在臺(tái)國(guó)際采購(gòu)處與大陸臺(tái)商的供應(yīng)關(guān)系

在臺(tái)國(guó)際採(cǎi)購(gòu)處與大陸臺(tái)商的供應(yīng)關(guān)係

主講人:林賢榮/國(guó)際採(cǎi)購(gòu)處總經(jīng)理

TheSupplyRelation-shipinbetweenIPOTaiwan&TaiwaneseSupplierinChinaBy:PaulLin/GeneralManager

PhilipsIPOTaiwan

ContentsPI/Philips&IPOinTaiwanPII/GlobalIPOsActivitiesinTaiwanPIII/IPO&Supplier’sRelationshipPIV/NewErawithNewConceptAnintroductiononPhilips

Globalelectronicscompany,establishedin1891asalampfactoryShareslistedonNewYork,London,AmsterdamandotherstockexchangesMultinationalworkforceof219,400employeesHeadquarters:AmsterdamTheNetherlands Results2000inmillions

EURUSDSales 37,862 34,864Netincome 9,602 8,842Salesandservicein150countriesRoyalPhilipsElectronicsTechnologyLeadershipAreasDisplay? ConsumerTV? One-ChipTV? LG.Philips? LightEngines? 3Dmedical imagingStorage? Audio/DVD? OpticalStorage

modules? ConsumerICsDigitalVideo? TV/DVD? Set-topboxes? TriMedia/ Nexperia? RFtunersConnectivity? Wireless handsets? Set-topboxes? BluetoothICsPhilipsProductDivisionBoardofManagementLightingConsumerElectronicsDomesticAppliances&PersonalCareComponentsSemiconductorsMedicalSystemsPhilipsPurchasingOrganization/Corp.PurchasingE-Proc.ProgrammeMgt.&ISDev.PurchasingProcessDev.LeveragedPurchasingMgt.&Supportincl.IPO’sControllerNPRProgr.Mgt.ManagementC.P.BoardofManagementSecretaryHRMDevelopmentTrainingProductDivisionPurchasingCentersDirectResponsibilitiesFunctionalResponsibilitiesInternational

Purchasing

Office

PaulLin27FB,No.66,ChungHsiaoW.Rd.,Sec.1Taipei,TaiwanTel:886-2-2382-4546Fax:886-2-2382-4544/45PhilipsTaiwanLocationsJointVenture

PhilipsOrganizations

TaipeiHeadOffice:TheCentralServices&TheDomesticBusinessHeadquarters

ChungliMonitorsTayuanLightingDaponColorMonitorTubesChupeiGlassTSMCKaohsiungSemiconductors

2001BudgetPersonnel7,816TotalAssetsNTD

58.6BSalesNTD238.7Be:\DATA\PRESENT2\presenforMOEA-2.PPT(01-10-17)產(chǎn)業(yè)轉(zhuǎn)型過(guò)程ChangingPatternofPhilipsinTaiwan'sBusiness

勞力密集型LaborIntensive資本與技術(shù)密集型Capital/TechnologyIntensive腦力與知識(shí)密集型Intelligence/KnowledgeIntensive角色轉(zhuǎn)型ChangingRoleofPhilipsinTaiwan海外代工Off-shoreAssyCenter國(guó)際生產(chǎn)中心InternationalProductionCenter亞太及全球事業(yè)群組織

AsiaPacific&GlobalBusinessManagement

Center

研發(fā)中心

Research&DevelopmentCenterStrengthofTaiwan1.WellEducatedHI-TEKHumanResource2.HighlyDev.onPC’sbeingaLeadingMulti-Media/I.A.M’fg&SupplyCenter3.TowardingHighTech/CapitalInvolvedIndustries(SemiconductorFields)4.BeingtheAsia-PacificOperationCenter5.BeingtheSupplyCenteroftheWholeRangeofMEMORY&LCD’’s(Color/Mono)6.AsanAdvanced,Creative&DynamicCountryofElec.Industry&aimingonVolumeQ’’ty,M’’fg.OrientedMajorEconomicIndicators-TaiwanFunction:AsABRIDGEinBetweenPhilipsWorldwideandSuppliersObjectives:Max.purchasingPROFITABILITYforPhilipsWorldwideMax.PhilipsorganizationSATISFACTIONCO-MAKER-SHIPwithKeySuppliersIPOPHILIPSTaiwanIPOActivitiesINFORMATIONFLOW&P.O.INFORMATIONFLOW&P.O.GOODSFLOW

CASHFLOWCUSTOMERSUPPLIERNOTE:““INFO.FLOW””including-Advance/InitialPurchasing,QualityAssurance(Selection/Auditing/Rating)aswellasfinancing&closing.BusinessPerArea2000($135M)AmericanFarEastEurope1999($115M)SupplierNumberCustomerNumber256138DistributionofT/OperProduct2000($135M)1999($115M)CRTRAMELECMECHF/GE/MIPOTURNOVERSTATUS(1993-2001)USD:MillionPersonPlan1.Advanced/InitialPurch.&Procur.,evenincl.Q.A.areallinteractive,likeanintegratedfunctionofahumanbody.2.Packageservicewouldbee.g.Quality:-Selecting,Auditing,Up-grading,AdoptingCost:-LeveragepowerofP.D.'s/B.G.'sconsolidationDelivery:-AvailabilitythruwellallocationFlexibility:-Local&promptcontactwithsupplierEntrusting:-Diff.servicerequiredv.s.diff.site/region3.SideEffects:PHILIPSinRegionofInfo.collectionRealCustomer'sofPurchasingTohaveoptimumoncommunication,traveling&etc.LubricatinganyConflictIPOTaiwanWorkingScopeCustomerFriendly,FootholdsExtendedArmEffective/EfficientCosts(OCoO)(Buffer)NORTH-TOWARDPOLICY,JAPANTiming(天時(shí))Region

(地利)Personnel(人和)

-YenAppreciation-NearbyTaiwan-GoodFriendshipFromzero/’93toUSD5~6M/Now-a-days!QualityOrientedBusinessPHILIPSIPOTAIWANOURADDEDVALUE1.TEAMWORKAPPROACH2.NOCOMMUNICATIONGAP3.WELLEXPERIENCEDCAPABILITY4.TAIWAN’SCOMPETENCE(TAIWAN,H.K.&CHINA)5.CONSTRUCTIVEADVICES(T.Q.R.D.)6.NON-DISCLOSUREAGREEMENT7.REASONABLERECOVERY8.LEVERAGEPOWERFROMALLPDsNEEDS9. WIN-WINTARGETYourGlobalPurchasingPartnerInTaiwanIPOTaiwan2001SloganWeCommittoDeliverOurBEST!!以客為尊無(wú)無(wú)微不不至What’’sBEST??BusinessExcellencethroughSpeed&TeamworkGlobalIPOsActivitiesinTaiwanPIIWhatareIPOsActivitiesinTaiwan?PII/GlobalIPOsActivitiesinTaiwanT/OMapingofW-wideIPOsinTaiwan(2000)Unit:USDM50M100M500M1,000M+

PhilipsArp-datacomAlps-Taiwansenatek、AlphaData、Aurora、Kodak、、XeroxSamsungSonyGEAashimaLiaisonWintopHitachiKQTaipeiTriGemDatecA&ANokiaLucentCompaqAppleToshibaSiemensEpsonIntelHP250MW-wideIPOsinTaiwan’sT/O(2000v.s.1999)unit:USDBSource：OCIID/MOEARemark：Year2000a.TOP10USIPO──APPLE、、A&A、、COMPAQ、DELL、、GATEWAY、、HP、IBM、INTEL、INGRAMMICRO、、SOLECTRONb.TOP5JapanIPO─FUJITSU、、HITACHI、、MITSUBISHI、、NEC、TOSHIBAc.TOP5EuropeanIPO─AASHIMA、ACTEBIS、ERICSSON、、NOKIA、SIEMENSd.W-wideIPOsinTaiwanforT/O37.6Bpurchasedin2000(x66companies)GlobalShareofTaiwan’s3C’s(in2000)Source:MIC,TaiwanHowIPOstoEvaluatePartner?SatisfactionofOEM/ODMTrade-termsSource:MIC,Taiwan50454541342723155012345678910PriceFlexibilityDeliveryLeadTimeLogisticTimetoMarketQualityInfrastructureR&DResourceGovernmentIncentiveTaiwanJapanKoreaGood010Fine5ExcellentNG312IPOsAssessmentsAmongSuppliesinTaiwan/Japan/KoreaIPOsViewsofTaiwan’’sOverallCompetitionPeopleLevel/16SupplyChain/16Transportation/9CustomsClearance/9BasicInfrastructures/8B2BEnvironment/6CustomsDuty/6GovernmentalEfficiency/2Others/2GovernmentalEfficiency/24Transportation/15CustomsClearance/14BasicInfrastructures/12CustomsDuty/11B2BEnvironment/8SupplyChain/7PeopleLevel/4Others/1BetterPointsNeedtoImproveConclusion(I)Est.USD7~12B/yearbeingincreasedofGlobalIPOsbuyingfromTaiwan.(e.g.in2000is$37.6B&2001aiming$47.6B)Majoritemsare:NBPC,Monitor,MPCBA,IC,LCD,DVD/CD’’sBarebone,DTPC,DSC,M.P.,I.A.……etc.W-widetopITIndustrycompanies:Compaq,IBM,HP,Dell,Intel,Toshiba,Sony,NEC,Ericsson,Nokia,Samsung,Philips……etc.areallpurchasinginTaiwan,grown-upTaiwan’’sinternationalposition.TaiwanGovernmentissupportingonthefieldsofIC,LCD,Wireless,Communication,IA……etc.therearecopingwithIPOsinterestingonpurchasing.PerMIC’sforecast,majorInd.m’’fgvaluesare:-H.Ware$30.2B($23.2B)-Semi.$35B($22.4B)-FDS$5.6B($2.7B)-Network$4.5B($3.0B)-W.Comm.$3.1B(0.9B)-IA$3.3B($1.4B)Taiwan’’sCompetences:Price,Quality,Flexibility,Timetomarket,Speedofnewdevelopment……etctowardingtoHVEproductionwouldbesustainedasw-wideleadingcapabilities.Conclusion(II)2002v.s.(2000)IPO&Supplier’sRelationshipPIIIBridgingCustomer&Supplier-Ontopofthebusinessprime-mover/shaker-IPOwouldbethesupportertosupplieronthefollowings:1.ScheduleArrangement2.AccommodationBooking3.AgendaPreparation4.FacilityProvider5.CommunicationSupporter6.MinutesTaken7.ActionFollow-up8.ToolingControl9.Pre-qualification10.TechnicalAdvisor11.TroublesShooting12.CostAnalyst13.LogisticsArrangement14.ConflictBuffer15.PaymentEndorser16.Multi-winnersCreatore:\DATA\PRESENT2\presenforMOEA-2.PPT(01-10-17)SWOTAnalysis–Strength1.IPOasspecialA/CforSales2.GlobalLogisticsExp./Operation3.MaterialsLocalization4.LastingInternationalCompetition5.KnowledgeBaseServiceOriented(SCM)6.LeadingProfessionalSkillinw-wide(ToolingDesign/Making)SWOTAnalysis-Weakness1.LessMassProductioninTaiwan2.SpeedinessofBasicM’’tlsDev.3.LessadvancedITinCommunication4.Lesscontrolonsub-sub-contractingSWOTAnalysis-Opportunity1.MIC-LowCost,HighVolume2.EmergingHighend/Tech.ProductDev.(Opto-Elec.,LCD’s,IC’s……)3.Expecting““Largethreelinks”beingopenedASAP4.EnlargedBiz/MktgScope–WTO’sSWOTAnalysis-Threat1.RaisingupOperationCosts(O/H)2.ForcingtoCloseTaiwan’sOperation3.PersonnelMg’’tinBigChallenging4.SocialUnrestCrossingStrait5.CreatingPotentialLocalCompetition新紀(jì)元與與新新思思維P.IV/NewErawithNewConcept1.順應(yīng)時(shí)代代潮流ToFollowTimesTrend2.創(chuàng)造競(jìng)爭(zhēng)爭(zhēng)優(yōu)勢(shì)ToCreateCompetitivePower3.改變運(yùn)作作方式ToChangeOperationPrinciple電腦化Computerization改善與與創(chuàng)新新Improvement&Innovation知識(shí)管理理KnowledgeManagement合縱與與連橫橫MergenceorAlliance專(zhuān)業(yè)代工工相對(duì)對(duì)垂直直整合客戶(hù)滿意意與價(jià)價(jià)值鏈鏈CustomerSatisfaction&ValueChain時(shí)代潮流流(TimesTrend)掌握成本本TotalCostOwner-ship++獲利能力力EnsureProfitability-藉由由thru.thewayof–競(jìng)爭(zhēng)優(yōu)勢(shì)勢(shì)CompetitivePower營(yíng)運(yùn)效率OperationEfficiency*技術(shù)LeadingTechnology*管理BetterManagements與and策略地位StrategicPosition*特色Characteristic*服務(wù)MoreServices*價(jià)值A(chǔ)ddedValue競(jìng)爭(zhēng)優(yōu)勢(shì)CompetitivePower歐盟/歐歐元對(duì)對(duì)世世界/美元元交易價(jià)格FOBCIFDDU(DeliveryDutyUnpaid)付款條件PaymentTermsL/CD/AO/A60days運(yùn)作方式OperationPrinciple配套供應(yīng),合併出貨貨PackageDeal&Consolidation廠商庫(kù)控ConsignedStockVendorHubVMI(VendorManagedInventory)線上交貨STL(ShiptoLine)運(yùn)作方式OperationPrinciple改變是一一條不不變的路路ChangingisawayofUn-change用心看近用用腦想遠(yuǎn)Near:byHeartFar:fromBrain因此sothat敬請(qǐng)指指教再再會(huì)9、靜夜四四無(wú)鄰，，荒居舊舊業(yè)貧。。。12月-2212月-22Friday,December23,202210、雨中中黃葉葉樹(shù)，，燈下下白頭頭人。。。02:02:4502:02:4502:0212/23/20222:02:45AM11、以我我獨(dú)沈沈久，，愧君君相見(jiàn)見(jiàn)頻。。。12月月-2202:02:4502:02Dec-2223-Dec-2212、故人人江海海別，，幾度度隔山山川。。。02:02:4502:02:4502:02Friday,December23,202213、乍見(jiàn)翻翻疑夢(mèng)，，相悲各各問(wèn)年。。。12月-2212月-2202:02:4502:02:45December23,202214、他鄉(xiāng)生生白發(fā)，，舊國(guó)見(jiàn)見(jiàn)青山。。。23十十二月20222:02:45上午午02:02:4512月-2215、比不不了得得就不不比，，得不不到的的就不不要。。。。。十二月月222:02上上午午12月月-2202:02December23,202216、行動(dòng)出出成果，，工作出出財(cái)富。。。2022/12/232:02:4602:02:4623December202217、做前，，能夠環(huán)環(huán)視四周周；做時(shí)時(shí)，你只只能或者者最好沿沿著以腳腳為起點(diǎn)點(diǎn)的射線線向前。。。2:02:46上午午2:02上午午02:02:4612月-229、沒(méi)有失失敗，只只有暫時(shí)時(shí)停止成成功！。。12月-2212月-22Friday,December23,202210、很多事事情努力力了未必必有結(jié)果果，但是是不努力力卻什么么改變也也沒(méi)有。。。02:02:4602:02:4602:0212/23/20222:02:46AM11、成功就就是日復(fù)復(fù)一日那那一點(diǎn)點(diǎn)點(diǎn)小小努努力的積積累。。。12月-2202:02:4602:02Dec-2223-Dec-2212、世間成事，，不求其絕對(duì)對(duì)圓滿，留一一份不足，可可得無(wú)限完美美。。02:02:4602:02:4602:02Friday,December23,202213、不不知知香香積積寺寺，，數(shù)數(shù)里里入入云云峰峰。。。。12月月-2212月月-2202:02:4602:02:46December23,202214、意意志志堅(jiān)堅(jiān)強(qiáng)強(qiáng)的的人人能能把把世世界界放放在在手手中中像像泥泥塊塊一一樣樣任任意意揉揉捏捏。。23十十二二月月20222:02:46上上午午02:02:4612月月-2215、楚塞三三