飞利浦采购培训资料课件

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

PhilipsIPOTaiwan2001-11-18

1第一页，共五十一页。ContentsPI/Philips&IPOinTaiwanPII/GlobalIPOsActivitiesinTaiwanPIII/IPO&Supplier’sRelationshipPIV/NewErawithNewConcept2第二页，共五十一页。AnintroductiononPhilips

November20013第三页，共五十一页。Globalelectronicscompany,establishedin1891asalampfactoryShareslistedonNewYork,London,AmsterdamandotherstockexchangesMultinationalworkforceof219,400employeesHeadquarters:AmsterdamTheNetherlands Results2000inmillions

EURUSDSales 37,862 34,864Netincome 9,602 8,842Salesandservicein150countriesRoyalPhilipsElectronics4第四页，共五十一页。TechnologyLeadershipAreasDisplay• ConsumerTV• One-ChipTV• LG.Philips• LightEngines• 3Dmedical imagingStorage• Audio/DVD• OpticalStorage

modules• ConsumerICsDigitalVideo• TV/DVD• Set-topboxes• TriMedia/ Nexperia• RFtunersConnectivity• Wireless handsets• Set-topboxes• BluetoothICs5第五页，共五十一页。PhilipsProductDivisionBoardofManagementLightingConsumerElectronicsDomesticAppliances&PersonalCareComponentsSemiconductorsMedicalSystems6第六页，共五十一页。PhilipsPurchasingOrganization/Corp.PurchasingE-Proc.ProgrammeMgt.&ISDev.PurchasingProcessDev.LeveragedPurchasingMgt.&Supportincl.IPO’sControllerNPRProgr.Mgt.ManagementC.P.BoardofManagementSecretaryHRMDevelopmentTrainingProductDivisionPurchasingCentersDirectResponsibilitiesFunctionalResponsibilities7第七页，共五十一页。International

Purchasing

Office

PaulLin27FB,No.66,ChungHsiaoW.Rd.,Sec.1Taipei,TaiwanTel:886-2-2382-4546Fax:886-2-2382-4544/45E-mail:paul.sj.WebSite:8第八页，共五十一页。PhilipsTaiwanLocationsJointVenture

PhilipsOrganizations

TaipeiHeadOffice:TheCentralServices&TheDomesticBusinessHeadquarters

ChungliMonitorsTayuanLightingDaponColorMonitorTubesChupeiGlassTSMCKaohsiungSemiconductors

2001BudgetPersonnel7,816TotalAssetsNTD

58.6BSalesNTD238.7Be:\DATA\PRESENT2\presenforMOEA-2.PPT(01-10-17)9第九页，共五十一页。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&DevelopmentCenter10第十页，共五十一页。StrengthofTaiwan1.WellEducatedHI-TEKHumanResource2.HighlyDev.onPC’sbeing

aLeadingMulti-Media/I.A.M’fg&SupplyCenter3.TowardingHighTech/CapitalInvolvedIndustries

(SemiconductorFields)4.Beingthe

Asia-Pacific

OperationCenter5.BeingtheSupplyCenteroftheWholeRangeofMEMORY&LCD’s

(Color/Mono)6.AsanAdvanced,Creative&DynamicCountryofElec.Industry&aimingonVolumeQ’ty,M’fg.Oriented11第十一页，共五十一页。MajorEconomicIndicators-Taiwan12第十二页，共五十一页。13第十三页，共五十一页。Function:

AsABRIDGE

inBetween

PhilipsWorldwideandSuppliersObjectives:Max.purchasing

PROFITABILITYforPhilipsWorldwideMax.Philipsorganization

SATISFACTIONCO-MAKER-SHIP

withKeySuppliers14第十四页，共五十一页。IPOPHILIPSTaiwanIPOActivitiesINFORMATIONFLOW&P.O.INFORMATIONFLOW&P.O.GOODSFLOW

CASHFLOWCUSTOMERSUPPLIERNOTE:“INFO.FLOW”including-Advance/InitialPurchasing,QualityAssurance(Selection/Auditing/Rating)aswellasfinancing&closing.15第十五页，共五十一页。BusinessPerArea2000($135M)AmericanFarEastEurope1999($115M)16第十六页，共五十一页。SupplierNumberCustomerNumber25613817第十七页，共五十一页。DistributionofT/OperProduct2000($135M)1999($115M)CRTRAMELECMECHF/GE/M18第十八页，共五十一页。IPOTURNOVERSTATUS

(1993-2001)USD:Million202019192018141414PersonPlan19第十九页，共五十一页。1.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)20第二十页，共五十一页。NORTH-TOWARDPOLICY,JAPANTiming(天時)Region

(地利)Personnel(人和)

-YenAppreciation-NearbyTaiwan-GoodFriendshipFromzero/’93toUSD5~6M/Now-a-days!QualityOrientedBusiness21第二十一页，共五十一页。PHILIPSIPOTAIWAN

OURADDEDVALUE1.TEAMWORKAPPROACH2.NOCOMMUNICATIONGAP3.WELLEXPERIENCEDCAPABILITY4.TAIWAN’SCOMPETENCE

(TAIWAN,H.K.&CHINA)5.

CONSTRUCTIVEADVICES(T.Q.R.D.)6.NON-DISCLOSUREAGREEMENT7.REASONABLERECOVERY8.LEVERAGEPOWER

FROMALLPDsNEEDS9. WIN-WINTARGETYourGlobalPurchasingPartnerInTaiwan22第二十二页，共五十一页。IPOTaiwan2001SloganPhilipsIPOTaiwan

Tel:886-2-2382-4546

Fax:886-2-2382-4544

E-mail:paul.sj.WebSite:

WeCommittoDeliver

Our

BEST!!以客為尊無微不至23第二十三页，共五十一页。What’sBEST??

B

usiness

E

xcellence

through

S

peed

&

T

eamwork24第二十四页，共五十一页。GlobalIPOsActivitiesinTaiwan

PII25第二十五页，共五十一页。WhatareIPOsActivitiesinTaiwan?PII/GlobalIPOsActivitiesinTaiwan26第二十六页，共五十一页。T/OMapingofW-wideIPOsinTaiwan

(2000)Unit:USDM50M100M500M1,000M+

PhilipsArp-datacomAlps-Taiwansenatek、AlphaData、Aurora、Kodak、XeroxSamsungSonyGEAashimaLiaisonWintopHitachiKQTaipeiTriGemDatecA&ANokiaLucentCompaqAppleToshibaSiemensEpsonIntelHP250M27第二十七页，共五十一页。W-wideIPOsinTaiwan’sT/O

(2000v.s.1999)

unit:USDBSource：OCIID/MOEA28第二十八页，共五十一页。Remark：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)29第二十九页，共五十一页。GlobalShareofTaiwan’s3C’s

(in2000)Source:MIC,Taiwan30第三十页，共五十一页。HowIPOstoEvaluatePartner?31第三十一页，共五十一页。SatisfactionofOEM/ODMTrade-termsSource:MIC,Taiwan5045454134272315532第三十二页，共五十一页。012345678910PriceFlexibilityDeliveryLeadTimeLogisticTimetoMarketQualityInfrastructureR&DResourceGovernmentIncentiveTaiwanJapanKoreaGood010Fine5ExcellentNG312IPOsAssessmentsAmongSuppliesinTaiwan/Japan/Korea33第三十三页，共五十一页。IPOsViewsofTaiwan’sOverallCompetitionPeopleLevel/16SupplyChain/16

Transportation/9

CustomsClearance/9BasicInfrastructures/8B2BEnvironment/6CustomsDuty/6GovernmentalEfficiency/2Others/2GovernmentalEfficiency/24Transportation/15CustomsClearance/14BasicInfrastructures/12CustomsDuty/11B2BEnvironment/8

SupplyChain/7PeopleLevel/4Others/1BetterPointsNeedtoImprove34第三十四页，共五十一页。Conclusion(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.35第三十五页，共五十一页。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)36第三十六页，共五十一页。IPO&Supplier’sRelationshipPIII37第三十七页，共五十一页。BridgingCustomer&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)38第三十八页，共五十一页。SWOTAnalysis–Strength

1.IPOasspecialA/CforSales2.GlobalLogisticsExp./Operation3.MaterialsLocalization4.LastingInternationalCompetition5.KnowledgeBaseServiceOriented(SCM)6.LeadingProfessionalSkillinw-wide(ToolingDesign/Making)39第三十九页，共五十一页。SWOTAnalysis-Weakness

1.LessMassProductioninTaiwan2.SpeedinessofBasicM’tlsDev.3.LessadvancedITinCommunication4.Lesscontrolonsub-sub-contracting40第四十页，共五十一页。SWOTAnalysis-Opportunity

1.MIC-LowCost,HighVolume2.EmergingHighend/Tech.ProductDev.(Opto-Elec.,LCD’s,IC’s…)3.Expecting“Largethreelinks”beingopenedASAP4.EnlargedBiz/MktgScope–WTO’s41第四十一页，共五十一页。SWOTAnalysis-Threat

1.RaisingupOperationCosts(O/H)2.ForcingtoCloseTaiwan’sOperation3.PersonnelMg’tinBigChallenging4.SocialUnrestCrossingStrait5.CreatingPotentialLocalCompetition42第四十二页，共五十一页。新紀元與新思維P.IV/NewErawithNewConcept1.

順應時代潮流

ToFollowTimesTrend2.

創造競爭優勢

ToCreateCompetitivePower3.

改變運作方式

ToChangeOperationPrinciple43第四十三页，共五十一页。電腦化

Computerization改善與創新Improvement&Innovation知識管理KnowledgeManagement合縱與連橫

Mergence

orAlliance專業代工相對垂直整合

CEMSv.s.VerticalIntegration客戶滿意與價值鏈

CustomerSatisfaction&ValueChain時代潮流(TimesTrend)44第四十四页，共五十一页。掌握成本

TotalCostOwner-ship

+ +獲利能力EnsurePro