1、Justlink复哲资询http:/www.justlink-项目采购人员供应商管理技能提升训练Emily DingJustlink复哲资询http:/www.justlink-Self Introduction 让我们相互认识 ! 姓名 公司 /职务 /年资经验 采购的主要产品 年采购金额2Justlink复哲资询http:/www.justlink-Ground Rules 基本规则 Open minded 思路开放 Share Experience 经验分享 Free Discussion 自由讨论 Work Together 共同思考 Seek Better Solutions 得到思
2、路 Enjoy with Participation 愉悦参与3Justlink复哲资询http:/www.justlink-Course Outline课程大纲1. 采购的基本定义与要素2. 采购操作 10 步骤3. 成功采购人员 5大要素4. 供应商选择与评估5. 供应商关系管理6. 供应商绩效管理7. 采购谈判Day 1: Day 2: 4Justlink复哲资询http:/www.justlink-1. Purchasing Basic 采购基本定义与要素5Justlink复哲资询http:/www.justlink- Broad definition: typically inclu
3、des such duties as specifications development, value analysis, supplier market research, negotiation, buying activities, contract administration, and perhaps inventory control, traffic, receiving, and stores广义 : 通常包括的工作诸如规格的制定、价值分析、供应商市场调查、议价谈判、采购、合约管理、甚或库存管理、货物运送、点收、入库 Narrow definition: often used
4、 in government-related activities, includes only contract processes performed in the pre-award phase, and not the contract administration processes which follow狭义 : 通常用于与政府相关的活动，只包含事前合约制定过程，而非事后合约执行经过ISM Glossary of Key Purchasing Terms1.1 Definition Procurement采购的定义6Justlink复哲资询http:/www.justlink-
5、PURCHASING A major function of an organization that is responsible for acquisition of required materials, services, and equipment used in the organization.采购 - 公司主要的业务功能之一，通常所包含的责任是取得组织所需的材料、服 务、以及设备ISM Glossary of Key Purchasing Terms1.1 Definition Purchasing采购的定义7Justlink复哲资询http:/www.justlink-1.2
6、 Basic Type of Purchasing采购基本类型按照采购的目的划分for Resale转售Merchants批发商for Consumptionor Conversion消费或改造Industrial Purchasers来自生产厂商的采购按照采购的物料划分Direct Material 直接材料采购Production生产所需Indirect Material间接材料采购Company Operation公司运作所需 IT Hardware/IT software Corp Travel / Events Marketing Sales Support Promotion Fi
7、x Assets Leasing & Rental Corp Gift Service Logistics Construction Others Justlink复哲资询http:/www.justlink-供应管理活动采购和供应商先期参与产品设计 采购 采购 供应商选择小组 合伙和战略联盟 监督供应环境 战略材料取得计划 监督持续发展 企业战略计划采购前期活动 验明采购需求 与销售员商讨 寻找供应商 市场研究 议价 提案分析 确定供应商 发订单 签合同 采购记录在制品库存成品库存采购过程活动 物料详细说明 物料研究和价值分析 市场调查 采购 功能活 动 供应商质量管理 运输采购 投资回收管
8、理存货决策 原材料 组件 零件 库存领取物料处理储存生产计划和控制交通运输采购管理操作1.3 采购管理的范畴Purchasing / Procurement / Supply Management9Justlink复哲资询http:/www.justlink-PurchasingActivities Identification of purchasing needs Discussion with sales people Identification of suppliers Market studies Negotiations Analysis of proposals Selecti
9、on of suppliers Issuance of P.O.s Contract administration Purchasing recordsSupply Management Activities EPI & ESI in product design Purchasing Procurement Supplier qualification and selection teams Partnering and strategic alliances Monitoring of supply environment Strategic materials acquisition p
10、lans Monitoring of continuous improvement Corporate strategic planningWork-in-ProcessInventoryFinishedgoodsInventoryProcurement Process Activities Material specification Materials studies and value analysis Market research Purchasing Function Activities Management of supplier quality Purchase of inb
11、ound transportation Management of investment recoveryInventoryDecisions Raw materials Subassemblies Parts SuppliesReceivingMaterialHandlingStorageProduction scheduling and controlTrafficPurchasing ManagementOperations1.3 采购管理的范畴Purchasing / Procurement / Supply Management10Justlink复哲资询http:/www.just
12、link-1.4 Its an Important Role!采购工作的重要性 - 分析 Suppose a firm spends 50% of its revenue on purchased goods and shows a net profit before taxes of 10%. For every $100 of sales, they receive $10 of profit and spend $50 on purchase.假定一公司将销售收入的 50%作为采购成本，最终能得到 10%的税前净利润 .即每 100美元的销售额中 50美元则用于采购 , 最终产生 10美
13、元的利润。 采购成本降低 1美元 , 会对最终例如产生什么样的影响呢11Justlink复哲资询http:/www.justlink-Its an Important Role!采购工作的重要性 A 2% of reduction in purchase cost has the same impact on profit as a 10% increase in sales.采购成本降低 2%所产生的利润与销售额提高 10%所产生的利润相当Saving2%Increase Sales 10% Profit10%采购对于公司利润有着重要的直接联系！12Justlink复哲资询http:/www
14、.justlink-1.5 Objective of Purchasing采购的目标Acquisition of material and services of the Right Quality in the Right Quantity at the Right Price at the Right Time from the Right Source以高品质、适当的量、合理的价格、及时地、正确的渠道来获取物料和服务。13Justlink复哲资询http:/www.justlink-1.6 Internal Interfaces 采购部门与企业内部各的关系Direct Material
15、PurchasingJustlink复哲资询http:/www.justlink-Internal Interfaces 采购部门与企业内部各的关系Indirect Material Purchasing采购用户用户用户用户工程技术生产仓储研发行政财务人事市场销售各地分支机构Justlink复哲资询http:/www.justlink-2. 10 Procedures采购操作 10步骤16Justlink复哲资询http:/www.justlink-决定需求 沟通 鉴定潜在资源 报价和报价提案评估准备合同与订单跟单，催货 交货 接收和检查 确认发票，完成付款保存采购记录2.1 一般采购流程17
16、Justlink复哲资询http:/www.justlink-2.2 Requisitions 请购 Standard Purchase Requisition 标准请购 Bill of Materials (BOM) 物料清单Information on a typical PR 请购单 The date 日期 An identification number 所引号 The originating department 申请部门 The account to be charged 成本中心 A complete description of the desired material, pa
17、rt, service, or equipment 需求描述 The quantity needed 数量 The date needed 到货日期 Any special shipping instructions 运输指示 The signature of the authorized requisitionor 签字18Justlink复哲资询http:/www.justlink-Priority sequence 处理顺序First in, first served 按顺序 服务Arrangement by need date 按所需日期Rush order/emergency 紧急请
18、购Order of importance/impact 按重要性Seasonal 季节性19Justlink复哲资询http:/www.justlink-Category of Need需求的分类 Raw materials 原材料 Purchased parts 采购零件 Packaging 包装 Maintenance, Repair, and Operating (MRO) 维修与作业耗材 Services 服务 Capital equipment 资本设备 Resale 转售 Others 其他（样品，礼品等）20Justlink复哲资询http:/www.justlink-Ways
19、of Describing Need描述需求的方式 By brand 品牌 “Or equal” 相当于 - By specification 规格需求 Physical or chemical characteristics 物理或化学特征 Material and methods of manufacture 物料和制造方法 Performance or function 性能或功能 By engineering drawing 工程图 By miscellaneous methods 其它方法 Market grade 市场等级 Sample 样本 By combination of t
20、wo or more methods 综合方法21Justlink复哲资询http:/www.justlink-Suppliers 供应商 :- Approved suppliers 已合格的- Certified suppliers 正式的- Partnered suppliers 合作伙伴- Pre-qualified suppliers 之前核准的- Suppliers certified by Group companies 集团批准的- Supplier on trial 正在试用的- non-specific suppliers (commodities or C products
21、)不必指定具体供应商的2.3 Which Supplier?哪个供应商？22Justlink复哲资询http:/www.justlink-Other Factors其他的考虑因素Suppliers 供应商的 : Capacity 产能 Lead time 前置期 Intellectual property 知识产权 Image 形象 Political 政治 23Justlink复哲资询http:/www.justlink-2.4 RFQ询价 Telephone 电话 List price 标价单 Fax, letter, email 传真 ， 信件 ， 电子邮件 Counter offers
22、 还盘 Acceptance 接受24Justlink复哲资询http:/www.justlink-2.5 Method of Procurement采购方式 Conventional purchase order 常规采购订单 Contract 常规合同 Telephone / Fax orders 电话传真订购 Check with order 附支票订单 Petty cash/local small purchases 现金采购 Blanket / Standing order 概括性 /未定数量的订单 EDI (Electronic Data Interchange) 电子数据交换25
23、Justlink复哲资询http:/www.justlink-Authorization 授权 Authorization 授权 :- By value per order 每个订单的金额- Contract 合同- Decision on unit price and supplier 单价和从那个供应商 Control 控制 HOW怎样控制 ？- before the event 之前- during the event 之中- after the event 之后26Justlink复哲资询http:/www.justlink-2.6 Order Acknowledgement订单确认
24、The original copy of the purchase order which is sent to the supplier constitutes a legal “offer” to buy发给供应商的原版采购订单构成了一份合法的采购要约 No purchase “contract” exists until the seller “accepts” the buyers offer只有供应商接受了采购员的要约，采购合约才可成立 The sellers acceptance can take one of two forms供应商可以采取以下两个形式来接受要约 Perform
25、ance of the contract 履行合约 Formal notification that the offer is accepted发正式通知，声明接受要约27Justlink复哲资询http:/www.justlink- 卸货及检验装运的货物 货运量的差错可以在这一环节被发现 拆包及检查 损害一经发现 ， 可以采取以下步骤： 通知运货人 要求补充损失的货物 将物料另外存放 ， 不要去动用 如果货物易变质 ， 就拍照作为证据证明损害 收料报告或文件 提单的复本和装箱单是应该保留在收料文件中的2.7 接收和检验28Justlink复哲资询http:/www.justlink-Rece
26、ipt and Inspection Unloading and checking the shipment Miscounts may be detected at this stage Unpacking and inspection As soon as damage is detected, the following procedures should be taken: Notifying the carrier Filling a claim for recovery Set the material aside and not disturbed Photographic pr
27、oof showing the damage if the goods are perishable Receiving reports/documentation copies of the bills of lading (B/L) and the packing slips are retained in the receiving files29Justlink复哲资询http:/www.justlink-2.8 Order Discrepancies常见问题 Late delivery 推迟交货 Early delivery 提早交货 Incorrect quantity shipment 装运量错误 Incorrect part shipment 分运方式不正确 Unacceptable quality 无法接受的质量 Goods damaged in transit 在运输中受损的货物 Incorrect pricing 与价格不符 Other errors or problems其它错误或问题30
