In an electronic manufacturing enterprise, the standard purchase process can be divided into two phases: strategic purchase and order coordination. Strategic purchase includes supplier development and management. Order coordination is mainly responsible for material purchase plans, repeated orders, and delivery payments. This organizational structure is very similar to the sales system. Many sales companies have also established professional sales support departments to handle a large number of repetitive orders. The development and management of suppliers is the core of the whole procurement system, and their performance is also related to the performance of the entire procurement department.

Generally speaking, supplier development includes: supply market competition analysis, finding qualified suppliers, evaluation of potential suppliers, inquiry and quotation, negotiation of contract terms, and selection of final suppliers. In most multinational companies, the basic principle of supplier development is the "Q.C.D.S" principle, that is, the principle of paying equal attention to quality, cost, delivery and service. Among the four factors, the quality factor is the most important. First, confirm whether the supplier has established a stable and effective quality assurance system, and then confirm whether the supplier has the equipment and process capability to produce the required specific products. The second is cost and price. We should use the value engineering method to analyze the cost of the products involved, and achieve cost savings through win-win price negotiations. In terms of delivery, it is necessary to determine whether the supplier has sufficient production capacity, whether human resources are sufficient, and whether there is potential to expand capacity. Last but not least, the supplier's pre-sales and after-sales service records. In the process of supplier development, the first step is to conduct competition analysis on specific classified markets, to understand who is the market leader, what is the current market development trend, and what is the positioning of major suppliers in the market, so as to have a general understanding of potential suppliers.

For example, in the resistance market, if you need 0805 resistors today, you don't need to go to those Japanese manufacturers because they have stopped production. At the same time, you can also give a suggestion to your colleagues in the design department to try to use mainstream components in the market to reduce costs. The resistance market is a market with less differentiation, with many suppliers, easy transportation and replacement. In the injection molding market, it is more complicated. First of all, the products are very different. Some companies specialize in precision injection molding, while others focus on large workpieces. Moreover, due to the high transportation cost of injection molded parts, localization is essential. You should evaluate whether the supply capacity of injection molded products in the local market is oversupply or oversupply, and the characteristics of major suppliers and their competitors.

On the basis of these analyses, the company's procurement department can establish a preliminary supplier database and make corresponding product classifications.

Generally speaking, it is divided into three categories: electronic, mechanical and auxiliary materials. Electronics can be further divided into circuit boards, resistors, capacitors, inductors, diodes and triodes, integrated circuits, etc; Machinery is subdivided into plastic parts, metal parts, packaging supplies, etc; Auxiliary materials include chemicals, labels, tapes and other sundries.

The next step is to find potential suppliers. After careful analysis of the market, you can get the contact information of suppliers through various public information and channels. These channels include active inquiry and introduction of suppliers, professional media advertising, Internet search, etc. In this step, the most important thing is to make a preliminary screening of suppliers. It is recommended to use a unified and standard supplier registration form to manage the information provided by suppliers.

Such information shall include: registration place, registered capital, major shareholder structure, production site, equipment, personnel, major products, major customers, production capacity, etc. By analyzing this information, we can evaluate its process capability, supply stability, resource reliability, and its comprehensive competitiveness. Among these suppliers, a supplier investigation directory can be obtained after removing suppliers that are obviously unsuitable for further cooperation. Next, it is essential to arrange a field visit to suppliers. When necessary, the quality department and process engineers can be invited to participate in the audit team. They will not only bring professional knowledge and experience, but also contribute to internal communication and coordination. In the field investigation, a unified scorecard should be used for evaluation, and the management system should be reviewed emphatically, such as operation instructions and other documents, quality records, etc., which should be comprehensive and cannot be omitted.

The following items are more important:

* Sales contract review requires the sales department to evaluate each contract and confirm whether it can be completed on time.

* For supplier management, it is required to establish a list of approved suppliers and have effective control procedures.

* Training management: there is a sound training and assessment system for personnel in key positions, and detailed records are kept.

* Equipment management, maintenance and adjustment of equipment, complete control system and complete records.

* Measurement management and instrument measurement should have a complete transmission system, which is very important.

Communicate with team members in time during the investigation. At the end of the meeting, summarize the advantages and disadvantages of suppliers and listen to their explanations. If the supplier has the intention to improve, it can request the supplier to provide a report on improvement measures for further evaluation. After the supplier audit is completed, the inquiry documents will be issued to qualified suppliers, which generally include drawings and specifications, samples, quantities, approximate procurement cycle, required delivery date and other details, and the suppliers will be required to complete the quotation within the specified date. After receiving the quotation, carefully analyze its terms, thoroughly clarify the questions, and require written records, including fax, e-mail, etc. The subsequent work is the quotation analysis. The quotation contains a lot of information. If possible, the supplier is required to make a cost list quotation, list the material cost, labor, administrative expenses, etc., and indicate the profit margin. Compare the quotations of different suppliers, and you will have a preliminary understanding of their rationality. Before price negotiation, we must be fully prepared and set a reasonable target price.

For small batch products, the core of the negotiation is the delivery date, which requires them to provide rapid response capability; The core of convection waterline and continuous production products is price. But we must ensure that suppliers have reasonable profit margins. At the same time, price negotiation is a continuous process, and each supplier has its corresponding learning curve. After a period of supply, its cost will continue to decline. Make strategic alliances with suppliers with excellent performance to promote suppliers to propose improvement plans to maximize cost savings.

In fact, every supplier is an expert in his field, so it is often unexpected to listen to the supplier's suggestions. Some suppliers have actively recommended alternative raw materials, such as using Korean steel instead of Swiss products, which can save up to 50% in cost and fully meet the requirements in performance. This is a price reduction that can not be achieved simply by negotiation. Through strategic alliance and participation in design, suppliers can effectively help us reduce costs. Another very important aspect is the hidden cost. Purchase cycle, inventory, transportation, etc. are invisible costs. Qualified suppliers should be included in the timely delivery system to minimize inventory and reduce the company's total cost.

Procurement process: including information collection, inquiry, price comparison, price negotiation, evaluation, sample request, decision, purchase requisition, order, coordination and communication, expediting, purchase acceptance, and payment sorting.

Purchasing: refers to an enterprise business activity in which an enterprise obtains products or services from the supply market as enterprise resources under certain conditions to ensure the normal development of its production and business activities. Procurement practice can be divided into strategic procurement and routine procurement.

basic quality

a.Purchasing with strong working ability is a rather complicated and demanding job, and the basic working ability that the buyer should have is also quite diversified. The procurement personnel must have high analysis ability, prediction ability, expression ability and professional knowledge level. The purchaser must broaden his/her vision, have the ability to "observe what is said and what is seen", and be able to predict the future supply trend of materials. A-3 Expressive Competence The purchaser must be able to correctly and clearly express various purchase conditions, such as specification, quantity, price, delivery term, payment method, etc., whether communicating with the supplier in language or in words, so as to avoid ambiguity and misunderstanding. In the face of busy procurement work, the procurement personnel must be able to express themselves in a short and concise manner to avoid wasting time. "Persuade by reason and emotion" is the expression skill that procurement personnel must exercise to strive for procurement conditions.

b. With certain knowledge and experience, purchasers, especially management personnel, should have at least a college degree, because the professional knowledge and skills of students who have received formal college education and training can better meet the needs of procurement. In addition, purchasers should have business knowledge, such as business management, circulation management, popular goods or marketing, and those who have studied commodity information, statistics, marketing, and business personnel management are preferred. B-1. No matter what kind of material is purchased, the product knowledge must have a basic understanding of the subject matter to be purchased. We are very clear that a person who has studied chemical machinery and has been engaged in chemical machinery procurement for many years has turned to electronic component procurement due to work needs. Although he has been engaged in procurement for many years, he still feels a little powerless. If he wants to adapt to his new role as soon as possible, he must timely supplement the knowledge about electronic components. There are many ways to supplement, such as self-study, participation in relevant professional training courses, etc. Some purchasers believe that purchasers are not engaged in research and development, and often have the assistance of engineering technicians and quality control personnel of the enterprise, so they do not need to master too much professional knowledge. Purchasers who hold this view must realize that those who can support you are not always around you, and sometimes they may not be able to help you for various reasons.

c. Good moral purchasers must have the following good moral characters: the "orders" handled by honest purchasers are not very different from "banknotes", so they are inevitably surrounded by "profit oriented" suppliers. Whether it is coercion (through interpersonal relationship) or inducement (kickbacks or red packets), the purchaser must be honest. Those who maintain "common heart", "unmoved" and "value profits and forget righteousness" are not competent for procurement. Dedication "out of stock or out of stock" is actually the biggest dereliction of duty of procurement personnel. Although there are many reasons for the shortage, if the purchasing staff can have a "sacrifice" attitude and be highly responsible for purchasing the required materials, the loss of the enterprise will be greatly reduced. Although modest and patient purchasers have the upper hand in sales, they must be fair and mutually beneficial in their attitude towards suppliers. They should not be arrogant or insolent. The process of negotiation or price negotiation with suppliers may be quite difficult and complicated. Buyers need to be patient and wait to "play hard to get" and work calmly. At a disadvantage, he can also tolerate compromise and strive for perfection. Disciplinary purchasers are those who go out to perform procurement. Their words and deeds represent the enterprise's dealings with the outside world. Their work quality not only affects the enterprise's efficiency, but also affects the enterprise's reputation. Therefore, the enterprise has stipulated several disciplines for purchasers, who must consciously abide by and strictly implement them.