【正文】 er size ? Speed to Market ? Decorating plexity ? Vendor proximity ? Release quantity ? Order pattern 市場(chǎng) /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(yīng)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(yīng)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 t e d e x p e n d i t u r e f o r t h e U n i t e d S ta t e s a n d P u e r t o R i c o t o t a l $ 1 9 m i l l i o nM a r k e t c o n d it i o n s ? 1 9 9 4 t h r o u g h 1 9 9 7A p p l y i n g i t t o s u p p li e r s . .. Ex a m p le : C o r r u g a t e d ? p i lo tA .T . K e a r n e y 1 7 / 5 3 5 3 / 2 4 a m a? H ig h c a p i t a l r e q u i r e d t o b u il d m i ll /b o x 牋 p l a n t ( $ 1 b i l l i o n ) ? D e m a n d e x c e e d s c u r r e n t s u p p ly o f r a w 牋 m a t e r i a l s o u r c e s N e w E n t r a n t T h r e a t ? M o s t o p e r a ti n g a t f u l l c a p a c i t y ( 9 8 % ? 9 % ) ? C a p a c it y g r o w th e x p e c te d t o a v e r a g e 4 % b e tw e e n 1 9 9 4 ? 9 9 7 ? P r i c i n g o f r a w m a te r i a l s s a m e f o r c o m p e ti to r s ? A b i li t y to s e l l o v e r s e a s a t h i g h e r m a r g i n sPo w e r O f S u p p l ie r s? Li n e r b o a r d i n v e n t o r i e s a t r e c o r d l o w s ? C u r r e n t d e m a n d e x c e e d s c a p a c i ty ? C a p a c it y a d d e d in s m a ll in c r e m e n t sS u p p ly M a r k e t R iv a lr y? S u p p l i e r s d e s i r e t o u p g r a d e a c c o u n t 牋 p r o f i le ? B M S n a m e / r e p u ta t i o n ? S tr o n g B M S c r e d it r a t in g / lo w r is k ? $ 1 8 M M b u y a c r o s s 1 7 l o c a ti o n s m a y n o t p r o v i d e im m e d i a te l e v e r a g e w i th la r g e in t e g r a te d s u p p l i e r sPo w e r O f B u y e r s 3? Th r e a t o f n o n p a p e r a lte r n a ti v e s in c lu d e 牋 s h r in k w r a p , p la s t ic ? C o n v e r s i o n to tr a y s r e d u c e s s p e n dS u bs t i t u t e T hr e a t H ig h M o d e ra t e L o w5 3 1K e y135市場(chǎng)分析舉例 公開 資料庫(kù) 公司供應(yīng)商資料 由市場(chǎng)分析得到 供應(yīng)商名單 ? 目前供應(yīng)商 ? 新但傳統(tǒng)供應(yīng)商 ? 具創(chuàng)新的供應(yīng)來源 市場(chǎng)分析結(jié)果 市場(chǎng)分析所得出的結(jié)果可作為建立供應(yīng)商名單及在每一商品項(xiàng)目下找出潛在供應(yīng)商的依據(jù) 篩選標(biāo)準(zhǔn) ? 供應(yīng)商規(guī)模 ? 地理位置 ? 生產(chǎn)技術(shù) ? 愿分享信息和想法 ? 歷史關(guān)系 供應(yīng)商名單 4 4 4 ? 供應(yīng)商 A ? 供應(yīng)商 B ? 供應(yīng)商 C ? 供應(yīng)商 D ? 等 供應(yīng)商篩選 采購(gòu)組織制定一些標(biāo)準(zhǔn)先過濾不合格的廠商，以致于采購(gòu)組織可集中資源在一些最佳供應(yīng)商 ? 目前供應(yīng)商 ? 新但傳統(tǒng)供應(yīng)商 ? 具創(chuàng)新的供應(yīng)來源 事先篩選標(biāo)準(zhǔn) 供應(yīng)商名單 供應(yīng)商問卷 研究 標(biāo)桿學(xué)習(xí) 訪問供應(yīng)商 Company Location Size Revenues Employees Order Fulfillment Cycle Time Best Avg. 基本上拿所有標(biāo)桿去評(píng)估供應(yīng)商時(shí)不實(shí)際的 數(shù)據(jù)收集 采購(gòu)組織從不同來源收集信息來分析各個(gè)供應(yīng)商 供應(yīng)商名單 采購(gòu)組織可從如下方面來獲取供應(yīng)商名單 可能來源 ? 信息系統(tǒng) ? 應(yīng)付帳款資料 ? 郵寄名單 ? 采購(gòu)資料 ? 公司內(nèi)部資料 ? 營(yíng)銷人員 ? 工程人員 可能來源 ? OEMs （ 生產(chǎn)代理商） ? 貿(mào)易雜志 ? 專業(yè)機(jī)構(gòu) ? 過