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Lec 2 - Purchasing Management
Lec 2 - Purchasing Management
Management
Supply Chain Management
Topics to Cover:
• Purchasing
• Importance of Purchasing Today
• Purchasing Processes
• Import Documentation
• Negotiation Skills
• Make – or – Buy Analysis
• Ethics in Buying
• Supplier Selection
Purchasing
The acquisition of goods and services needed to support
the various activities of an organization, at the best
possible cost and from reliable suppliers.
Supply Chain Management
Purchasing professional's goal to a company
should be to provide:
i. The best pricing
ii. Communication
iii. Research in finding sources
iv. Supplier performance Evaluation
v. Service level agreements (SLA’s)
Supply Chain Management
Importance of purchasing:
•Competition
•Material cost
•Lead time
•Customer Demand
•Quality
Single Sourcing
Higher confidentiality.
Advantages
Potentially better quality Disadvantages
Strong relationships failure
More vulnerable to disruption if a
to supply occurs.
Greater dependency encourages more volume
Individual supplier more affected by
commitment and effort. fluctuations.
Better communication. on
Supplier
pricesmight exert upward
if no alternative pressure
supplier is
Easier to cooperate on new available.
product/service development.
More scale economies.
Multi-sourcing
Advantages Disadvantages
Purchaser can drive price down by Difficult to encourage commitment
competitive tendering. by supplier.
Can switch sources in case of supply Less easy to develop effective SQA.
failure. More effort needed to
Wide sources of knowledge and communicate.
expertise to tap. Suppliers less likely to invest in new
processes.
More difficult to obtain scale
economies.
Purchasing Process
•Recognize, describe and define the need
•Transmit the need (requisitions)
•Determine sources, investigate, and select supplier/analyze
bids
•Prepare and issue the PO
•Follow-up the order (including expediting and de-expediting)
•Receive and inspect the material
•Clearance of the invoice and payment to supplier
Supply Chain Management
S upplie rs Purchas ing Function The inte rnal ope ration
S upplie rs
pre pa re quota tions of Re que s ts P re pa re Re que s ts
s pecifica tions re que s ts for for products
price quota tions a nd s e rvice s
de live ry etc.
The purchasing
function brings Quota tions
S e le ct Dis cus s with the
together the the prefe rre d
s upplie r
Ope ra tion
Negotiation Definition and Comments:
The process whereby two or more parties decide what each will
give and take in an Exchange between them.” (Lysons &
Farrinton)
Adversarial Negotiation
Collaborative Negotiation
Supply Chain Management
Adversarial Negotiation (distributive or win-lose
negotiation)
Is an approach in which the focus is on ‘positions’
staked out by the participants and the assumption is
that every time one party wins, the other loses, so, as
a result the other party is regarded as an adversary
(opponent).
(Lysons & Farrington)
Supply Chain Management
Collaborative Negotiation (integrative or win
-win negotiation)
Is an approach in which the assumption is that, by means
of creative problem solving, one or both parties can gain
without the other having to lose and, as other party is
regarded as a collaborator rather than an adversary, the
participants may be more willing to share concerns, ideas
and expectations than would otherwise be the case.
(Lysons & Farrington)
The five steps of the negotiation process
Make
OR
Buy
Supply Chain Management
•Legal Requirements
•Child Labor
•Company’s Environment
•Green Supply Chain
•Fair Trade
Supply Chain Management
Supplier Selection
Process and Product Knowledge
Willingness to share technologies and information
Consistent Quality
Over all Cost
Reliability
Order System & Cycle Time
Capacity
Communication capability
Location
Service etc