14. 商机评估举例-了解我们购买的是什么Laboratory supplies and equipment I cannot read this it is too smallOrder quanities and somethingCarios specificationsLaboratory supplies and equipment 支出订购数量/型号规格使用者需求及优先顺序目前供应来源
15. 商机评估举例-从哪些供应商购买J F M A M J J A S O N D高J F M A M J J A S O N D最可能低2000 單應商r B10,000100200 商品数量供应商所在位置供应商绩效需求预估价格与条件技术与功能规格单位实际单位供应商A单位单位单位厂厂12供应商单位品质
交货期
附加价值直径:10cm
长度:20cm
材料
铜核心
橡皮外包特定数量语期限
公式
产品及服务范围
假设
合约
35. 产业动态供应商成本结构分析Cost structure comparison (aluminum)Applying it to suppliers...Example: Cans/tubes* Other includes SG&A, taxes, insurance, interest, freight, warehousing and R&DSource: Company annual reportsVendor 1Vendor 2Vendor 3Vendor 4Raw Materials45%Labor18%Depreciation19%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%价值链The business model for plastic processing has several levers that we can influence to reduce costPre-ConversionCostsConversionCostsPost-ConversionCostsSupply MarketBusiness ModelBMS
Controllable(Varies ByBusiness) 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 complexity
In-house design capability
Gram weight optimization Tooling investment
Choice of stock vs. custom
Order size
Speed to Market Decorating complexity
Vendor proximity
Release quantity
Order pattern市场/需求象限Our buy can be understood using four distinct segments
Includes:
Capital equipment
High-tech instruments
Includes:
Sensitive supplies
Sensitive chemicals
Ongoing equipment
Includes:
Flexible supplies
Safety supplies
Chemicals and Specialty gases
Includes:
Table-top equipment
Floor-stand equipment
Supplies which support routine day–to–day lab operationsCommon equipment which is key to the basic operations of most labsItems which satisfy the unique needs of specific departmentsNecessity to keep abreast of state-of-the-art capabilities for leading edge research%%Product CharacteristicsProcurement Process%%GenericSpecializedOngoingOne-offTotal SpendApplying it to suppliers ... Example: Laboratory supplies and equipment供应商组合The supplier portfolio for this category is concentrated in major segmentsMarketing functions Sales functions• •Users/OriginatorsSales drivers — Informational items — Emotionally appealing items•PurposeConsumers/trade Professional/ institutional• •AudiencesColors Art work Paper• • •Pre-PressVolume-run size Matching press to job• •PressFinishing Packaging Distributing Expediting• • • •Post-PressSelling aids/field literature Point of purchase materials Training materials Magazine/journal inserts Other sales and marketing materialsBMS ViewSpecifications/ complexity — Paper grade — Number of colors — Bindery Volume — Average run sizeSupplier View• • • • •• •供应商能力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 XGlobalUS-FocusedSupplier Experience/Capabilities市场分析举例