【正文】 s not enough to just sell the concept to senior management, all employees who are involved must be willing participants. ? Promotions/Events: Anything that adds or takes away from the normal ordering pattern must be properly municated and managed ? Change in End Customer Base: Any large customers, either gained or lost, must be municated to the supplier. The customer must guide the manufacturer on how this will effect sales. (important where there is significant supplierdistributorcustomer relationship.) ? Over/Damaged/Obsolete Stock: An agreement must exist between the supplier and the customer on what to do if an overstock does occur (or in the case of an ordering error). Also, both parties must agree on how to handle obsolete and damaged stock. ? Expectations: Both parties involved must understand that this is a learning process. Errors will occur. Perfect processes will not be in place from day 1. 33 Table of Contents ? Semiconductor Industry Characteristics and High Tech Industry Dynamics ? Questions surrounding CFIM – What, How, When and with Whom ? Impact on Operating Model ? Maximizing Benefits from a CFIM program ? Case Studies Summary ? Key Learnings ? Remendations ? Back up 34 Case Studies Summary Semi Supplier OEM EMS Who is initiating No Sometimes Most of the time Ownership Supplier retains title of inventory until execution of demand signal Costs W/H, Transportation to hub, Admin Transportation from hub to mfg location Inventory policy Maintained by supplier Dictated by consumption and service levels set by OEM, EMS Risk sharing Wants to share risk Reluctant More willing than OEMs Metrics On time delivery, Inventory levels, Turns, Forecast accuracy Shared information Customer forecast, Inventory, Invoice, Receipts, Replenishment plan, Shipment info, Performance metrics Technology Web based tools, EDI, XML, RosettaNet 35 Case Studies Summary ? Nearly 50 percent of the ponents sourced by the top 20 OEMs, including Lucent, Motorola, and Sun Microsystems, e through JIT or VMI programs* ? Although most volume purchase agreements are formed between the supplier and the customer, a majority of the ponents flow through franchised distributors or contract manufacturers ? Most semiconductor suppliers have seen an increase in request for special inventory programs from their customers during the past year ? Some distributors are offering 3PL services and holding inventory from multiple suppliers, thus offering their OEM customers a “one stop shop” ? Semiconductor suppliers that participate in some form of Customer Focused Inventory Program include: ON Semi, Fairchild, Cypress, Xilinx, Altera, STMicroelectronics, National Semiconductor 36 Case Studies Summary ? Some suppliers are cutting out intermediaries (distributors) in an attempt to cut costs and get closer to the requirements of the end customer ? Implementing CFIM programs has led to increased costs (inventory holding, liability and 3PL costs) in the case of at least one supplier ? OEMs are reluctant to accept material cost increases in exchange for suppliers managing their inventory ? The most mon CFIM model used is that of a proximity hub maintained by the supplier or a 3PL 37 Table of Contents ? Semiconductor Industry Characteristics and High Tech Industry Dynamics ? Questions surrounding CFIM – What, How, When and with Whom ? Impact on Operating Model ? Maximizing Benefits from a CFIM program ? Case Studies Summary ? Key Learnings ? Remendations ? Back up 38 Key Learnings ? Prepare for potential increase in costs。因此相應的管理目標應當為同時減少產品數(shù)量及相關經營管理費用 ? 如下圖所示的產品產量曲線，高科技產品產量中比重最大的是產量大且可預測的產品?？蛻粼试S這名賣方的員工以客戶的身份發(fā)出訂單并允許他能在客戶的工廠所在地隨時了解工廠及工程項目狀況。 ? 聯(lián)合管理存貨 (JMI): JMI的管理團隊由客戶與賣方的員工組成，通常團隊成員地處相互臨近的地理區(qū)域以便經常性召開見面會。通過流程管理來實現(xiàn)的，其中補貨是由賣方通過定期的現(xiàn)場盤點來進行的 。Customer Focused Inventory Management (CFIM) Programs 2 Table of Contents ? Semiconductor Industry Characteristics and High Tech