? L ine rboa rd i nve nt ori e s a t re c ord l ow s ? Curre nt de m a nd e x c e e ds c a p a c it y ? Ca p a c it y a dde d i n s m a ll i nc re m e nt sS u p p l y M ar k e t R i v al r y? S up p lie rs de s ire t o up g ra de a c c ount 牋 p rofi le ? BM S na m e /re p ut a t ion ? S t rong BM S c re di t ra t ing /low ri s k ? $18M M buy a c ros s 17 l oc a t ions m a y not p rovi de i m m e di a t e l e ve ra g e w it h l a rg e i nt e g ra t e d s up p lie rsP ow e r O f Bu ye r s 3? T h re a t o f n o n p a p e r a l te rn a ti v e s i n cl u d e 牋 s h ri n k w ra p , p l a s ti c ? C o n v e rs i o n to tra y s re d u ce s s p e n dSu b s ti tu te T h r e a t H i g h M o d e r a t e Low5 3 1K e y135市場分析舉例 公開 資料庫 公司供應商資料 由市場分析得到 供應商名單 ? 目前供應商 ? 新但傳統(tǒng)供應商 ? 具創(chuàng)新的供應來源 市場分析結果 市場分析所得出的結果可作為建立供應商名單及在每一商品項目下找出潛在供應商的依據(jù) 篩選標準 ? 供應商規(guī)模 ? 地理位置 ? 生產(chǎn)技術 ? 愿分享信息和想法 ? 歷史關系 供應商名單 4 4 4 ? 供應商 A ? 供應商 B ? 供應商 C ? 供應商 D ? 等 供應商篩選 采購組織制定一些標準先過濾不合格的廠商，以致于采購組織可集中資源在一些最佳供應商 ? 目前供應商 ? 新但傳統(tǒng)供應商 ? 具創(chuàng)新的供應來源 事先篩選標準 供應商名單 供應商問卷 研究 標桿學習 訪問供應商 Company Location Size Revenues Employees Order Fulfillment Cycle Time Best Avg. 基本上拿所有標桿去評估供應商時不實際的 數(shù)據(jù)收集 采購組織從不同來源收集信息來分析各個供應商 供應商名單 采購組織可從如下方面來獲取供應商名單 可能來源 ? 信息系統(tǒng) ? 應付帳款資料 ? 郵寄名單 ? 采購資料 ? 公司內部資料 ? 營銷人員 ? 工程人員 可能來源 ?