【正文】 1比不了得就不比，得不到的就不要。 2023/3/122023/3/122023/3/122023/3/123/12/2023 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 2023/3/122023/3/122023/3/12Sunday, March 12, 2023 1知人者智，自知者明。 2023/3/122023/3/122023/3/122023/3/12 MOMODA POWERPOINT Lorem ipsum dolor sit, eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis amet, consectetur adipiscing elit. Fusce id urna blanditut cursus. 感 謝 您 的 下 載 觀 看 專家告訴 。 2023/3/122023/3/122023/3/123/12/2023 3:32:53 AM 1越是沒有本領的就越加自命不凡。 2023/3/122023/3/122023/3/12Mar2312Mar23 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 2023/3/122023/3/122023/3/12Sunday, March 12, 2023 1乍見翻疑夢，相悲各問年。其成員由來自分公司生產部門、采購部門、財務部門、技術部門、研發(fā)部門等職能部門的人員組成，但小組成員的編制依舊屬于原部門，采購行動小組只是一個項目組織 中油采購組織構架調整建議－采購行動小組 中國石油公司總部 電子商務辦公室 地區(qū)分公司 電子商務辦公室 計劃規(guī)劃科 采購科 電子采購 系統(tǒng)管理科 廠物資科 廠車間 班組 中國石油電子采購 領導委員會 電子采購 系統(tǒng)管理處 供應商管理處 規(guī)劃處 采購行動小組 商機評估 產品組合 供應商和市場分析 采購策略擬定 詢價和談判 戰(zhàn)略實施 戰(zhàn)略改進 供應商和市場分析 供應商和市場分析 市場分析的最根本工作就是資料分析及收集，唯有透過追根究底的收集相關信息才是談判成功的制勝關鍵 資料收集及分析 供應商過去價格資料 供應商歷史性儲運資料 經濟資料 產業(yè)資料 與供應商過去關系 目前與過去價格的合理性 供應商談判動機 選擇談判方式 擬定明確轉換策略 談判準備 最終確定供應商名單 制定成本降低策略 產業(yè)動態(tài) 供應商成本結構分析 Cost structure parison (aluminum) Applying it to suppliers...Example: Cans/tubes * Other includes SGA, taxes, insurance, interest, freight, warehousing and RD Source: Company annual reports Vendor 1 Vendor 2 Vendor 3 Vendor 4 Raw Materials 45% Labor 18% Depreciation 19% Other* 18% Raw Materials 51% Labor 18% Depreciation 5% Other* 26% Raw Materials 38% Labor 43% Depreciation 3% Other* 16% Raw Materials 33% Labor 41% Depreciation 2% Other* 24% 價值鏈 The business model for plastic processing has several levers that we can influence to reduce cost PreConversion Costs Conversion Costs PostConversion Costs Supply Market Business Model BMS Controllable (Varies By Business) ? Resin (type, grade) ? Labor (skill, union) ? Design (gram wt., shape) ? Capacity utilization ? Process technology ? Tooling capital ? Set up ? Process control Technology ? Decoration ? Packaging ? Distribution (inventory freight expending) ? Resin choice ? Design plexity ? Inhouse design capability ? Gram weight optimization ? Tooling investment ? Choice of stock vs. custom ? Order size ? Speed to Market ? Decorating plexity ? Vendor proximity ? Release quantity ? Order pattern 市場 /需求象限 Our buy can be understood using four distinct segments Includes: ?Capital equipment ?Hightech instruments Includes: ?Sensitive supplies ?Sensitive chemicals ?Ongoing equipment 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 o r r u g a te d e x p e n d i tu r e f o r th e U n i t e d S t a t e s a n d P u e r to R i c o to t a l $ 1 9 m i l l i o nM a r k e