我不想买SMART汽车.ppt

1、Suppliers and Distributors,8- 1,Case study Apple Computer,19961997 Lost nearly 1.9 billion 1998 made 309 million The reasons of Apples success The return of confounder Steve Jobs The introduction of new products (iMac) Remaking the companys inefficient supply chain Outsourcing most manufacturing and

2、 assembly work to contract manufacturers,Suppliers and Distributors,8- 2,個案,我不想買SMART汽車,Suppliers and Distributors,8- 3,Supply chain management,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,The complete sequence of activates th

3、at move goods from the source of raw materials to ultimate consumers,Suppliers and Distributors,8- 4,Competitive advantage of supply chain management,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Improve the quality of products

4、 Improve the speed at which they get to market Improve the ability to provide good customer service Improve the delivery schedules,Suppliers and Distributors,8- 5,The focuses of supply chain management,Supply chain Outsourcing Global sourcing Channels of distribution Wholesalers Retail distribution

5、Transportation modes,Suppliers Production operations Distributors Purchasers Information system,Suppliers and Distributors,8- 6,Case study Wal-Mart,Building a hub-and-spoke network of distribution centers surrounded by stores not more than a days truck drive away, and has created a state-of-the art

6、information system that links its stores and suppliers. Faster deliveries Fresher merchandise Fewer markdowns Lower labor costs,Suppliers and Distributors,8- 7,Suppliers are “necessary evils or “partners” ?,公開招標(三家以上比價) or 夥伴關係?,Suppliers and Distributors,8- 8,Purchasing and supplier relations,Suppl

7、y chain Purchasing and supplier relations Outsourcing Global sourcing Channels of distribution Wholesalers Retail distribution Transportation modes,Past Adversarial relationship Today partners,Suppliers and Distributors,8- 9,Adversarial relationship,Supply chain Purchasing and supplier relations Out

8、sourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Business withhold information from their suppliers Set suppliers against each other in aggressive bidding struggles Not to build long-term commitments with each other,Suppliers and Distributors,8-

9、10,Results of adversarial relationship,Supply chain Purchasing and supplier relations Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Large supplier bases Short-term contracts,Suppliers and Distributors,8- 11,Advantage of adversarial relation

10、ship,Supply chain Purchasing and supplier relations Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Ensured adequate supplies Allowed firms to pressure vendors for price concessions,Suppliers and Distributors,8- 12,問題,機械臂向甲廠商購買，輸送帶向乙廠商購買，自動倉儲

11、向丙廠商購買系統整合？,Suppliers and Distributors,8- 13,Partnering relationship,Supply chain Purchasing and supplier relations Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Cooperate with each other Share information Help each other succeed,Suppliers

12、and Distributors,8- 14,Advantage of Partnering relationship,Supply chain Purchasing and supplier relations Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Long-term cost savings Higher quality products,Suppliers and Distributors,8- 15,個案討論,豐田

13、汽車的中衛體系 DaimlerChrysler Presourcing(預選供應來源),Suppliers and Distributors,8- 16,Qualification criteria and evaluation programs for supplier (Campbell Soup),Supply chain Purchasing and supplier relations Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation

14、modes,Technical capabilities Financial health Cost-effectiveness High quality standards innovativeness,Suppliers and Distributors,8- 17,問題,汽車製造廠輪胎、燈具、座椅、安全帶是否要自製？,Suppliers and Distributors,8- 18,Why firms are outsourcing,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers

15、Retail distribution Transportation modes,Of the 100 largest U.S. Corporations 77% contract with outside firms to provide resources Why?,Allows the firm to concentrate on its core competencies,Suppliers and Distributors,8- 19,Why firms are outsourcing,Supply chain Outsourcing Global sourcing Channels

16、 of Distribution Wholesalers Retail distribution Transportation modes,Of the 100 largest U.S. Corporations 77% contract with outside firms to provide resources Why?,Many of the firms functions can be done better and cheaper by those who specialize in that function,Suppliers and Distributors,8- 20,個案

17、,世新大學保全體系 榮民總醫院清潔作業,Suppliers and Distributors,8- 21,Advantages to global outsourcing,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Global outsourcing allows firms to take advantage of changes in economies that can create cost

18、savings,Suppliers and Distributors,8- 22,Case study Canon,Internal components is produced in Taiwan Casings made in South Korea Assembly done in the Philippines Finished copiers warehoused in Los Angeles, London Melbourne, and Tokyo,Suppliers and Distributors,8- 23,Channels of Distribution,Supply ch

19、ain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Direct distribution channel The path in which products move from a producer to the ultimate user without an intermediary. Example: Dell computer Marketing intermediaries Individuals or organ

20、izations that help move goods and services between a producer and user.,Suppliers and Distributors,8- 24,Type of marketing intermediaries,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Wholesalers (大盤商) Agents (代理商) Retail store

21、s (零售商) Vending machines (自動販賣機),Suppliers and Distributors,8- 25,Contrast direct distribution with intermediaries,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Suppliers and Distributors,8- 26,Why firms use intermediaries,Supp

22、ly chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,They can reach users that a firm might not otherwise be able to access (例如，零售商店) They create utility (時間、地點) Providing services (例如，旅行社之一次購足、電腦零售商之運送安裝) Potentially lower cost (物流中心 vs.

23、 數以千計之製造商),Suppliers and Distributors,8- 27,Wholesalers,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Marketing intermediaries who sell to other businesses for re-sale to ultimate consumers. Types of wholesaler Merchant wholesa

24、lers (商品大盤商) An independently owned firm that takes legal possession of goods produced by a variety of manufacturers and then resells those goods to other businesses. Agents (代理商) They dont take ownership of the products they sell.,Suppliers and Distributors,8- 28,Classification of merchant wholesal

25、ers1,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Full-function (warehousing. Delivery, financing) Rack jobbers (上架批發商) Full-function merchant wholesalers who stock, display, and service particular products in retail stores, p

26、aying the retailer a commission based on sales.,Suppliers and Distributors,8- 29,Classification of merchant wholesalers2,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Limited-function (specialized set of services) Drop shippers

27、 (直接裝運者) After receiving an order from a customer, drop shippers have the merchandise shipped directly from the producer to the customer. They provide no inventories, warehousing, or delivery They provide their knowledge and relationships with producers, and his skills at negotiation the best possib

28、le price. Example: lumber industry,Suppliers and Distributors,8- 30,Agents,Supply chain Outsourcing Global sourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,They act as the sales arm of manufacturers who dont have their own sales force. Independent agents add val

29、ue to the distribution channel through their product expertise and the relationships they build with customers.,Suppliers and Distributors,8- 31,個案,國裕關係企業代理Moser, Meissen, SOHER,Suppliers and Distributors,8- 32,Retail distribution,Supply chain Outsourcing Global sourcing Channels of Distribution Who

30、lesalers Retail distribution Transportation modes,Retailer An intermediary who sells goods and services directly to the ultimate consumer Classification of retailers Store Nonstore Telemarketing (電話行銷) Infomercials (購物頻道) Multilevel marketing (多層次傳銷) Automatic vending machines (自動販賣機) Internet sales

31、 (網路銷售),Suppliers and Distributors,8- 33,案例,金融保險，報紙(telemarketing) 東森購物(infomercials) 安麗(multilevel marketing) 橘子媽媽(internet sales) Dell Computer (internet sales),Suppliers and Distributors,8- 34,Three types of retail distribution strategies1,Supply chain Outsourcing Channels of Distribution Wholesa

32、lers Retail distribution Transportation modes,Intensive distribution(多重通路) Product in as many retail outlets as possible. This strategy works well with low-priced convenience goods. Selective distribution(選擇性通路) Product to a limited group of retailers. This strategy is frequently chosen by manufactu

33、rers of luxury or expensive products. Customers of these products tends to require more time and product information Closer relationships with retailers,Suppliers and Distributors,8- 35,Three types of retail distribution strategies2,Supply chain Outsourcing Channels of Distribution Wholesalers Retai

34、l distribution Transportation modes,Exclusive distribution(單一通路) Products in one retail outlet in geographical area. For products that are expensive and for which the manufacturer wants to maintain control of the brand image.,Suppliers and Distributors,8- 36,案例,康師父(便利商店、超級市場、量販店) LV，PRADA(專門店特定百貨公司設

35、櫃) MINI(汎德)，SMART(中華賓士),Suppliers and Distributors,8- 37,Differentiation of retailers,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,:,Price Service Location Selection Customer experience,Suppliers and Distributors,8- 38,案例,Southwest Air，屈臣氏(pr

36、ice) N，選擇聯強貨，服務有把握，淨水器(service) 7-11(7元的商品賣11元?)(location) 麗麗傢俱，應有盡有，特利屋 (selection) McDonalds kids playlands，REI (customer experience),Suppliers and Distributors,8- 39,Factors affecting channel selection1,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Transportati

37、on modes,Market segment Small number of target buyers, concentrated in close proximity to each other, who make frequent purchases A direct channel Product characteristics The higher a products price, the more perishable product, the more that product is customized the shorter the distribution channe

38、l,Suppliers and Distributors,8- 40,Factors affecting channel selection2,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Producer resources Firms that are large and financially strong A direct channel or at least keep the distribution channel sho

39、rt Complexity of the producers product line Firms that produce an extensive product line A direct channel,Suppliers and Distributors,8- 41,Factors affecting channel selection3,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Degree of control sou

40、ght The more intermediaries that a firm uses, the more control it loses.,Suppliers and Distributors,8- 42,Managing channel relations,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Transportation modes,Providing support to intermediaries Training Information Rewards

41、 Minimizing channel conflicts Disagreements among members in their distribution channel Power differences in the distribution channel Major brands are adding direct sales to their distribution channels,Suppliers and Distributors,8- 43,案例,Waterman 的羽毛筆 移植Dell Computer的成功經驗? MONT BLANC收回代理權,Suppliers

42、and Distributors,8- 44,Physical distribution,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,The activities required to move a product efficiently from the end of the production line to the end user. Primary decisions of physical distribution W

43、here the product will be stored How it will be transported Inventory control Materials handling,Suppliers and Distributors,8- 45,Warehousing,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,The storing of products as they move through the distri

44、bution channel. Types of warehouses Storage warehouses Storage facilities that store products for extended periods of time. Distribution centers (DC),Suppliers and Distributors,8- 46,Changing role of warehousing,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physic

45、al distribution,Past Owned and operated by the manufacturers themselves Basic purpose was to provide storage for finished goods Today Fewer and larger warehouses Outsourcing control to warehousing specialists Implementing sophisticated warehouse management systems to improve efficiency Turning stora

46、ge warehouses into distribution centers,Suppliers and Distributors,8- 47,Modes of Transportation,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,Truck(公路) Rail(鐵路) Water(水路) Pipeline(導管) Air(航空),Suppliers and Distributors,8- 48,Truck1,Supply ch

47、ain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,特徵 車路分離 富於機動性 及門運送服務(door to door service) 公共性高,Suppliers and Distributors,8- 49,Truck2,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,優點 方便性高 及門運輸

48、限時或臨時急需之貨物運送 短程運輸為所有運輸工具最快者 運用靈活 普及性高 經營容易 缺點 運載量小 安全性較低,Suppliers and Distributors,8- 50,企業自用車隊的優缺點,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,優點 減少運輸時間 方便排定行程 減少產品損壞程度 增加公司競爭力 提供租用車隊無法提供之服務(司機兼推銷員) 缺點 增加固定成本與營運成本,Suppliers and Distributo

49、rs,8- 51,Rail1,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,特徵 投資成本龐大:土地,軌道,車輛,終點設備,維護 路線容量高 具自動控制的能力 專用路權 車路一體或車路分離,Suppliers and Distributors,8- 52,Rail2,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Phy

50、sical distribution,優點 長途運量大 安全性高 運價低廉 受氣候限制小,Suppliers and Distributors,8- 53,Rail3,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,缺點 維修不易 缺乏彈性 緊急量小之零擔運輸 路線 目標顯著易遭破壞 編組費時,Suppliers and Distributors,8- 54,Water1,Supply chain Outsourcing Channel

51、s of Distribution Wholesalers Retail distribution Physical distribution,特徵 便於利用 航行速度慢 國際競爭激烈 具彈性,Suppliers and Distributors,8- 55,Water2,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,優點 運輸量大 調度容易 運價低廉 以單位成本而言，為所有運輸工具最低者 續航力強 缺點 易受天候影響 受港口限制 速

52、度慢 各運輸工具中速度最慢者,Suppliers and Distributors,8- 56,Pipeline1,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,特徵 生產與運銷一元化 及門服務 高度專業化 作業自動化 不需包裝,Suppliers and Distributors,8- 57,Pipeline2,Supply chain Outsourcing Channels of Distribution Wholesalers

53、 Retail distribution Physical distribution,優點 輸送量大 不受天候影響 運費低 缺點 易遭偷竊 限運液,氣體貨物 維修不易 速度慢,Suppliers and Distributors,8- 58,Air1,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,特徵 飛機與機場分離 遠距速達 用途廣泛 不受地理環境影響,Suppliers and Distributors,8- 59,Air2,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physical distribution,優點 速率高 不受地形限制 航線選擇自由 缺點 運費高 運量受限 可及性較差 受天候影響,Suppliers and Distributors,8- 60,Comparing transportation modes,Supply chain Outsourcing Channels of Distribution Wholesalers Retail distribution Physi