Module 3:

공급계약과 위험공유

1
강의 개요

 Readings
 Chapter 4 (Simchi-Levi et al.)

 च⎒
 ੪ᛢ च⎒
 │ᒳ⓿ ㆆឧ
• ৳ଇূ≻
• Buyback & Revenue Sharing
 MTO/MTS ৳ଇᶪᾪ⋎Ḛ⑖ ৳ଇূ≻
• Payback & Cost Sharing
 ᭂ│ᒳ⓿ ㆆឧ⋎ ࿾㉚ ੪ᛢ リ⾶ヲᚪ⌢

2
구매관리 개요

 ੪ᛢ(╮࿪)⑖ ☏⎒ḯ
 ≂⏁Ẋ` ㍚ḯ㍒⋎ ሮᑺ ᶿ࿷἖⑖ ㆆឧ(⏎⒎⒪, ᩾ㆆ, ⍂┚ㆆ)⑂ ⍶᩾⋎Ḛ ੪ᛢ
 ⏎ࣾ ☏ ੪ᛢᭂ⎧⑲ ⤦⚾㉖ྒ ᭂ⎧ ⚛ࣾ  ੪ᛢ ମྣ⑖ ☏⎒ḯ ⚛ࣾ
 │ᒳ⓿ ㆆឧ
• ┚ㆆ⑖ ㆆ⛆/⏎ࣾ⋎ ᣶⭖ྒ ⋿㊣⑲ ⵪৞ Ẋ἖⑖ ৳ଇ ⋃⦲ࣾ ╲⒪
 ৳ଇ⋃⦲⌾⑖ ㌏ᔣ⦲ূ ੪⪓⑲ ㉂἖⓿
 ৳ଇূ≻(Supply Contract) ⦲ম
 ᭂ│ᒳ⓿ ㆆឧ
• ࿢⊏㉚ ৳ଇ ⋃⦲ ጎྒ ㌂ᠺῚ⒣(Spot market)⑲ ╲⒪
 ᭂ⎧ ᤍ ৳ଇ ␂㋖⑂ ⩚Ẋ㍒㉞ ἖ ⒆ྒ ੪ᛢ リ⾶ヲᚪ⌢ ੪ḯ

3
전략적 품목: 공급계약

 ৳ଇ ূ≻⋎ リ㉦ᄖྒ ⑺ᤖ⓿⑶ ඲⎧

 ࣾধ ᤍ ࿾ᓇ ੪ᛢ⋎ ሮᙶ ㉞⑶ ┓⥃
 ⩚Ẋ/⩚࿾ ੪ᛢ ᠺᓇ
 ᚪᇚⶾ⒂
 ┚ㆆ/⏎⒎⒪ ㆆ⛆ ૚┓
 ᤖㆆ ┓⥃

৳ଇূ≻␾ ৳ଇ⋃⦲⌾ ੪ᛢ⋃⦲ ं ⏎㍚㉚ ੪ᛢᙺ ᧲⒣㉞ ᳎ ≂࿆ᑺ ⊏⬟⑖ ⑲⑳⑂ ຐ⑲ྒ
ၮჂ ମ⋪㉞ ἖ ⒆⑊  ␂㋖ ৳␞

4
전략적 품목: 공급계약 – 2 stage sequential chain

 2-Stage Sequential Supply Chain

 1च⑖ ৳ଇ⋃⦲ – 1च⑖ ੪ᛢ⋃⦲
 ੪ᛢ⋃⦲(Buyer): MTS
• ৞छ ἖⎒ ⌆⬟
• ⩚⓿ ◺ᠶᓇ ম┓
 ৳ଇ⋃⦲(Supplier): MTO
• ੪ᛢ⋃⦲⑖ ◺ᠶ⋎ ሮᑺ ᷛᶮ ㏂ ටㆆ

Discussion
• ␂⌾ ग⑲ ⎲⋿ᄖྒ ঻⎮ ༂ࣾ ␂㋖(Risk)⑂ ࣾ⚾ঊ ᄖྒࣾ?
• ⑲ᓪ㉚ ␂㋖␾ ◺ᠶᓇ⋎ ⊲ኢ ⋿㊣⑂ ᣶⭖ঞྒࣾ?
• ᛊ⑺ ᅎ ⋃⦲ࣾ ἖⚿⓿⺳㉧(vertical integration)⑲ ᄖ⋆࿢ᝲ ᠲ⋅⑲ ࿪ᑺ⚾ঞ
ྒࣾ?

5
전략적 품목: 공급계약 – 2 stage sequential chain

 2-Stage Sequential Supply Chain: ⌆┚ – ἖⋿᧳

 Ẋᛢ⋃⦲(MTS)
• ┓ᶿ『ᛢࣾধ = $125 ἖⎒ ㍓ᙞ ༂⓿㍓ᙞ
• Ⴢᛢࣾধ(৳ଇ⋃⦲⋎ ࿾㉚ ⚾᪆ ࣾধ) = $80 8000 0.11 0.11
• ৺⒇ ⒪৞⋎ ࿾㉚ ⦖᪂ࣾ⭖ = $20 10000 0.11 0.22
 Cu = 125 – 80 = 45 < Co = 80 – 20 = 60 12000 0.28 0.50
 ৳ଇ⋃⦲(MTO) 14000 0.22 0.72
• ৞┓ ᭂ⎧ = $100,000 16000 0.18 0.90
• ࿦␂ ᷛᶮ ᭂ⎧(ᦾთᭂ⎧) = $35 18000 0.10 1.00

⑲ ঻⎮⋎ Ẋᛢ⋃⦲ྒ ৺⒇⒪৞⋎ ࿾㉚ ␂㋖⑂ ㌺⒎Ḛ ᩾࿲㉖ᢾᕚ ࿢ᙶ ⑶Ḻ⿮ᬊࣾ ⋄

ྒ ◺ᠶᓇ␾ ⒏≂⛎.
CR = 45/(45 + 60) = 0.43, in-stock probability = 0.5

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전략적 품목: 공급계약 – 2 stage sequential chain

 2-Stage Sequential Supply Chain: ⌆┚ – ἖⋿᧳

 ⑲⑳
• Ẋᛢ⋃⦲⑖ ମ࿾⑲⑳ = $470,700
• ৳ଇ⋃⦲⑖ ⑲⑳ = 12,000*(80 – 35) – 100,000 = $440,000
• ሮᑺḚ, ৳ଇᶪᾪ │⦲⑖ ⑲⑳ = $910,700

Discussion:
1. Ẋᛢ⋃⦲⌾ ৳ଇ⋃⦲⑖ ⑲⑳␾ ⊲ኹঊ ࿢ᙺ୊?

2. ৳ଇ⋃⦲ྒ ⑲⑳ ⚛ࣾᙺ ␂㉲ ᠲ⋅⑂ ମ࿾㉖ঊ ᄞ୊?

7
전략적 품목: 공급계약 – 수직적 통합
 ᛊ⑺ ৳ଇ⋃⦲⌾ Ẋᛢ⋃⦲ࣾ ឦᅎ ㉚ ମ⋃⋎ ẋ㉚࿢ᝲ(vertical integration)?
 ᅎ ⋃⦲ ं ㌂ଆ 㑎ᚂ␾ ⑖᣶ࣾ ⋄⑊  ᷛᶮ⏎ࣾ ᤍ 『ᛢࣾধᛊ ৞ᔢ
 ᭂ⎧ ၮ⑲⸮
• 『ᛢࣾধ = $125, ⦖᪂ࣾ⭖ = $20
• ৞┓ᭂ⎧ = $100,000, ᦾთᭂ⎧ = $35
 ሮᑺḚ,
• Cu = 125 – 35 = 90, Co = 35 – 20 = 15
• CR = 90/(90+15) = 0.86
 ⩚⓿ ᷛᶮᓇ = 16,000, in-stock probability = 0.9
 ৳ଇᶪᾪ │⦲⑖ ମ࿾ ⑲⑳ = $1,014,500 > $910,700 (Sequential case)

Q. ⍚ ⑲ᓮ ম৺ࣾ ඖ⌢ྒࣾ?
Ẋᛢ⋃⦲ࣾ ◺ᠶᓇ⑂ ম┓㉖ྒ ঻⎮ Ẋᛢ⋃⦲ᛊ⑖ ␂㋖⑂ ৞ᔢ㉖⋪ ⩚⓿㍒㉖ᢾᕚ ৺⒇
⒪৞ ␂㋖ ቊᠶ⋎ 『ᛢମ㎊ᙺ リମ(⚇, ἖⎒ࣾ 12,000चᙺ ถ⊲ࣾྒ ঻⎮⑖ ⑲⑳⑂
リମ)  ᅎ ⋃⦲ࣾ ␂㋖⑂ ৳␞㉖ᝲ ၒ ⵮ ␂㋖⑂ ऎ἖㉞ ἖ ⒆␺ᢾᕚ ◺ᠶᓇ⑲ ⚛ࣾ
㉦

⊲ኹঊ ㉖ᝲ ᛆ⭖ ㉚ ମ⋃⑶ ঁ৺ ग␾ ḯ৺ᙺ ය ἖ ⒆⑂୊?

8
전략적 품목: 공급계약 – Buyback

 Buyback Contracts
 Ẋᛢ⋃⦲⑖ ৺⒇⒪৞ᙺ ৳ଇ⋃⦲ࣾ ᣶ᚪ ┓㉲⛂ ࣾধ⋎ ㎊἖(৺⒇⒪৞ྒ ৳ଇ⋃⦲ࣾ
⦖᪂㉦)  buyback ࣾধ > (Ẋᛢ⋃⦲⑖) ⒪৞⦖᪂ࣾ⭖ࣾ (why?)
 Ẋᛢ⋃⦲⑖ ৺⒇⒪৞ᕚ ⑶㉚ ␂㋖⑲ ऎẊ(⚇, Coࣾ ऎẊ)㉖৞ ৳ଇ⋃⦲ࣾ ૶ ␂㋖⑖
⑺᩾ᙺ ৳␞
 ሮᑺḚ, Ẋᛢ⋃⦲ࣾ ◺ᠶᓇ⑂ ྖ⑲ྒ ⑶Ḻ⿮ᬊᕚ ⒏⎧: 『ᛢମ㎊ ⚛ࣾ
 ৳ଇ⋃⦲ྒ Ẋᛢ⋃⦲⑖ ◺ᠶᓇ ⚛ࣾᕚ ⑶㉚ ⑲⑳ ⚛ࣾ

Discussion
1. Buyback⋎ ሮᙶ ৳ଇ⋃⦲⌾ Ẋᛢ⋃⦲⑖ ⑲⑳␾ ⑲│৺ ᭂ੎㉖⋪ ⊲ኹঊ ࿪ᑺ⛆୊?

2. Buyback ࣾধ⑲ ◺ᠶᓇ⋎ ᣶⭖ྒ ⋿㊣␾?

3. Buyback ࣾধ⑲ ৳ଇ⋃⦲⌾ Ẋᛢ⋃⦲⑖ ମ࿾⑲⑳⋎ ᣶⭖ྒ ⋿㊣␾?

4. Buyback⑲ Ḛᭂᾢ἖◾(in-stock probability)⋎ ᣶⭖ྒ ⋿㊣␾?

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전략적 품목: 공급계약 – Buyback

 Buyback Contracts: ⌆┚
 Buyback ࣾধ = $55
 Ẋᛢ┎
• Cu = 125 – 80 = 45
• Co = 80 – 55 = 25 ( < 60)
• CR = 0.64
• ⩚⓿◺ᠶᓇ = 14,000
 ମ࿾ ⑲⑳
• Ẋᛢ┎⑖ ମ࿾⑲⑳ = $513,800
• ৳ଇ⋃⦲⑖ ମ࿾⑲⑳ = $471,900
• ৳ଇᶪᾪ │⦲⑖ ମ࿾⑲⑳ = $985,700

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전략적 품목: 공급계약 – Revenue-sharing

 Revenue-Sharing Contracts
 ৳ଇ⋃⦲ࣾ Ⴢᛢ ࣾধ⑂ ඬ⪒ྒ ࿾῞ Ẋᛢ⋃⦲ࣾ ᛢ⪚⑖ ⑺᩾ᙺ ৳ଇ⋃⦲ᕚ │࿪
• ᛢ⪚ ৳␞ྒ ᛢ⪚⑲ ᤚᷛ㉚ ঻⎮(⚇ 『ᛢᄚ ঻⎮)⋎ᛊ ᤚᷛ
• Ⴢᛢࣾধ ㉖ᑻ␺ᕚ ⑶㉲ Ẋᛢ⋃⦲⑖ ⏎ࣾࣾ ඬ≂⚾ᢾᕚ Ẋᛢ⋃⦲⑖ ৺⒇⒪৞⋎ ⑖
㉚ ␂㋖ ऎẊ
 Ẋᛢ⋃⦲ࣾ ◺ᠶᓇ⑂ ⚛ࣾῚⶢྒ ⑶Ḻ⿮ᬊᕚ ⒏⎧
 ৳ଇ⋃⦲ྒ Ⴢᛢࣾধ ㉖ᑻ⋎ ⑖㉚ ᛢ⪚ ऎẊᙺ Ẋᛢ⋃⦲⑖ ◺ᠶᓇ ⚛ࣾ⋎ ሮᙶ ᛢ⪚ ⚛
ࣾ ᤍ ᛢ⪚ ৳␞ᕚ ᶿỂ

Discussion
1. Ⴢᛢࣾধ ㉖ᑻ⑲ ◺ᠶᓇ৺ ৳ଇ⋃⦲⌾ Ẋᛢ⋃⦲⑖ ⑲⑳⋎ ᣶⭖ྒ ⋿㊣␾?

2. ᛢ⪚৳␞ᭂ␦⑲ ◺ᠶᓇ৺ ৳ଇ⋃⦲⌾ Ẋᛢ⋃⦲⑖ ⑲⑳⋎ ᣶⭖ྒ ⋿㊣␾?

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전략적 품목: 공급계약 – Revenue-sharing

 Revenue-Sharing Contracts: ⌆┚
 Ⴢᛢࣾধ: $80  $60
 Revenue-sharing: ᛢ⪚⑖ 15%ᙺ ৳ଇ⋃⦲ᕚ │࿪
• $125 * 0.15 = $18.75/unit sold
 Ẋᛢ┎⑖ ᚪᾢ⵪ ᤍ ⩚⓿ ◺ᠶᓇ
• Cu = 125 – (60 + 18.75) = 46.25
• Co = 60 – 20 = 40
• CR = 0.65
• ⩚⓿ ◺ᠶᓇ = 14,000
 ମ࿾ ⑲⑳
• Ẋᛢ┎ = $504,325
• ৳ଇ⋃⦲ = $481,375
• ৳ଇᶪᾪ │⦲⑖ ମ࿾⑲⑳ = $985,700

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전략적 품목: 공급계약 – 다른 수단들

 ৳ଇᶪᾪ │⦲⑖ ମ࿾⑲⑳⑂ ຐ⑲ମ ␂㉚ ࿢ᙶ ἖࿦ᇢ

 Quantity-Flexibility Contracts
• ┓㉲⛂ ㉚Ⴢ(ᤖㆆ ἖ᓇ) ඲⋎Ḛ 『ᛢᄖ⚾ ≈␾ ┚ㆆ⋎ ࿾㉲ full refund
cf. buyback: ㉚Ⴢᙺ ┓㉖⚾ ≈␾ partial refund
 Sales Rebate Contracts
• ┓㉲⛂ ἖ᓇ ⑲ᶿ␺ᕚ 『ᛢᄚ ┚ㆆ⋎ ࿾㉲ ⑶Ḻ⿮ᬊ ᩾⋪

Q. ␂⑖ ᅎ ࣾ⚾ ἖࿦ᇢ⑲ ⊲ኹঊ Ẋᛢ┎⑖ ◺ᠶᓇ⑂ ྖ⑲ྒ ⑶Ḻ⿮ᬊᕚ ⒏⎧㉞ ἖ ⒆ྒࣾ?

13
전략적 품목: 공급계약 – 현실적 문제점들

 Buyback৺ ग␾ ␞㌓⑖ ৳ଇূ≻⑂ ⓿⎧㉞ ঻⎮⑖ ㌂ῢ⓿ ᠶ┚┎

 Buyback: ᤖㆆᄖྒ ┚ㆆ⋎ ࿾㉚ ㎦␦⓿⑶ ㎊἖ ⦲ূࣾ ㉂⎒  Reverse logistics
• ⑺ᤖ⓿␺ᕚ forward logistics ࿾ᭂ reverse logistics⑖ ᭂ⎧⑲ ၒ ⵺(why?)
• ሮᑺḚ ᭂ⎧㎦␦⓿⑶ ㎊἖⦲ূࣾ ⋄␺ᝲ ৳ଇᶪᾪ │⦲ᭂ⎧⑲ ⚛ࣾ㉞ ἖Ⴢ ⒆⑊
• Buyback⑲ ࣾ⒣ ᛌ⑲ ᶪ⎧ᄖྒ ঻⎮ྒ ᤖㆆ⋎ ሮᙶ ᠺᙖᭂ⎧⑲ ८⑖ Ẋ⎒ᄖ⚾
≈ྒ ঻⎮  ⌆: ჂḚ, ⒟⚾(Ẋᛢ┎⋎Ḛ ⚿┏ 《ମ ㏂ ㅚ⚾ᛊ │࿪)
 Revenue-sharing: Ẋᛢ┎⑖ ᛢ⪚ ┓᧲ ৳␞ࣾ ㉂⎒
• ┓᧲⑖ ῞ᖮḯ ᤍ ᶿ㌶ं⑖ 《⾶ฆΎ⑲ ☏⎒
• IT ⑶㈂ᑺ ᤍ ৾ᚪᭂ⎧
 ࿢ᙶ ᠶ┚┎ᇢ
• ␂㋖ ৳␞ᙺ ㉖ྒ ঻⎮ Ẋᛢ┎ ⒃⒣⋎Ḛ 『ᛢᄖ⚾ ≈ྒ ঻⎮⑖ Ẏῢ⑲ ऎẊ㉖८ඖ
(buyback) 『ᛢ⋎ ሮᙶ ⑲⑳⑲ ऎẊ(revenue-sharing)㉞ ἖ ⒆⑊
• ሮᑺḚ, Ẋᛢ┎⑲ ঻Ⓙ ┚ㆆ 『ᛢ⋎ ၒ ⭖☏㉞ ࣾྣḯ⑲ ⒆⑊!

cf. sales rebate

14
공급계약: MTS – MTO Case

 ≜⑖ ৳ଇূ≻␾ MTO-MTS⑖ ঻⎮⒂

 ⚇, ৳ଇ⋃⦲ྒ MTOᕚ ⎲⋿(Ẋᛢ⋃⦲⑖ ◺ᠶ⑂ ᤙ␾ ㏂⋎ ᷛᶮ Ὶ⒏)
 Ẋᛢ⋃⦲ྒ ἖⎒⌆⬟⋎ ⑖㉲ ◺ᠶᓇ ম┓
 ἖⎒-৳ଇ ᪆⑺⭖⋎ ሮᙶ ␂㋖␾ ឦᅎ Ẋᛢ⋃⦲ࣾ ᩾࿲

 ᤖ࿾⑖ ঻⎮(MTS – MTO Case)⋎ྒ ⊲ኹঊ ৳ଇᶪᾪ │⦲⑖ ମ࿾⑲⑳⑂ ຐ⑺ ἖

⒆⑂୊?

⌆: Flextronics – Ericsson – AT&T (⺳῞ ⒣ᭂ⋎ ࿾㉚ ৳ଇᶪᾪ)

᩾ㆆ⋎ ࿾㉚ lead time ᠶ┚ᕚ Flextronicsྒ MTSᕚ ⎲⋿
Ericsson␾ AT&Tᕚ᩾⸮ ◺ᠶ ┏἖ ㏂ ᷛᶮ(MTO)

⑲⌾ ग␾ ঻⎮ ⒞⒪⓿⑶ ᠶ┚┎␾?

MTO-MTS Case⌾ MTS-MTO Case⑖ ⤦⑲ྒ?

• ἖⎒⌆⬟ ◺⦲
• ἖⎒-৳ଇ ᪆⑺⭖⋎ ⑖㉚ ␂㋖ ᩾࿲
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공급계약: MTS – MTO Case

 MTS – MTO Case: ⌆┚ – Ski Jacket

 ἖⎒ Ὶඖᚪ⌢: ≜⑖ ⌆┚⌾ თ⑺
 ৳ଇ(ᷛᶮ)⋃⦲: MTSᕚ ⎲⋿ (『ᛢ Ὶ⚊⑲ Ὶ⒏ᄖମ 1โ │ ᷛᶮ चῚ)
 ੪ᛢ(Ⴢᛢ)⋃⦲: Ẋᛢ⋃⦲ᕚ᩾⸮ ◺ᠶ⑂ ᤙ␾ ㏂ ৳ଇ⋃⦲⋎ ◺ᠶ(6च⏒ │)  MTO
 ᭂ⎧ ၮ⑲⸮
• Ⴢᛢ⋃⦲: 『ᛢࣾধ = $125, ੪ᛢࣾধ = $80
• ᷛᶮ⋃⦲: ৞┓ᭂ⎧ = $100,000, ᦾთᭂ⎧ = $55/unit, ⦖᪂ࣾ⭖ = $20
 ᷛᶮ⋃⦲⑖ ᚪᾢ⵪⌾ ⩚⓿ ᷛᶮᓇ
• Cu = 80 – 55 = 25 ἖⎒ ㍓ᙞ ༂⓿㍓ᙞ

• Co = 55 – 20 = 35 8000 0.11 0.11

• CR = 0.42 10000 0.11 0.22
• ⩚⓿ ᷛᶮᓇ = 12,000 12000 0.28 0.50
 ମ࿾⑲⑳ 14000 0.22 0.72
• ᷛᶮ⋃⦲ = $160,400, Ⴢᛢ⋃⦲ = $510,300 16000 0.18 0.90
• ৳ଇᶪᾪ│⦲ = $670,700 18000 0.10 1.00

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공급계약: MTS – MTO Case

 MTS – MTO Case: ἖⚿⓿ ⺳㉧

 ᷛᶮ⋃⦲, Ⴢᛢ⋃⦲ࣾ ग␾ ମ⋃⋎ ẋ㉖ྒ ঻⎮
 ᚪᾢ⵪⌾ ⩚⓿ ᷛᶮᓇ
• Cu = $125 - $55 = $70
• Co = $55 - $20 = $35
• CR = 0.67
• ⩚⓿ ᷛᶮᓇ = 14,000
 ମ࿾⑲⑳(৳ଇᶪᾪ │⦲) = $705,700

17
공급계약: MTS – MTO Case

 MTS – MTO Case: Payback Contracts

 ੪ᛢ⋃⦲ࣾ ੪ᛢ㉖⚾ ≈␾ ┚ㆆ(৳ଇ⋃⦲⑖ ⒪৞)⋎ ࿾㉖⋪ ᭂ⎧⑖ ⑺᩾ᙺ ⚾᪆(৺⒇
⒪৞ྒ ⑲│৺ ᛆ⤪ࣾ⚾ᕚ ৳ଇ⋃⦲ࣾ ⦖ᚪ)
cf. MTO – MTS case⑖ buyback৺ ␞ᶪ㉦
 ৳ଇ⋃⦲⑖ ৺⒇⒪৞ ␂㋖⑲ ऎẊ㉖ᢾᕚ ᷛᶮᓇ⑂ ྖ⑲ྒ ⑶Ḻ⿮ᬊᕚ ⒏⎧
 ␂㋖ ৳␞  ੪ᛢ⋃⦲ࣾ ᷆ᕚ ᩾࿲㉖ྒ Payback ᭂ⎧᧲࿢ ᷛᶮᓇ ⚛ࣾ⋎ ሮᙶ ମ࿾
⑲⑳(৳ଇ᩾╯ ऎẊ⋎ ሮᙶ ⑲⑳)⑲ ၒ ⯢≺ ㉦

Discussion
1. Payback ࣾধ⑲ ৳ଇ⋃⦲⑖ ᷛᶮᓇ⋎ ᣶⭖ྒ ⋿㊣␾?

2. Payback ࣾধ⑲ ৳ଇ⋃⦲⌾ ੪ᛢ⋃⦲⑖ ମ࿾⑲⑳⋎ ᣶⭖ྒ ⋿㊣␾?

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공급계약: MTS – MTO Case

 MTS – MTO Case: Payback Contracts ⌆┚

 Ⴢᛢ⋃⦲ࣾ ৳ଇ⋃⦲⋎ ࿾㉲ ᷛᶮ ࿦␂࿷ $18ᙺ ⚾᪆ ἖⎒ ㍓ᙞ ༂⓿㍓ᙞ
 ৳ଇ⋃⦲⑖ ᚪᾢ⵪⌾ ⩚⓿ᷛᶮᓇ 8000 0.11 0.11
• Cu = 80 – 55 = 25
10000 0.11 0.22
• Co = (55 – 18) – 20 = 17
12000 0.28 0.50
• CR = 0.6
14000 0.22 0.72
• ⩚⓿ ᷛᶮᓇ = 14,000
16000 0.18 0.90
 ମ࿾⑲⑳
18000 0.10 1.00
• ৳ଇ⋃⦲ = $180,280
• Ⴢᛢ⋃⦲ = $525,420
• ৳ଇᶪᾪ│⦲ = $705,700

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공급계약: MTS – MTO Case

 MTS – MTO Case: Cost-Sharing Contracts

 ੪ᛢ⋃⦲ࣾ ৳ଇ⋃⦲⋎ ࿾㉲Ḛ ᷛᶮ⏎ࣾ⑖ ⑺᩾ᙺ ᩾࿲(⏎ࣾ৳␞)㉖৞ ৳ଇ⋃⦲ྒ ੪
ᛢ⋃⦲⋎ ࿾㉚ ৳ଇࣾধ⑂ ඲ᚺ
cf. MTO – MTS case⑖ revenue-sharing৺ ␞ᶪ㉖ඖ ⤦⑲┎Ⴢ ╲⒪㉦

Discussion
1. ⏎ࣾ৳␞ᭂ␦৺ ৳ଇࣾধ⑲ ৳ଇ⋃⦲⑖ ᷛᶮᓇ⋎ ᣶⭖ྒ ⋿㊣␾?

2. ⏎ࣾ৳␞ᭂ␦৺ ৳ଇࣾধ⑲ ৳ଇ⋃⦲⌾ ੪ᛢ⋃⦲⑖ ମ࿾⑲⑳⋎ ᣶⭖ྒ ⋿㊣␾?

20
공급계약: MTS – MTO Case

 MTS – MTO Case: Cost-Sharing Contracts ⌆┚

 Cost-sharing
• ৳ଇ⋃⦲⑖ ৳ଇࣾধ: $80  $62
• ੪ᛢ⋃⦲ྒ ৳ଇ⋃⦲⑖ ᦾთᭂ⎧($55)⑖ 33%ᙺ ᩾࿲
– 55 X 0.33 = $18.15  ሮᑺḚ, ᷛᶮᭂ⎧: 55 – 18.15 = 36.85
 ৳ଇ⋃⦲⑖ ᚪᾢ⵪⌾ ⩚⓿ ᷛᶮᓇ
• Cu = 62 – 36.85 = 25.15
• Co = 36.85 – 20 = 16.85
• CR = 0.6
• ⩚⓿ ᷛᶮᓇ = 14,000
 ମ࿾⑲⑳
• ৳ଇ⋃⦲ = $182,380
• ੪ᛢ⋃⦲ = $523,320
• ৳ଇᶪᾪ│⦲ = $705,700

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공급계약: MTS – MTO Case

 Cost-Sharing Contracts: ⓿⎧ᶿ⑖ ⑲ᾆ

 ৳ଇ⋃⦲⑖ ᷛᶮ⏎ࣾ ┓᧲ᙺ ৳␞㉲≺ ㉦  ㌂ῢ⓿␺ᕚ ᪆ࣾྣ㉞ ἖ ⒆⑊
 ࿢ᙶ ᤧᦓ: ἖⎒⋃⦲ࣾ ৳ଇ⋃⦲ࣾ ㉂⎒ᕚ ㉖ྒ ᩾ㆆ⑖ ⑺᩾ᙺ ⚿┏ ┚৳
• ἖⎒⋃⦲ࣾ buying powerࣾ ၒ ⵮ ঻⎮ ῶঊ ╮࿪㉖ྒ ㎦৺

22
공급계약: 정보의 비대칭성(Information Asymmetry)

 ┓᧲⑖ ᭂ࿾⭫ḯ
 ৳ଇ⋃⦲⌾ ੪ᛢ⋃⦲ ं ৞छ ἖⎒ ┓᧲ᙺ ৳␞㉞ ቊ ᤚᷛ
 ੪ᛢ⋃⦲ࣾ ⑲⑳⑂ ⩚࿾㍒㉖ମ ␂㉲ ἖⎒ ┓᧲ᙺ ᩾ㅾᚪྒ ⑶Ḻ⿮ᬊ ╲⒪
 ৳ଇ⋃⦲ࣾ ᩾ㅾᔢ⛂ ἖⎒ ┓᧲⋎ ૺ८㉖⋪ ᷛᶮূ㎋⑂ ㉖ྒ ঻⎮ ৳ଇ⋃⦲⑖ ␂㋖⑲
⯢⛎

 ┓᧲⑖ ᭂ࿾⭫ḯ⑂ ৞ᔢ㉚ ৳ଇূ≻

 ৳ଇ⋃⦲ྒ ੪ᛢ⋃⦲ࣾ ῢ┚ ἖⎒ᙺ ৳␞㉞ ἖ ⒆Ⴢᕛ ⑶Ḻ⿮ᬊᙺ ᩾⋪㉞ ㉂⎒ࣾ ⒆⑊
 ࣾྣ㉚ ࿾≆ᇢ
1) Capacity Reservation Contract
• ੪ᛢ⋃⦲⋎ ࿾㉲ ᷛᶮྣᔣ⑂ ᣶ᚪ ⌆≻㉖Ⴢᕛ ㉖৞ ᷛᶮྣᔣᧂᕚ ࿢ᙶ ࣾধ
(Menu)⑂ ┚Ὶ  ੪ᛢ⋃⦲ࣾ ⌆≻㉖ྒ ᷛᶮྣᔣ ┓᧲ࣾ ῢ┚ ἖⎒ ┓᧲⋎ ࿾㉚
Ὶ૶ฎ(signal)ᕚ ⒏⎧
2) Advance Purchase Contract
• ੪ᛢ⋃⦲ࣾ ৳ଇ⋃⦲⋎ঊ ටㆆ │ ࿾ଆ⑖ │⦲ ጎྒ ⑺᩾ᙺ ᣶ᚪ ⚾᪆㉖ঊ ㉖ྒ ূ
≻␺ᕚ ටㆆ ㏂ ⚾᪆㉖ྒ ঻⎮⌾ ⤦ᧂ㍒ᄚ ࣾধ⑂ ┚Ὶ

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비전략적 품목
 ᭂ│ᒳ⓿ ㆆឧ
 ࿢἖⑖ ৳ଇ⋃⦲ࣾ ╲⒪, ⌆: ⏎␞, ⦞ओ, ⋎ฆ⚾, য়ᠺ, ᝒឦᚪ ᤖჂ⦲ ᇯ
 │⺳⓿␺ᕚ ⒣ମূ≻⑂ Ḟ㌶㉖ඖ ␂㋖/ᭂ⎧ ऎẊᙺ ␂㉲ ࿢⊏㉚ リ⾶ヲᚪ⌢ ੪ḯ㉂⎒

 ৾ᔦᄚ ␂㋖ ⎒Ẋ
 ৺⒇⒪৞: ἖⎒⑖ ᪆㍓ῢḯ⋎ ⑖㉚ ৺⒇ ⒪৞ ␂㋖
 ⒪ᠲ␂㋖: Ὶ⒣ ࣾধ ᦾთ⋎ ⑖㉚ ⒪ᠲ⓿ ␂㋖
 ৳ଇ᩾╯: ৳ଇᓇ ᩾╯⋎ ⑖㉚ ␂㋖

 ᭂ⎧㎦␦ḯ⑂ ⪒੪㉖ᝲḚ ␂⑖ ␂㋖ᇢ⑂ ⓿┆㒆 ㎊㈺(risk hedging)㉞ ἖ ⒆ྒ ᤧᦓ

␾?

24
비전략적 품목
 ৳ଇূ≻ ␞㌓
 ⒣ମূ≻
• ḞჂূ≻(forward contract): ᣶ᒖ Ὶ┎⑖ ੪ᛢᓇ ᤍ ੪ᛢ ࣾধ⑂ ᣶ᚪ ূ≻
• ⑶Ⴢ⑺(Delivery date)⋎ ┓㉲⛂ ᠺᓇ⑂ ┓㉲⛂ ࣾধ⋎ ⑶Ⴢ-⑶἖
• ⒪ᠲ⓿ ␂㋖⑂ ☂⑺ ἖ ⒆␺ඖ ৺⒇⒪৞⋎ ⑖㉚ ␂㋖⋎ ๶⪚ ࣾྣḯ(why?)
 ⌳Ṗ
• Option contract: ᣶ᚪ option premium⑂ ⚾᪆㉖৞ ᣶ᒖ Ὶ┎⋎ ┓㉲⛂ ࣾ
ধ(㊇ᶪࣾ, exercise price)⋎ ┓㉲⛂ ⊏୊⚾ ੪ᛢ㉞ ἖ ⒆ྒ ઊᚪᙺ ㎋ᇛ
cf. ḞჂূ≻৺ ࿪ᚪ ⌳Ṗ⋎Ḛ ੪ᛢ⒎ྒ ઊᚪᛊ ࣾ⚾ᝮ ⑖ᠲྒ ⋄⑊
• ᣶ᒖ Ὶ┎⋎ Ὶ⒣ᶿ㍧⋎ ᛜ⪒⊲ ੪ᛢ ᠺᓇ ╮┓ ࣾྣ  ৺⒇⒪৞ ␂㋖ ऎẊ
• ৳ଇ⒎ࣾ ␂㋖ ᩾࿲(૶ ࿾ࣾᕚ ㈂ᚪ᣶⋂⑂ ᤙ⑊)
cf. ⑺ᤖ⓿␺ᕚ ‫ص‬㈂ᚪ᣶⋂ + ㊇ᶪࣾ > ḞჂূ≻ ࣾধ‫ض‬
 ㌂ᠺ ८ᒖ: ㌂ᠺ Ὶ⒣⋎Ḛ ੪ᛢ
• ৳ଇ᩾╯/ࣾধᦾთ⋎ ⑖㉚ ⒪ᠲ⓿ ␂㋖

25
비전략적 품목
 ৳ଇূ≻ ␞㌓
 リ⾶ヲᚪ⌢: ࣿ ূ≻ ἖࿦⑖ ⒣┎⑂ ૷࿾㍒㉖⋪ ╮㉧
• Base Commitment Level: ḞჂূ≻ (⩚Ẋ ᠺᓇ ㍓᧲)
• Option Level: ⌳Ṗ⋎ ⑖㉲ ⪒ࣾ ᠺᓇ ㍓᧲(ᶿ㍧⋎ ሮᑺ ੪ᛢ ᠺᓇ ᦾ঻ ࣾྣ)
• ඖ᜶⚾  ㌂ᠺ ८ᒖ

⌆: HP⑖ ᝒឦᚪ ᤖჂ⦲ ੪ᛢ リ⾶ヲᚪ⌢

About 50% procurement cost invested in long-term contracts
35% in option contracts
Remaining is invested in the spot market

cf. ⩚⓿⑖ リ⾶ヲᚪ⌢ ੪ḯ␾ ឦᇞ ␂㋖ ⎒Ẋᙺ ৞ᔢ㉖⋪ ᭂ⎧⑂ ⩚Ẋ㍒(ጎྒ ⑲⑳

⑂ ⩚࿾㍒)㉞ ἖ ⒆Ⴢᕛ ੪ḯ

26
비전략적 품목
 ৳ଇূ≻ ␞㌓: ␂㋖ ⎒Ẋं ⾶ᔆ⑲ᇚ-⌢㈂

Low High

Base commitment level

Inventory risk
High N/A*
Option level (supplier)
Price and
Inventory risk
Low shortage risks
(buyer)
(buyer)
*For a given situation, either the option level or the base commitment level may
be high, but not both.

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