Although knowledge of the community with the purchase of books related to many, and some are also many opportunities for such training, but I always thought it was very theoretical, there is a certain need to purchase qualified procurement managers, in order to learn the useful things, for newly recruited counterparts line, I think the basic knowledge of procurement is the most important, but as far as I know, very few of these books and training, so here I will be friends and I have accumulated over the years some of the basic procurement knowledge sorted out, I do not know whether the work can be helpful after all.
First, why
procurement expenditures typically account for 53% of sales revenue, when purchasing expenditures (direct materials) decreased 5% putting up the same result, the direct labor must be reduced 22% , manufacturing costs must be reduced 24%; management and marketing costs must be reduced by 17%; if you want to profit ratio remained unchanged (8%), the sales income must be increased by 34%. Thus, through the reduction of procurement costs to increase corporate profits, not only easy, it will not cause competitors to follow suit, consumers are not the resistance, on the contrary, if the sales revenue through increased prices or to improve profits, susceptible to the customer or the industry to resist the vicious competition, difficulties, so in the current business environment, the success of the procurement and sales activities not only the normal operation of enterprises, but also a direct impact on operating profit, and corporate reputation and image. Therefore,
Second, the good moral character procurement staff should have what?
1) fairness and honesty; 2) temporary financial careful too; 3) professionalism; 4) with an open mind and patience;
Third, good procurement staff should have what can?
1) cost-conscious and value analysis; 2) predictability; 3) skills; 4) professional knowledge;
Fourth, why some businesses or organizations to adopt procurement operations segmented?
staging has the following advantages: 1) Each buyer is only responsible for part of the procurement process, practice makes perfect, the opportunity to reduce errors and increase efficiency. 2) On the one hand is the division of labor, the other is the internal containment, unless all the dirty people hang together, otherwise the string is not easy hook.
five, why procurement strategy must be developed?
strategy formulation,
年终总结, is based on the analysis of external environment and corporate self-assessment results, while purchasing power from the power supply to contend with, since the point may be to identify opportunities or weaknesses, Therefore, to develop a strategy to deal with suppliers, and its procurement staff will also be the implementation of action.
VI. What are the materials procurement strategy should be developed?
cost of corporate marketing activities and materials have a major impact, should develop procurement strategy. For example: 1) high value-added. 2) Since changes in external conditions, such as: war, transportation difficulties, a significant change in the exchange rate, leading to shortages of supplies. 3) after use of natural factors in the system no longer supplies, such as: silver, lead, mercury and so on.
seven, when the dominant buyer, you should purchase what kind of procurement strategy?
usually suppressed procurement strategy. 1) purchase quantity distributed to several suppliers. 2) the appropriate lower pressure to force the seller. 3) should be appropriate to purchase stock. 4) In addition to transactions with existing suppliers, but for the intention to and from the new supplier should also keep in touch. 5) to require suppliers to improve delivery times, storage units to help reduce inventory. 6) do not have to own factories manufacturing. 7) should be studied the feasibility of using alternatives. 8) to compel the vendor acquired through engineering methods to reduce costs. 9) Request the seller to bear the responsibility of goods transported or stored.
eight, when the dominant seller,
ugg argyle, should be taken to the procurement strategy?
adopt flexible strategies. 1) the required number of manufacturers are required to purchase one. 2) do not take the initiative to negotiate prices with suppliers. 3) seek to enter into long-term contracts with suppliers. 4) actively seeking new suppliers. 5) to maintain safety stock. 6) The buyer should try to be 7) should actively seek alternatives. 8) begin engineering studies to obtain a lower procurement costs. 9) self-delivery to the vendor.
September, when buyers and sellers are evenly matched, the procurement strategy to be taken?
adopt a balanced strategy. The action is as follows: 1) normal delivery, the status should be maintained; if the number of manufacturers of delayed delivery or lack of commitment in the search for other vendors only after carefully transfer the number. 2) The buyer may look for opportunities to ask the seller to reduce the price. 3) The buyer may take the cash and contracts and procurement. 4) preferred the use of new suppliers, alternative sources of comparative disadvantage. 5) that the buffer stock should be kept quite. 6) If the buyer and the seller is still a good match, you do not set up a factory manufacturing; if the deterioration of bilateral relations should be considered an essential source of self-developed. 7) The advantage of introducing an alternative cause. 8) As the price of a lot of money put into the project, it must be because of the potential value of the system should work. 9) depending whether the buyer than the seller who has advantage? And require the seller to FOB or C & F.
ten, are now purchased with the situation for what?
1) by ordering the production of enterprises. 2) The continued buoyant sources of supply. 3) put the item price. 4) corrosive substances. 5) insufficient financial resources of the enterprise.
XI, futures for which standby status?
1) stable production enterprises. 2) the stock of controlled items. 3) The durability of those items and a small storage space. 4) The fixed purchase cost.
second, what is speculative purchases? What conditions apply?
the so-called Usually applies to the following three conditions: 1) the item's price bullish. 2) the expected source of the shortage. 3) The financial strength of the enterprise.
thirteen, what is the long-term contract procurement? What are the advantages and disadvantages?
so-called The advantages: 1) about the delivery of the source stability. 2) great value, better trading conditions. 3) legal protection, the Mongolian benefit. Its shortcomings: 1) price negotiation is not easy, contract useless. 2) a fixed number of contracts is difficult to adjust with the market. 3) reliance by nature, reduced procurement functions.
fourth, what is more than supply? What are the advantages and disadvantages?
so-called The advantages: 1) The seller competition, so that the seller have a sense of crisis. 2) scattered sources, unexpected interruption. 3) market intelligence are more conducive to master the trend. 4) easier access to product expertise. Its shortcomings: 1) decentralized procurement, the loss volume discounts. 2) the lack of interdependence between buyers and sellers. 3) increasing the management burden of delivery.
fifth, a number of supply for which conditions?
more suitable than the supply of the following conditions: 1) the main raw materials or articles required a huge number. 2) The seller can not alone supply. 3) Standardization of the items.
sixteen, what is the sole supplier? What conditions apply?
the so-called exclusive supply is only one supplier to purchase. Applies to the following conditions: 1) buyers and sellers and common interests. 2) source control or monopolize the market. 3) sophisticated test products. 4) The product life cycle is short, and often need to change the design. 5) The product to be unique.
seventh, what is the joint procurement? What are the advantages and disadvantages?
the so-called joint procurement is the same or affiliated companies pooling demand, orders to suppliers. Joint procurement of advantages: 1) co-ordinate supply and demand, the establishment of sales order. 2) price. 3) to promote co-operation with the industry to achieve economic diplomacy. Joint procurement of shortcomings: 1) procurement procedures are complex operations, the organizers must be evil troublesome. 2) the timing and conditions of purchase may not be able to meet the individual needs. 3) causing joint monopoly.
eighth, joint procurement for which situation? What problems will be encountered?
joint procurement for: 1) import procurement under the control of emergencies. 2) a seller's market, buyers are weak. Joint procurement of facing the following problems: 1) the number of unevenly distributed. 2) quotations confusion. 3) ability to pay vary. 4) the slow pace of delivery.
nineteenth, how to find suppliers?
find suppliers open up the source, whether their own or through the newspaper to seek a referral to be proactive, to seek other suppliers should not be limited to local or national, should use of foreign or foreign sources of supply. Find suppliers for the following ways: 1) using the existing data. Of qualified vendors from the list of file or selection. 2) open tender. 3) introduced by the industry. 3) journalism publications. 4) The Association or the procurement of professional consultants. 4) to participate in product display.
twenty, if only by the procurement staff to undertake the responsibility of supplier selection?
appropriate for the procurement, engineering, quality control and production management personnel group composed of selected suppliers to collect brainstorming effect.
the twenty-first,
nike lunar, what objective criteria selected vendors?
objective criteria for selection of vendors, including general business conditions, manufacturing, technical, financial condition, capability and quality control management system.
XXII, why the qualified vendors yet to be classified and graded?
qualified vendors is based on the classification of the professional capabilities of the plant to be classified; classification of various types of qualified vendors is divided according to their ability levels. The purpose of classification in order to avoid vendor arranged a variety of procurement cases, the prevention within the layman do act; classification is intended to prevent companies outside their range to meet the procurement needs, select the appropriate vendor.
xxiii, the object of inquiry is the more the better?
principle, the object of inquiry should be the more the better, because manufacturers offer more, can be selective and to allow competitive suppliers to reduce costs.
round, why suppliers must provide cost analysis sheet?
reserve price or the buyer's estimated budget is not always very reliable, if we draw on the cost of the supplier (Cost Analysis), may be more effective.
XXV, if the cost analysis provided by the seller,
nike jordan heels, any inconvenience to the bargain?
cost analysis report that is usually used in two ways: 1) provided by the firms themselves offer. 2) pre-prepared by the procurement unit custom style sheet quotations or cost analysis to provide a unified reporting for all vendors. If an individual submitted by the first way, because of the vendors offer content or cost analysis of the project is difficult to obtain consistent, and increase the procurement staff will negotiate the difficult work of parity, and even some vendors may be evasive, crude, this rash can provide cost-effective analysis table is quite limited. Conversely, the cost of procurement of standard analysis with a second table, the project has been due to offer content and procurement units to advance planning, the manufacturers offer exactly the same basis, the wide disparities will not happen, so that parity work efficiently.
XXVI, why the need for price analysis?
price analysis can be compared with each other providers offer content to achieve the purpose of fair competition. Price analysis will be available for the following benefits: 1) that offer content for errors in advance to avoid future disputes delivery, and ensure that suppliers of any conditions attached, both the buyer can recipients. 2) to unify the different basis of quotation, or to continue bargaining, price work. 3) training of procurement staff cost analysis can be avoided in accordance with the
xxvii, bargain offer higher or lower from vendors?
analysis and review through the purchase will be from 3 to 7 at the level of firms in order of purchase (parity), find someone who parity results to negotiate lower ranked third, ascertain their lower limit, find the second person to negotiate. After these two bargaining, If this reserve price is lower than the lowest bidder, said third, second lowest in the will of those who undertook the very high, you can find the lowest bidder had to negotiate to the aforementioned third, after the price cuts were the second lowest reserve price, fell to the lowest reserve requirements to contractors to do the following, if the lowest bidder did not want to cut prices, can be given to the lower of the second or third lowest at bargain prices after the transaction.
xxviii, procurement staff how best to use the bargaining power of supervisors?
suppliers will cut prices and scope, often due to differ bargaining object, if the buyers are not satisfied with the outcome of bargaining should be required to supervisors, purchasing managers, and even General Manager, go into action, offer the seller's business manager or higher level direct dialogue, because the skills of top managers is not only familiar with the bargaining and negotiating skills are high, and good social relations, higher status, more likely to win their trust and friendship, often as long as call soon, he will be quite satisfactory bargaining results.
twenty-nine, the combination of products, what bargaining skills should be taken?
should be offer. 2) According to quotations from various suppliers to find the lowest price, set price caps for future transactions. 3) Also other professional firms (those who can not provide full product) for the individual components of the offer. 4) quotations from all vendors, including products and individual components to provide complete,
knit ugg boots, they will be the lowest of the individual components selected. 5) above the lowest of the individual components of Giga up to get the sum of the transaction price is set at the lower limit of the future. 6) According to the second limit, the lower third of five,
情在一夜之前 爱在两腿之间, the future transaction price between upper and lower limits between. However, the lower price is just the sum of the individual components to be combined plus costs, testing costs, so the value should be slightly higher than the lowest limit.
thirty, why the buyer should not over-pressure the seller lower the price?
1) led to many low-quality manufacturers: When the buyer to force the seller to accept unreasonable price, some firms may be left in anger, fear no longer retained the firms outstanding, in vain caused by delivery, quality of the problems to the buyer in terms of maybe more harm than good. 2) may result in retaliation: when market conditions improve, the original compromises of the manufacturers will surely benefit all even had to come back, resulting in skyrocketing costs of the buyer.
xxxi, why do not readily reveal the buyer wishes to purchase?
buyer should be , to determine if the sale the seller has a strong will to ask for lower prices, and will not allow the line to give up, or otherwise to seek other sources said. Although if the seller want to sell, but the profit is too low to increase the buyer discretion. At this point, if the very urgent needs of the buyer, the price should be slightly to the rapid turnover; if the buyer is not a pressing need, you can not increase mean that the seller is likely to agree with the buyer's price requirements.
XXXII, the supplier should offer not dare do with bargaining? Please open
supplier cost data, plus a reasonable profit and then to calculate the price. Terms of cost,
puma discount, the cost required to check one by one, the most important is the supplier of irrigation projects may be removed or reduced; to profits, since the situation is different walks of life, it is difficult to have a certain standard the other will have to see the size of the transaction amount, the supplier profit with the transaction amount is usually reduced expansion.
xxxiii, why suppliers often can not be delivered as scheduled?
1) more than lack of capacity or manufacturing capacity. 2) Subcontracting poor. 3) lack of responsibility. 4) the manufacturing process or the quality is poor. 5) lack of material. 6) Quoting errors or price is too low.
xxxiv, delay in delivery caused by reasons which are the responsibility of the buyer?
1) lack of time share operation. 2) Specifications temporary changes. 3) The production plan is not correct. 4) The emergency order. 5) order the wrong objects. 6) urging the goods are not positive. 7) failure to supply materials or mold. 8) technology guidance to poor planning. 9) In case of low order.
xxxv how to ensure that suppliers deliver on schedule?
1) to establish a reasonable time share operation. 2) sales, production and procurement units to strengthen the links. 3) The period Jicui, Mill inspection. 4) for alternative sources. 5) increase the penalties for breach of contract.
XXXVI, how to do inspection work?
First, check and accept the number. Second, the test quality: 1) to confirm suppliers, materials from anywhere,
A man watching his wife do not cry ... ... `` What is the best, look beautiful, without error or confusion. 2) to determine the date and acceptance to date. 3) to determine the name of the material and quality. 4) The amount of inventory. 5) inform the inspection results. 6) processing short loss. 7) Refund of unqualified items. 8) dealing with packaging materials. 9) Acceptance of the stored items had to be identified
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