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Tài liệu tiếng Anh thương mại quản lý Chapter 12 Global supply management
12-1 Chapter 12 Global Supply Management 12-2 Key Concepts • Global Management Perspective » Future of Global Supply Management » Stages to Global Supply Management » Reasons for Global Sourcing » Potential Problems » Questions Before Going Global • Supply Channels » Global Trade Intermediaries » International Procurement Offices 12-3 Key Concepts • Direct Suppliers » Eliminating Intermediaries » Identifying Direct Suppliers » Qualifying Direct Suppliers » Preparing for Direct Relations » The Initial Meeting • Currency And Payment Issues » Exchange Rates » Payments » Letters of Credit 12-4 Key Concepts • Countertrade » Supply Management's Role » Creative Countertrade • Political And Economic Alliances » European Union » North American Free Trade Agreement » MERCOSUR » Association of Southeast Asian Nations » Asia Pacific Economic Cooperation 12-5 Quotes on Global Thought • “I am not Athenian nor a Greek, but a Citizen of the world” » Socrates • “Operating in an increasingly interconnected world, leading companies perceive competition as global and are moving to implement an integrated strategy worldwide. Global competitors are learning to develop and manufacture products that can be introduced and marketed simultaneously in many countries. In doing so, they are sourcing technology, materials, and components from sites and suppliers located throughout the world.” » Carl R. Frear, Lynn E. Metcalf, and Mary S. Alguire 12-6 Global Management Perspective • Future of Global Supply Management • Stages to Global Supply Management • Reasons for Global Sourcing • Potential Problems • Questions Before Going Global 12-7 Future of Global Supply Management • World financial markets are closely linked through 24-hour trading • International business is no longer limited to large multinational corporations • Fewer marketplace differences exist » “Westernization” of global consumer markets is occurring at a rapid rate • Manufacturing firms in “developing” countries have improved their capabilities • Productivity and quality is dramatically improving worldwide 12-8 CAPS Study • “…much has happened to change the world of business and supply management more to come. • …the main reason for global sourcing is to reduce costs. • …global sourcing resulting in cost reductions of 19% and a total cost-of-ownership reduction of 12%. • “China, India, Eastern Europe and Brazil will continue to gain importance as sources of supply over next five years… • …sourcing from U.S., Canadian and Western European markets will decline.” 12-9 Stages to Global Supply Management • Stage One: International Purchasing - Organizations focusing on leveraging volumes. • Stage Two: Global Sourcing – Organizations focused on global opportunities. • Stage Three: Global Supply Management- Organizations optimize supply networks. 12-10 Reasons for Global Purchasing • Superior Quality • Better Timeliness • Lower Total Costs • More Advanced Technology • Broader Supply Base • Expanded Customer Base [...]... pipeline" inventory? • Will the supply manager’s firm take the responsibility? • Is the firm prepared to make a financial commitment for expensive trips to the supplier? • Is management willing to change the approach of how business and transactions are conducted? • Is the buyer aware of the environment? 12- 13 Supply Channels • After deciding to source globally is to decide what supply channels to use • The... Opacity 12- 11 Questions Before Going Global • Does it qualify as high-volume in your industry? • Does it have a long life (two to three years)? • Does it lend itself to repetitive manufacturing or assembly? • Is demand for the product fairly stable? • Are specifications and drawings clear and well defined? • Is technology not available domestically at a competitive price and quality? 12- 12 Supply Network... Simplest way to source globally is through the use of an intermediary 12- 14 Global Trade Intermediaries • Import merchants » Easiest method » Basically like buying from a “domestic source” • Commission houses » Act for exporters abroad » Paid by the exporter » They do selling, shipping and customs details • Agents or reps » Same as Commission House » Except, they work for the exporter 12- 15 Global Trade Intermediaries... transaction costs • Technology transfer 12- 33 Example of Countertrade 12- 34 Political And Economic Alliances • European Union • North American Free Trade Agreement • MERCOSUR • Association of Southeast Asian Nations • Asia Pacific Economic Cooperation 12- 35 European Union (EU) • Common foreign policy • Single currency • Central bank • ISO 9000:2000 • Reduced red tape 12- 36 ... idea of the price objective 12- 22 Briefing on Your Firm for the Supplier • Information on the relevant product line and related lines • Actual and forecasted sales volume • Customers • Market share • Unclassified corporate strategy information • Annual reports • An indication of why the buying firm is soliciting the potential global supplier's interest (quality? price?) 12- 23 The Initial Meeting •... supplier is judging your firm at the same time 12- 24 Currency and Payment Issues • Preferred method of payment is after receipt and inspection of the goods • It may be customary in many countries for advance payments to be made prior to commencing work • Letters of credit are common in global commerce • Of particular importance are: » Exchange Rates » Payments 12- 25 Potential Situations in the Absence of... Americas 12- 16 International Procurement Offices • Expands buyer’s supplier base • Allows personal contact • Better understanding of local conditions • On-site support • Staffed by ex-patriates in the past, but not necessarily true today 12- 17 Direct Suppliers • Eliminating Intermediaries • Identifying Direct Suppliers • Qualifying Direct Suppliers • Preparing for Direct Relations • The Initial Meeting 12- 18... dollar during performance of the contract • Case 2: Contract is for payment in foreign currency 12- 26 Case 1 • Contract was awarded for 1 million euros • Rate of exchange was $1.00 = Eur 0.689 Eur l,000,000 Eur 69/$ = $1,451,590 • However, dollar strengthens to $1.00 = Eu 1 Eu l,000,000 Eu 1.0/$ = $1,000,000 12- 27 Case 2 • Contract is for payment in foreign currency and the exchange rate improves so $1... its costs from the initial likely amount of $1,451,590 to $1,000,000.00, a 30 percent saving 12- 28 Payments • Simplified when an intermediary or IPO used • Direct payments are more difficult » Letters of credit are usually used – Irrevocable or Revocable – Confirmed or Unconfirmed – Revolving or Non-revolving 12- 29 Countertrade • Refers to any transaction in which payment is made partially or fully with... payment products produced in the plants and/ or on the capital equipment 12- 31 Countertrade Advantages • Avoiding exchange controls • Selling to countries with inconvertible currencies • Marketing products in less-developed countries • Reducing risks with unstable currency • Goodwill with foreign countries • Fuller use of plant capacity 12- 32 Countertrade Disadvantages • Lengthier negotiations • Complex . 12- 1 Chapter 12 Global Supply Management 12- 2 Key Concepts • Global Management Perspective » Future of Global Supply Management » Stages to Global Supply Management » Reasons for Global. Alguire 12- 6 Global Management Perspective • Future of Global Supply Management • Stages to Global Supply Management • Reasons for Global Sourcing • Potential Problems • Questions Before Going Global 12- 7 Future. decline.” 12- 9 Stages to Global Supply Management • Stage One: International Purchasing - Organizations focusing on leveraging volumes. • Stage Two: Global Sourcing – Organizations focused on global