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1、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The Supply Relation-ship in between IPO Taiwan & Taiwanese Supplier in ChinaBy : Paul Lin / General Manager Philips IPO Taiwan 2001 - 11 - 18 1Contents2 P I / Philips & IPO in Taiwan2 P II / Global IPOs Activities in Taiwan2 P III / IPO & Suppliers Relationship2
2、 P IV / New Era with New Concept2An introduction on Philips November 20013Global electronics company, established in 1891 as a lamp factoryShares listed on New York, London, Amsterdam and other stock exchangesMultinationalworkforceof 219,400employeesHeadquarters:AmsterdamThe Netherlands Results 2000
3、in millions EUR USDSales37,862 34,864Net income 9,602 8,842Sales andservicein 150 countriesRoyal Philips Electronics4Technology Leadership AreasDisplayDisplay Consumer TVConsumer TV One-Chip TVOne-Chip TV LG.PhilipsLG.Philips Light EnginesLight Engines 3D medical3D medicalimagingimagingStorageStorag
4、e Audio/DVDAudio/DVD Optical StorageOptical Storagemodulesmodules Consumer ICsConsumer ICsDigital VideoDigital Video TV/DVDTV/DVD Set-top boxesSet-top boxes TriMedia /TriMedia /NexperiaNexperia RF tunersRF tunersConnectivityConnectivity WirelessWirelesshandsetshandsets Set-top boxesSet-top boxes Blu
5、etooth ICsBluetooth ICs5Philips Product DivisionBoard of ManagementLightingConsumer ElectronicsDomestic Appliances & Personal CareComponentsSemiconductorsMedical Systems6Philips Purchasing Organization/Corp. PurchasingE-Proc. Programme Mgt. & IS Dev.Purchasing Process Dev.Leveraged Purchasing Mgt. &
6、 Support incl. IPOsControllerNPR Progr. Mgt.Management C.P.Board of ManagementSecretaryHRM DevelopmentTraining Product Division Purchasing CentersDirect ResponsibilitiesFunctional Responsibilities7I nternationalP urchasingO ffice Paul Lin27FB, No. 66, Chung Hsiao W. Rd., Sec. 1Taipei, TaiwanTel: 886
7、-2-2382-4546Fax: 886-2-2382-4544/45E-mail: WebSite : http:/8Philips Taiwan Locationss Joint Venture Philips Organizationsl n l l n Taipei Head Office :The Central Services &The Domestic BusinessHeadquarters l l s Chungli MonitorsTayuan LightingDapon Color Monitor TubesChupei GlassTSMCKaohsiung Semic
8、onductorsl 2001 BudgetPersonnel 7,816Total Assets NTD 58.6BSales NTD 238.7Be:DATAPRESENT2presen for MOEA-2.PPT(01-10-17)9產業轉型過程 Changing Pattern of Philips in Taiwans Business 勞力密集型 Labor Intensive資本與技術密集型 Capital/Technology Intensive腦力與知識密集型 Intelligence/Knowledge Intensive角色轉型 Changing Role of Phi
9、lips in Taiwan海外代工 Off-shore Assy Center國際生產中心International Production Center 亞太及全球事業群組織 Asia Pacific & Global Business Management Center 研發中心 Research & Development Center10Strength of Taiwan1. Well Educated HI-TEK Human Resource2. Highly Dev. on PCs being a Leading Multi-Media / I.A. Mfg & Supply
10、Center3. Towarding High Tech/Capital Involved Industries (Semiconductor Fields)4. Being the Asia-Pacific Operation Center5. Being the Supply Center of the Whole Range of MEMORY & LCDs (Color/Mono)6. As an Advanced, Creative & Dynamic Country of Elec. Industry & aiming on Volume Qty, Mfg. Oriented11M
11、ajor Economic Indicators - Taiwan1213Function :As A BRIDGE in Between Philips Worldwide and SuppliersObjectives :Max. purchasing PROFITABILITY for Philips WorldwideMax. Philips organization SATISFACTIONCO - MAKER - SHIP with Key Suppliers14IPOPHILIPS Taiwan IPO ActivitiesINFORMATION FLOW &P.O.INFORM
12、ATION FLOW & P.O. GOODS FLOW CASH FLOW CUSTOMER SUPPLIERNOTE : “INFO. FLOW” including - Advance / Initial Purchasing, Quality Assurance (Selection / Auditing / Rating) as well as financing & closing.15Business Per Area2000 ( $135M )American Far East Europe1999 ( $115M )16Supplier NumberCustomer Numb
13、er25613817Distribution of T/O per Product2000 ( $135M )1999 ( $115M )CRT RAM ELEC MECH F/G E/M18IPO TURNOVER STATUS(1993 - 2001)USD:Million 20 20 19 19 20 18 14 14 14PersonPlan191. Advanced/ Initial Purch. & Procur., even incl. Q.A. are all interactive, like an integrated function of a human body. 2
14、. Package service would be e.g.0Quality :- Selecting, Auditing, Up-grading, Adopting0Cost :- Leverage power of P.D.s/B.G.s consolidation0Delivery :- Availability thru well allocation0Flexibility :- Local & prompt contact with supplier0Entrusting :- Diff. service required v.s. diff. site/region3. Sid
15、e Effects : PHILIPS in Region of Info. collection Real Customers of Purchasing To have optimum on communication, traveling & etc. Lubricating any ConflictIPO Taiwan Working ScopeCustomer Friendly,FootholdsExtended ArmEffective/Efficient Costs(OCoO)(Buffer)20NORTH - TOWARD POLICY, JAPANTTiming ( (天時)
16、 )TRegion ( (地利) )TPersonnel ( (人和) ) - Yen Appreciation- Near by Taiwan- Good FriendshipFrom zero/93 to USD 56M/Now-a-days !Quality Oriented Business21PHILIPS IPO TAIWANOUR ADDED VALUE1. TEAMWORK APPROACH2. NO COMMUNICATION GAP3. WELL EXPERIENCED CAPABILITY4. TAIWANS COMPETENCE(TAIWAN, H.K. & CHINA
17、)5. CONSTRUCTIVE ADVICES (T.Q.R.D.)6. NON-DISCLOSURE AGREEMENT7. REASONABLE RECOVERY8. LEVERAGE POWER FROM ALL PDs NEEDS9. WIN-WIN TARGETYour Global Purchasing Partner In Taiwan22IPO Taiwan 2001 SloganPhilips IPO TaiwanTel : 886-2-2382-4546Fax : 886-2-2382-4544E-mail : WebSite : http:/We Commit to D
18、eliver Our BEST !以客為尊 無微不至23Whats BEST ? + B usiness+ E xcellence through+ S peed & T eamwork24Global IPOs Activities in TaiwanP II25 What are IPOs Activities in Taiwan ?P II / Global IPOs Activities in Taiwan26T/O Maping of W-wide IPOs in Taiwan(2000)Unit : USD M50M100M500M1,000M + PhilipsArp-datac
19、omAlps-Taiwansenatek、Alpha Data、Aurora、Kodak、XeroxSamsungSonyGEAashimaLiaisonWintopHitachiKQ TaipeiTriGemDatecA & ANokiaLucentCompaqAppleToshibaSiemensEpsonIntelHP250M27W-wide IPOs in Taiwans T/O (2000 v.s. 1999) unit : USD BSource：OCIID/MOEA28Remark：Year 2000a. TOP 10 US IPO APPLE、A&A、COMPAQ、DELL、G
20、ATEWAY、HP、IBM、 INTEL、 INGRAM MICRO、SOLECTRONb. TOP 5 Japan IPO FUJITSU、HITACHI、 MITSUBISHI 、 NEC、 TOSHIBA c. TOP 5 European IPO AASHIMA、ACTEBIS、ERICSSON、NOKIA、SIEMENSd. W-wide IPOs in Taiwan for T/O 37.6B purchased in 2000 (x66 companies)29Global Share of Taiwans 3Cs(in 2000)Source : MIC, Taiwan30 H
21、ow IPOs to Evaluate Partner ? 31Satisfaction of OEM / ODM Trade-termsSource : MIC, Taiwan5045454134272315532012345678910PriceFlexibilityDelivery Lead TimeLogisticTime to MarketQualityInfrastructureR&D ResourceGovernment IncentiveTaiwanJapanKoreaGood010Fine5ExcellentNG312IPOs Assessments Among Suppli
22、es in Taiwan / Japan / Korea33IPOs Views of Taiwans Overall Competition0 People Level / 160 Supply Chain / 160 Transportation / 9 0 Customs Clearance / 90 Basic Infrastructures / 80 B2B Environment / 60 Customs Duty / 60 Governmental Efficiency / 20 Others / 20 Governmental Efficiency/240 Transporta
23、tion / 15 0 Customs Clearance / 140 Basic Infrastructures / 120 Customs Duty / 11 0 B2B Environment / 8 0 Supply Chain / 7 0 People Level / 4 0 Others / 1Better PointsNeed to Improve34Conclusion (I)vEst. USD 7 12B / year being increased of Global IPOs buying from Taiwan. (e.g. in 2000 is $37.6B & 20
24、01 aiming $47.6B)vMajor items are : NB PC, Monitor, MPCBA, IC, LCD, DVD/CDs Barebone, DTPC, DSC, M.P., I.A. etc.vW-wide top IT Industry companies : Compaq, IBM, HP, Dell, Intel, Toshiba, Sony, NEC, Ericsson, Nokia, Samsung, Philips etc. are all purchasing in Taiwan, grown-up Taiwans international po
25、sition.35vTaiwan Government is supporting on the fields of IC, LCD, Wireless, Communication, IA etc. there are coping with IPOs interesting on purchasing.vPer MICs forecast, major Ind. mfg values are :- H. Ware $ 30.2B ($23.2B) - Semi. $35B ($22.4B) - FDS $5.6B ($2.7B)- Network $ 4.5B ($3.0B) - W. C
26、omm. $ 3.1B (0.9B) - IA $ 3.3B ($1.4B)vTaiwans Competences : Price, Quality, Flexibility, Time to market, Speed of new development etc towarding to HVE production would be sustained as w-wide leading capabilities.Conclusion (II)2002 v.s. (2000)36 IPO & Suppliers RelationshipP III37Bridging Customer
27、& Supplier- On top of the business prime-mover / shaker- IPO would be the supporter to supplier on the followings :1. Schedule Arrangement2. Accommodation Booking3. Agenda Preparation4. Facility Provider5. Communication Supporter6. Minutes Taken7. Action Follow-up8. Tooling Control 9. Pre-qualificat
28、ion10. Technical Advisor11. Troubles Shooting12. Cost Analyst13. Logistics Arrangement14. Conflict Buffer15. Payment Endorser16. Multi-winners Creatore:DATAPRESENT2presen for MOEA-2.PPT(01-10-17)38SWOT Analysis Strength 1. IPO as special A/C for Sales2. Global Logistics Exp./ Operation3. Materials L
29、ocalization4. Lasting International Competition5. Knowledge Base Service Oriented(SCM)6. Leading Professional Skill in w-wide (Tooling Design / Making)39SWOT Analysis - Weakness1. Less Mass Production in Taiwan2. Speediness of Basic Mtls Dev.3. Less advanced IT in Communication4. Less control on sub
30、-sub-contracting40SWOT Analysis - Opportunity1. MIC - Low Cost, High Volume2. Emerging High end / Tech. Product Dev. (Opto-Elec., LCDs, ICs)3. Expecting “Large three links” being opened ASAP4. Enlarged Biz / Mktg Scope WTOs41SWOT Analysis - Threat1. Raising up Operation Costs (O/H) 2. Forcing to Clo
31、se Taiwans Operation3. Personnel Mgt in Big Challenging4. Social Unrest Crossing Strait5. Creating Potential Local Competition42新紀元 與 新思維 P. IV / New Era with New Concept1. 順應時代潮流To Follow Times Trend2. 創造競爭優勢To Create Competitive Power3. 改變運作方式To Change Operation Principle43 電腦化 Computerization 改善
32、與 創新 Improvement & Innovation 知識管理 Knowledge Management 合縱 與 連橫 Mergence or Alliance 專業代工 相對 垂直整合 CEMS v.s. Vertical Integration 客戶滿意 與 價值鏈 Customer Satisfaction & Value Chain時代潮流 (Times Trend)44掌握成本 Total Cost Owner-ship + +獲利能力 Ensure Profitability - 藉 由 thru. the way of 競爭優勢 Competitive Power45 營
33、運效率 Operation Efficiency * 技術 Leading Technology * 管理 Better Managements 與 and策略地位 Strategic Position * 特色 Characteristic * 服務 More Services * 價值 Added Value競爭優勢 Competitive Power46 歐盟 / 歐元 對 世界 / 美元 EEC / EURO v.s. W-wide / USD 交易價格 FOB CIF DDU (Delivery Duty Unpaid) 付款條件 Payment Terms L/C D/A O/A 60 days運作方式 Operation Principle47配套供應,合併出貨 Package Deal & Consolidation廠商庫控 Consigned Stock Vendor Hub VMI (Vendor Managed Inventory)線上交貨 STL (Ship to Line)運作方式 Operation Principle48改變 是一條 不變 的路Changing is a way of Un-change用 心 看近 用 腦 想遠Near: by Heart Far: from Brain因此 so that49敬 請 指 教再 會50
