供應(yīng)商采購成本分析與談判技巧

1、采購成本分析與控制主講人：宮迅偉個人簡介中國采購供應(yīng)鏈工作坊領(lǐng)銜主教練專屬領(lǐng)域：采購與供應(yīng)鏈豐富的理論基礎(chǔ)：上海交通大學(xué)自動化學(xué)士、吉林大學(xué)國際貿(mào)易專業(yè)進修天津財經(jīng)學(xué)院經(jīng)濟管理專業(yè)研究生中國人民大學(xué)MBA實戰(zhàn)的企業(yè)經(jīng)歷：實戰(zhàn)的企業(yè)經(jīng)歷：20年的跨國際工作經(jīng)歷-曾就職于大型國有公司、外國合資公司、外商獨資公司、大型民營公司、上市公司；訪問過20幾個國家，對不同地區(qū)采購文化和采購管理有深刻的理解5年的500強采購經(jīng)歷-先后在DELPHI、VOLVO、Daewoo、HALDEX等歐洲、美國、亞洲等多個世界500強公司，任采購經(jīng)理、采購總經(jīng)理、全球采購經(jīng)理、采購總監(jiān)、供應(yīng)鏈總監(jiān)、總經(jīng)理；個人經(jīng)歷真實的

2、榮譽稱號：中國物流采購聯(lián)合會專家、中國機械工程學(xué)會物流分會理事、美國職業(yè)采購經(jīng)理認證CPM、CPSM指定授權(quán)培訓(xùn)師、上海管理科學(xué)學(xué)會精益六西格瑪委員會專家、美國CPM/CPSM采購經(jīng)理人認證指定授權(quán)培訓(xùn)師、德國萊茵公司高級咨詢顧問、在世界500強企業(yè)DELPHI由于推行MCIP采購成本管理模式的、卓越工作，獲得美國總部全球總裁特別獎個人榮譽課程目標: Course Objectives成本控制是采購永遠的主題，采購人員每年在做降價工作，但現(xiàn)在原料價格上漲、人工成本上漲、通貨膨脹嚴重，企業(yè)為了控制庫存，采購周期也越來越短、由于市場訂單的變化，采購批量越來越小，對供應(yīng)商的要求越來越高，降價的工作越

3、來越富有挑戰(zhàn)。Cost control is the theme of the purchasing forever，buyers do work to reduce the price in single every year，but now raw material prices increase，artificial rising costs，serious inflation problem. Enterprise have to short the purchasing cycle in order to control the inventory. Due to the chang

4、e from thmarketorder，which influence the purchasing batch. The supplier demand is higher and higher，The reducing price work become more and morechallenge.課程目標: Course Objectives通過對本課程的學(xué)習,學(xué)員可以了解：Through this course of study, students can understand:如何透視供應(yīng)商成本結(jié)構(gòu)How to do the cost structure of supplier

5、供應(yīng)商是如何定價的How to identify the price of supplier供應(yīng)商降價的底線是什么What is the baseline of supplier cost down如何通過簽訂價格條款避免價格風險How to avoid price terms by signing the price risk.目錄CONTENTSPart 10608Part 20912Part 31315Part 41620Part 52125Part 62632Part 7Part 8如何透視供應(yīng)商成本結(jié)構(gòu)Analyze suppliers cost structure采購成本結(jié)構(gòu)是怎樣

6、的How about purchasing cost structure供應(yīng)商的成本結(jié)構(gòu)是怎樣的How about supplier cost structure不同行業(yè)的供應(yīng)商成本結(jié)構(gòu)是怎樣的How about different industry of supplier cost structure制造業(yè)供應(yīng)商成本結(jié)構(gòu)The cost structure of manufacture supplier服務(wù)貿(mào)易業(yè)供應(yīng)商成本結(jié)構(gòu)The cost structure of service trade supplier 如何通過Cost breakdown 了解供應(yīng)商成本結(jié)構(gòu)How to use

7、cost breakdown to understand the supplier cost structure如何根據(jù)成本分類對成本進行管理How to use cost classification to do the cost management 按照公司活動的成本分類制造成本、銷售費及一般管理費The cost classification according to the business activities manufacture cost, sales expenditure and normal management fee按照成本形態(tài)進行的成本分類材料費、人工費、期間費用

8、According to the type of cost to do the cost classification- material fee, artificial fee, period fee按照與產(chǎn)品關(guān)系的分類直接費用、間接費用According to the products relationship to do the cost classification- direct fee, indirect fee按照與工作量的關(guān)系進行分類固定成本、變動成本According to the relationships of working quantities to do the c

9、ost classification- fix cost, available cost如何根據(jù)成本分類對成本進行管理How to use cost classification to do the cost management 按照與管理責任分類可管理成本、不可管理成本According to the responsible of management to do the cost classification- can management cost, cannot management cost為什么有些成本不能計入成本非成本項目Why some other cost which ca

10、n not be included in costnon-cost item如何核算供應(yīng)商的成本How to account for the supplier cost如何事先核算供應(yīng)商成本How to prepare to account the supplier cost估計成本計算的流程Estimate cost calculation process直接費用、間接費用與材料費、加工費之間的關(guān)系Direct fee, indirect fee and material fee確定成本的方法Identify the approach of cost 如何通過成本和消耗量計算材料費How t

11、o use cost and consumption volume to calculate the material fee如何通過加工費率和時間計算加工費How to calculate the processing cost by the rate of processing cost and time如何核算供應(yīng)商的成本How to account for the supplier cost價格的詳細項目和計算方法The calculation approach and detail item of price如何制作一個成本報表How to make the cost stateme

12、nt 供應(yīng)商是如何報價的The supplier how to make the quote成本加成定價法 Cost- plus pricing 4種加成方式4types of plus cost method TCO總成本法Total cost ownership method價值定價法Value pricing method市場結(jié)構(gòu)定價法Market structure pricing method4種市場結(jié)構(gòu)如何定價 How to pricing with 4types of market structure 如何評估供應(yīng)商的報價How to evaluate supplier quot

13、ation 供應(yīng)商的報價是真實數(shù)據(jù)嗎Does the real data from supplier offer?怎樣剔除供應(yīng)商報價的水分How to eliminate the false in the quotation from supplier 盈虧平衡分析The breakeven analysis標準成本法The standard cost method 預(yù)期成本與事后成本 Forecast cost and afterwards cost如何處理成本分攤How to treat cost apportionment 如何進行折舊How to do depreciationABC作

14、業(yè)成本法ABC working cost method 學(xué)習曲線Learning curve如何根據(jù)報價進行采購決策How to according quotation to do the purchasing decision 如何使用價格分析分析價格分析方法How to use price analysis to analyze the price method競爭性方案The competitive scheme與公布價格的比較The comparison between the released price 歷史對比The historical comparison內(nèi)部成本估算-細節(jié)分

15、析Internal cost estimate- detail analyze如何使用盈虧平衡分析How to use breakeven to analysis如何使用敏感度分析How to use sensitivity analysis如何根據(jù)報價進行采購決策How to according quotation to do the purchasing decision 如何使用目標成本分析How to use target cost analysis如何使用VA/VE分析How to use VA/VE analysis如何使用數(shù)量折扣分析How to use quantity dis

16、count如何使用付款與價格條款分析How to use payment and price term analysis如何與供應(yīng)商定價規(guī)避價格風險How to avoid the price risk from supplier pricing固定價格法Firm fixed price變動價格法Valuable price價格指數(shù)法 Price index method公式法Formula method市場投機法Market speculation method市場聯(lián)動法Market linkage method合同中的價格條款The contract price terms如何與供應(yīng)商定價

17、規(guī)避價格風險How to avoid the price risk from supplier pricing固定價與總價合同 Fixed price and price contract單價合同Unit price contract成本加酬金合同Cost plus commission contract計量估價合同The measurement appraisal of the contract供應(yīng)鏈管理The supply-chain management基于不同定價模式的購買策略The different pricing model based on the purchase of the strategy即期購買Sight to buy超前購買Advance purchase套期保值Hedging產(chǎn)品生命周期與成本管理Product life cycle and cost management導(dǎo)入期（Emergence）成長期（Growth）基于不同定價模式的購買策略The different pricing model based on the purchase of the strate