Ecom Strategy Business Proposal

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					                   Upravljanje
                   odnosov z
                   dobavitelji
                   Supplier Relationship Management

Žiga Vaupot
Solutions Leader
Kaj je SRM?


  Upravljanje odnosov z dobavitelji (SRM) sestavlja
spekter poslovnih odnosov z dobavitelji, ki je podprt s
   programsko opremo, ki omogoča medsebojno
sodelovanje, in ki omogoča podjetjem, da izkoriščajo
   znanje o svojih dobaviteljih za skupen uspeh.
4 “ “ za uspeh SRM


        Integracija

        Povezljivost

        Poznavanje dobaviteljev

        Kultura sodelovanja
Najprej ...                  Source            Nabava




            Kupec                                       Dobavitelj

     Supply Mgr.             Analiza nabave                Account Mgr.
    Define Criteria,                                       Manage Issues,
    Measure Perf.                                         Track Satisfaction


  Commodity Mgr.                                               Bidder
  Prepare Bid Package   “Pogajanja” z dobavitelji
                                                          Prepare Response,
    Select Suppliers                                        Monitor Event


        Buyer                                                Supplier
    Setup, Monitor &    Upravljanje s pogodbami
                                                          T&C Compliance,
   Approve Contracts                                      Review & Approve



        Buyer                                                Supplier
   Approve Changes          Izpeljava nabave
                                                           Acknowledge &
    Release Orders                                          Fulfill Order



     Accounting                                            Receivables
     Match & Pay
                          Plačilo in poravnava
                                                          Generate Invoice,
   Reconcile Records                                      Receive Payment
Business Flow: Procure-to-Pay




     Requisition to Pay

              Manage              Supplier         Receiving        Supplier            Manage
             Requisition        Collaboration                     Collaboration         Payment


                                • Query PO                       • Query Receipts   • Create / receive
        • Enter Requisition /                   • Receive item
                                • Confirm PO                     • Send Invoice       Invoice
          Generate Demand
                                • Create ASN                                        • Approve Invoice
        • Approve requisition
                                                                                    • Enter Payment
        • Release Requisition




                                                                                            Vision Corporation

                                                                                             Warehouse staff or
                                                                                             Requisitioner

                                                                                             Purchasing staff

                                                                                             Accounts Payable

                                                                                             Supplier
Workflow procesa
“Naroči si sam”
Portal dobavitelja
Business Flow: Procure-to-Pay

     Analysis to Award

                 Initiate
                Sourcing                          Publish and                                                               Monitor
                 Activity                        Solicit Quotes                              Award                          Supplier
                                                                                                                          Performance

        • Periodical Contract Review        • Publish RFQ / Auction                    • Optimize decision
        • Create / Change Sourcing          • Place bids                               • Award
          Strategy                          • Monitor Sourcing                         • Create Contract or PO
        • Create Sourcing Document            event




     Requisition to Pay

              Manage                     Supplier                        Receiving                         Supplier            Manage
             Requisition               Collaboration                                                     Collaboration         Payment


                                       • Query PO                                                      • Query Receipts    • Create / receive
        • Enter Requisition /                                         • Receive item
                                       • Confirm PO                                                    • Send Invoice        Invoice
          Generate Demand
                                       • Create ASN                                                                        • Approve Invoice
        • Approve requisition
                                                                                                                           • Enter Payment
        • Release Requisition




                                                                                                                                   Vision Corporation

                                                                                                                                    Warehouse staff or
                                                                                                                                    Requisitioner

                                                                                                                                    Purchasing staff

                                                                                                                                    Accounts Payable

                                                                                                                                    Supplier
Priprava na “pogajanja”
   Tipi “pogajanj”

                    RFx /                        Auction /             Offer /
                    Quote                          Bid               Counteroffer
Good or            Complex,                        Well-Defined           Standard
Service         Engineer to Order                   Attributes           Commodities

Example        Construction, Govt.              Furniture, Memory      Paper, Metals, Oil

Duration         Days or Weeks                        Hours                 Varies

  Focus           Meet Need for                     Negotiate              Best Terms:
                 Many Attributes                    Best Price      Price, Delivery, Payment




           RFx = Request for Information / Quote / Proposal
“Povabilo na ples”
Spremljanje ponudb in izbor najugodnejše
Business Flow: Procure-to-Pay

     Analysis to Award

                 Initiate
                Sourcing                          Publish and                                                                     Monitor
                 Activity                        Solicit Quotes                                    Award                          Supplier
                                                                                                                                Performance

        • Periodical Contract Review        • Publish RFQ / Auction                          • Optimize decision
        • Create / Change Sourcing          • Place bids                                     • Award
          Strategy                          • Monitor Sourcing                               • Create Contract or PO
        • Create Sourcing Document            event




     Requisition to Pay

              Manage                     Supplier                              Receiving                         Supplier            Manage
             Requisition               Collaboration                                                           Collaboration         Payment


                                       • Query PO                                                            • Query Receipts    • Create / receive
        • Enter Requisition /                                               • Receive item
                                       • Confirm PO                                                          • Send Invoice        Invoice
          Generate Demand
                                       • Create ASN                                                                              • Approve Invoice
        • Approve requisition
                                                                                                                                 • Enter Payment
        • Release Requisition




     Manage Suppliers

               Review                             Review                                                                                 Vision Corporation
              Purchasing                          Supplier
                History                         Performance                                                                               Warehouse staff or
                                                                                                                                          Requisitioner
                                            • The supplier performance
         • The purchasing history is                                                                                                      Purchasing staff
                                              is reviewed by defects,
           reviewed by item, by
                                              delivery exceptions, price,
           commodity and by                                                                                                               Accounts Payable
                                              volume and amounts
           supplier
                                                                                                                                          Supplier
Popolna informacija. Takoj!
To ni vse …             Dizajn        Planiranje   Proizvodnja Izdobava




             Buyer                                            Supplier
     Engineer              Načrtovanje izdelkov                    Engineer
  Design Prototype,                                             Share Capability,
 Share Requirements                                              Track Project


      Planner               Skupno planiranje                      Planner
   Share Forecasts                                             Share Available-to-
    and Schedules                                              Promise, Capacity



  Production Mgr           Izdvojena proizvodnja                Mfg. Manager
  Build Schedules,                                              Make, Drop-Ship
  Manage Changes                                                 to Customer


   Inventory Mgr                                               Warehouse Mgr
                             Obnavljanje zalog                  Pick, Pack, Ship
 Send Replenishment
  Request, Deliver to                                            and Replenish
     Point of Use


  Warehouse Mgr.                 Logistika                       Logistics Mgr.
   Shipment Status,                                                Quote, Pick
       Receive                                                   Deliver, Confirm
      Priložnosti
                                  Dizajn              Cikel dizajniranja        25-30%
                                                      Čas vstopa na trg         10-15%

                                Source                Cena na enoto              5-20%
                                                      Pokritost izdelkov        30-70%

                          Planiranje                  Zaloge                     5-25%
                                                      Točnost napovedi          25-80%

                               Nabava                 Zaletavo nakupovanje      20-75%
                                                      Količinski popusti         5-20%

                      Proizvodnja                     Zaloge                    50- 90%
                                                      Procesni stroški          50-75%

                            Izdobava                  Pravočasnost dobav        10-20%
                                                      Izkoriščenost kapacitet    5-10%



Viri: AMR, Aberdeen Group, Pittiglio Rabin Todd & McGrath (PRTM), IDC
Oraclova rešitev za SRM
                                         KUPEC


     Dizajn         Source         Planiranje      Nabava          Proizvodnja Izdobava
                                Integrirano poslovno obveščanje



                  Analiza
                  nabave          Skupno          Izvedba
                                 planiranje       nabave
  Načrtovanje    Pogajanja                                         Izdvojena
                                                                                Logistika
   izdelkov     Z dobavitelji                                     proizvodnja
                                Obnavljanje      Plačilo in
                                  zalog         poravanava
                Upravljanje
                 pogodb




                                     DOBAVITELJ
  Osnova: Splošni podatkovni model
       Načrti      Analiza
                                 “Pogajanja”
     izdelkov      nabave
                                                En, celovit
                                                 podatkovni model
 Logistika                          Pogodbe     Vsi podatki v eni
                    Splošni
                 Podatkovni
                                                 bazi
                     Model
   Oddaja/      (9i platforma)                  Ena verzija
izvedba zunaj
                                       Plani     “resnice”

                                                Dostopen iz
      Plačila
                  Izvedba
                                    Zaloge
                                                 katerekoli naprave
                  nabave
SRM poslovno obveščanje
Popolna poslovna informacija v realnem času
 Od katerih dobaviteljev nabavljamo koliko materiala?

 Kateri dobavitelji so najbolj učinkoviti?

 Kolikšen delež nabav gre mimo sklenjenih pogodb z
  dobavitelji?

 Kakšna je možnost, da konsolidiramo dobavitelje?

 Koliko v povprečju traja, da dobimo tisto kar smo
  naročili?
Daily Business Intelligence
Vse informacije na dlani
Kako se povezujemo z dobavitelji?
                                  Proizvajalec                            Partner
                                                 Izdobava        Dizajn


 Kupec             Dobavitelj
                                                       Tržnica


                                                 Naročilo        Plan

                                   Kupec                                  Dobavitelj

Point-to-Point                        Point-to-hub
 Neposredna povezava z                Povezava preko tržnice
  dobaviteljem                         Povežeš se enkrat za vselej
 “Mapiranje” za vsako povezavo        Izkoriščanje industrijskih
 Večja kontrola nad povezavami         standardov

         Običajno se uporablja kombinacija obeh pristopov!
Povezljivost
          XML
           Varno, zanesljivo, enkratno posredovanje sporočila
           Podpora OAGI XML standardu
          EDI
           Podpora industrijskim standardom(EDIFACT, X12, itn)
           Partnerstvo s pomembnejšimi EDI prevajalniki
          Email
           Interaktivna povezljivost, enostaven dostop, ni integracije
           Uporabno, a vendar z omejeno uporabnostjo
          Portal
           Komunikacija z večimi partnerjih preko enega samega “kanala”
           Enostavna konfiguracija za omogočanje dostopa
             dobaviteljevem preko dodeljenih vlog
Za konec: Kaj želimo s SRM doseči?

       Fragmentirana               360o pogled na
  informacija o dobavitelju          dobavitelja


     Ročne interakcije         Avtomatizacija procesov


     Osredotočenost na        Osredotočenost na celotne
 posamezne najnižje stroške       stroške lastništva

  Pomankanje enotnega              Podpora odprtim
  standarda povezljivosti      standardom povezljivosti

				
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