在台国际采购处与大陆台商的供应关系

在台國際採購處與大陸台商的供應關係

主講人:林賢榮/國際採購處總經理

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)產業轉型過程ChangingPatternofPhilipsinTaiwan'sBusiness

勞力密集型LaborIntensive資本與技術密集型Capital/TechnologyIntensive腦力與知識密集型Intelligence/KnowledgeIntensive角色轉型ChangingRoleofPhilipsinTaiwan海外代工Off-shoreAssyCenter國際生產中心InternationalProductionCenter亞太及全球事業群組織

AsiaPacific&GlobalBusinessManagement

Center

研發中心

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)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!!以客為尊無無微不不至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新紀元與與新新思思維P.IV/NewErawithNewConcept1.順應時代代潮流ToFollowTimesTrend2.創造競爭爭優勢ToCreateCompetitivePower3.改變運作作方式ToChangeOperationPrinciple電腦化Computerization改善與與創新新Improvement&Innovation知識管理理KnowledgeManagement合縱與與連橫橫MergenceorAlliance專業代工工相對對垂直直整合客戶滿意意與價價值鏈鏈CustomerSatisfaction&ValueChain時代潮流流(TimesTrend)掌握成本本TotalCostOwner-ship++獲利能力力EnsureProfitability-藉由由thru.thewayof–競爭優勢勢CompetitivePower營運效率OperationEfficiency*技術LeadingTechnology*管理BetterManagements與and策略地位StrategicPosition*特色Characteristic*服務MoreServices*價值AddedValue競爭優勢CompetitivePower歐盟/歐歐元對對世世界/美元元交易價格FOBCIFDDU(DeliveryDutyUnpaid)付款條件PaymentTermsL/CD/AO/A60days運作方式OperationPrinciple配套供應,合併出貨貨PackageDeal&Consolidation廠商庫控ConsignedStockVendorHubVMI(VendorManagedInventory)線上交貨STL(ShiptoLine)運作方式OperationPrinciple改變是一一條不不變的路路ChangingisawayofUn-change用心看近用用腦想遠Near:byHeartFar:fromBrain因此sothat敬請指指教再再會9、静夜四四无邻，，荒居旧旧业贫。。。12月-2212月-22Friday,December23,202210、雨中中黄叶叶树，，灯下下白头头人。。。02:02:4502:02:4502:0212/23/20222:02:45AM11、以我我独沈沈久，，愧君君相见见频。。。12月月-2202:02:4502:02Dec-2223-Dec-2212、故人人江海海别，，几度度隔山山川。。。02:02:4502:02:4502:02Friday,December23,202213、乍见翻翻疑梦，，相悲各各问年。。。12月-2212月-2202:02:4502:02:45December23,202214、他乡生生白发，，旧国见见青山。。。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、行动出出成果，，工作出出财富。。。2022/12/232:02:4602:02:4623December202217、做前，，能够环环视四周周；做时时，你只只能或者者最好沿沿着以脚脚为起点点的射线线向前。。。2:02:46上午午2:02上午午02:02:4612月-229、没有失失败，只只有暂时时停止成成功！。。12月-2212月-22Friday,December23,202210、很多事事情努力力了未必必有结果果，但是是不努力力却什么么改变也也没有。。。02:02:4602:02:4602:0212/23/20222:02:46AM11、成功就就是日复复一日那那一点点点小小努努力的积积累。。。12月-2202:02:4602:02Dec-2223-Dec-2212、世间成事，，不求其绝对对圆满，留一一份不足，可可得无限完美美。。02:02:4602:02:4602:02Friday,December23,202213、不不知知香香积积寺寺，，数数里里入入云云峰峰。。。。12月月-2212月月-2202:02:4602:02:46December23,202214、意意志志坚坚强强的的人人能能把把世世界界放放在在手手中中像像泥泥块块一一样样任任意意揉揉捏捏。。23十十二二月月20222:02:46上上午午02:02:4612月月-2215、楚塞三三