Upravljanje

odnosov z

dobaviteljiSupplier Relationship Management

Žiga VaupotSolutions Leader

Upravljanje odnosov z dobavitelji Upravljanje odnosov z dobavitelji (SRM) (SRM) sestavlja spekter sestavlja spekter

poslovnih odnosov z dobavitelji, ki je podprt s programsko poslovnih odnosov z dobavitelji, ki je podprt s programsko

opremo, ki omogoča medsebojno sodelovanje, in ki omogoča opremo, ki omogoča medsebojno sodelovanje, in ki omogoča

podjetjem, da izkoriščajo znanje o svojih dobaviteljih za skupen podjetjem, da izkoriščajo znanje o svojih dobaviteljih za skupen

uspeh.uspeh.

Kaj je SRM?

4 “ “ za uspeh SRM

Integracija

Povezljivost

Poznavanje dobaviteljev

Kultura sodelovanja

Supply Mgr.Define Criteria, Define Criteria, Measure Perf.Measure Perf.

Supply Mgr.Define Criteria, Define Criteria, Measure Perf.Measure Perf.

Commodity Mgr.Prepare Bid Package Prepare Bid Package

Select SuppliersSelect Suppliers

Commodity Mgr.Prepare Bid Package Prepare Bid Package

Select SuppliersSelect Suppliers

Buyer Setup, Monitor & Setup, Monitor &

Approve ContractsApprove Contracts

Buyer Setup, Monitor & Setup, Monitor &

Approve ContractsApprove Contracts

BuyerApprove Changes Approve Changes

Release OrdersRelease Orders

BuyerApprove Changes Approve Changes

Release OrdersRelease Orders

AccountingMatch & Pay Match & Pay

Reconcile RecordsReconcile Records

AccountingMatch & Pay Match & Pay

Reconcile RecordsReconcile Records

KupecKupec

Account Mgr.Manage Issues, Manage Issues,

Track SatisfactionTrack Satisfaction

Account Mgr.Manage Issues, Manage Issues,

Track SatisfactionTrack Satisfaction

BidderPrepare Response,Prepare Response,

Monitor EventMonitor Event

BidderPrepare Response,Prepare Response,

Monitor EventMonitor Event

Supplier T&C Compliance,T&C Compliance,Review & ApproveReview & Approve

Supplier T&C Compliance,T&C Compliance,Review & ApproveReview & Approve

SupplierAcknowledge & Acknowledge &

Fulfill OrderFulfill Order

SupplierAcknowledge & Acknowledge &

Fulfill OrderFulfill Order

ReceivablesGenerate Invoice,Generate Invoice,Receive PaymentReceive Payment

ReceivablesGenerate Invoice,Generate Invoice,Receive PaymentReceive Payment

Najprej ...

Analiza nabave

“Pogajanja” z dobavitelji

Upravljanje s pogodbami

Plačilo in poravnava

Izpeljava nabave

DobaviteljDobavitelj

SourceSource NabavaNabava

Business Flow: Procure-to-Pay

Vision Corporation

Warehouse staff orRequisitioner

Purchasing staff

Accounts Payable

Supplier

SupplierCollaboration

SupplierCollaboration

• Query Receipts• Send Invoice

SupplierCollaboration

SupplierCollaboration

• Query PO• Confirm PO• Create ASN

Requisition to Pay

Manage Requisition

Manage Requisition

• Enter Requisition / Generate Demand

• Approve requisition• Release Requisition

ReceivingReceiving

• Receive item

ManagePaymentManagePayment

• Create / receive Invoice

• Approve Invoice• Enter Payment

Workflow procesa

“Naroči si sam”

Portal dobavitelja

Business Flow: Procure-to-Pay

Vision Corporation

Warehouse staff orRequisitioner

Purchasing staff

Accounts Payable

Supplier

SupplierCollaboration

SupplierCollaboration

• Query Receipts• Send Invoice

SupplierCollaboration

SupplierCollaboration

• Query PO• Confirm PO• Create ASN

Requisition to Pay

Manage Requisition

Manage Requisition

• Enter Requisition / Generate Demand

• Approve requisition• Release Requisition

ReceivingReceiving

• Receive item

ManagePaymentManagePayment

• Create / receive Invoice

• Approve Invoice• Enter Payment

Analysis to Award

MonitorSupplier

Performance

MonitorSupplier

Performance

InitiateSourcingActivity

InitiateSourcingActivity AwardAward

• Optimize decision• Award• Create Contract or PO

• Publish RFQ / Auction• Place bids• Monitor Sourcing

event

Publish andSolicit QuotesPublish and

Solicit Quotes

• Periodical Contract Review• Create / Change Sourcing

Strategy• Create Sourcing Document

Priprava na “pogajanja”

Tipi “pogajanj”

Good orGood orServiceService

ExampleExample

DurationDuration

FocusFocus

Good orGood orServiceService

ExampleExample

DurationDuration

FocusFocus

RFx = Request for Information / Quote / Proposal

Auction /Bid

Well-DefinedWell-DefinedAttributesAttributes

Furniture, Memory Furniture, Memory

HoursHours

NegotiateNegotiateBest PriceBest Price

Auction /Bid

Well-DefinedWell-DefinedAttributesAttributes

Furniture, Memory Furniture, Memory

HoursHours

NegotiateNegotiateBest PriceBest Price

Offer / Counteroffer

Standard Standard CommoditiesCommodities

Paper, Metals, OilPaper, Metals, Oil

VariesVaries

Best Terms:Best Terms:Price, Delivery, Price, Delivery,

PaymentPayment

Offer / Counteroffer

Standard Standard CommoditiesCommodities

Paper, Metals, OilPaper, Metals, Oil

VariesVaries

Best Terms:Best Terms:Price, Delivery, Price, Delivery,

PaymentPayment

RFx /Quote

Complex,Complex,Engineer to OrderEngineer to Order

Construction, Govt.Construction, Govt.

Days or WeeksDays or Weeks

Meet Need forMeet Need forMany AttributesMany Attributes

RFx /Quote

Complex,Complex,Engineer to OrderEngineer to Order

Construction, Govt.Construction, Govt.

Days or WeeksDays or Weeks

Meet Need forMeet Need forMany AttributesMany Attributes

“Povabilo na ples”

Spremljanje ponudb in izbor najugodnejše

Business Flow: Procure-to-Pay

Vision Corporation

Warehouse staff orRequisitioner

Purchasing staff

Accounts Payable

Supplier

SupplierCollaboration

SupplierCollaboration

• Query Receipts• Send Invoice

SupplierCollaboration

SupplierCollaboration

• Query PO• Confirm PO• Create ASN

Requisition to Pay

Manage Requisition

Manage Requisition

• Enter Requisition / Generate Demand

• Approve requisition• Release Requisition

ReceivingReceiving

• Receive item

ManagePaymentManagePayment

• Create / receive Invoice

• Approve Invoice• Enter Payment

Analysis to Award

MonitorSupplier

Performance

MonitorSupplier

Performance

InitiateSourcingActivity

InitiateSourcingActivity AwardAward

• Optimize decision• Award• Create Contract or PO

• Publish RFQ / Auction• Place bids• Monitor Sourcing

event

Publish andSolicit QuotesPublish and

Solicit Quotes

• Periodical Contract Review• Create / Change Sourcing

Strategy• Create Sourcing Document

Manage Suppliers

ReviewSupplier

Performance

ReviewSupplier

Performance

• The supplier performance is reviewed by defects, delivery exceptions, price, volume and amounts

ReviewPurchasing

History

ReviewPurchasing

History

• The purchasing history is reviewed by item, by commodity and by supplier

Popolna informacija. Takoj!

To ni vse …

Engineer Design Prototype,Design Prototype,

Share RequirementsShare Requirements

Engineer Design Prototype,Design Prototype,

Share RequirementsShare Requirements

Planner Share Forecasts Share Forecasts and Schedulesand Schedules

Planner Share Forecasts Share Forecasts and Schedulesand Schedules

Production MgrBuild Schedules,Build Schedules,Manage ChangesManage Changes

Production MgrBuild Schedules,Build Schedules,Manage ChangesManage Changes

Engineer Share Capability, Share Capability,

Track ProjectTrack Project

Engineer Share Capability, Share Capability,

Track ProjectTrack Project

Planner Share Available-to- Share Available-to- Promise, CapacityPromise, Capacity

Planner Share Available-to- Share Available-to- Promise, CapacityPromise, Capacity

Mfg. ManagerMake, Drop-Ship Make, Drop-Ship

to Customerto Customer

Mfg. ManagerMake, Drop-Ship Make, Drop-Ship

to Customerto Customer

Načrtovanje izdelkov

Skupno planiranje

Izdvojena proizvodnja

Obnavljanje zalog

BuyerBuyer SupplierSupplier

Logistika

Inventory MgrSend Replenishment Send Replenishment Request, Deliver to Request, Deliver to

Point of UsePoint of Use

Inventory MgrSend Replenishment Send Replenishment Request, Deliver to Request, Deliver to

Point of UsePoint of Use

Warehouse MgrPick, Pack, Ship Pick, Pack, Ship and Replenishand Replenish

Warehouse MgrPick, Pack, Ship Pick, Pack, Ship and Replenishand Replenish

Logistics Mgr.Quote, PickQuote, Pick

Deliver, ConfirmDeliver, Confirm

Logistics Mgr.Quote, PickQuote, Pick

Deliver, ConfirmDeliver, Confirm

Warehouse Mgr.Shipment Status,Shipment Status,

ReceiveReceive

Warehouse Mgr.Shipment Status,Shipment Status,

ReceiveReceive

DizajnDizajn PlaniranjePlaniranje IzdobavaIzdobavaProizvodnjaProizvodnja

Viri: AMR, Aberdeen Group, Pittiglio Rabin Todd & McGrath (PRTM), IDC

Priložnosti

DizajnDizajn

SourceSource

PlaniranjePlaniranje

NabavaNabava

ProizvodnjaProizvodnja

IzdobavaIzdobava

Cikel dizajniranjaCikel dizajniranja 25-30% 25-30%Čas vstopa na trgČas vstopa na trg 10-15% 10-15%Cikel dizajniranjaCikel dizajniranja 25-30% 25-30%Čas vstopa na trgČas vstopa na trg 10-15% 10-15%

Cena na enotoCena na enoto 5-20% 5-20% Pokritost izdelkovPokritost izdelkov 30-70% 30-70% Cena na enotoCena na enoto 5-20% 5-20% Pokritost izdelkovPokritost izdelkov 30-70% 30-70%

ZalogeZaloge 5-25% 5-25%Točnost napovediTočnost napovedi 25-80% 25-80%ZalogeZaloge 5-25% 5-25%Točnost napovediTočnost napovedi 25-80% 25-80%

Zaletavo nakupovanjeZaletavo nakupovanje 20-75% 20-75% Količinski popustiKoličinski popusti 5-20% 5-20%Zaletavo nakupovanjeZaletavo nakupovanje 20-75% 20-75% Količinski popustiKoličinski popusti 5-20% 5-20%

ZalogeZaloge 50- 90% 50- 90% Procesni stroškiProcesni stroški 50-75% 50-75%ZalogeZaloge 50- 90% 50- 90% Procesni stroškiProcesni stroški 50-75% 50-75%

Pravočasnost dobavPravočasnost dobav 10-20% 10-20%Izkoriščenost kapacitetIzkoriščenost kapacitet 5-10% 5-10%Pravočasnost dobavPravočasnost dobav 10-20% 10-20%Izkoriščenost kapacitetIzkoriščenost kapacitet 5-10% 5-10%

DizajnDizajn PPlanlaniranjeiranje NabavaNabava ProizvodnjaProizvodnja IzdobavaIzdobava SourceSource

Oraclova rešitev za SRM

Analizanabave

PogajanjaZ dobavitelji

Upravljanjepogodb

Plačilo inPlačilo inporavanavaporavanava

IzvedbaIzvedbanabavenabave

Načrtovanjeizdelkov

Skupnoplaniranje

IzdvojenaIzdvojenaproizvodnjaproizvodnja

Obnavljanjezalog

LogistikaLogistika

KUPEC

DOBAVITELJ

Integrirano poslovno obveščanjeIntegrirano poslovno obveščanje

Oddaja/Oddaja/izvedba zunajizvedba zunaj

LogistikaLogistika

““Pogajanja”Pogajanja”NačrtiNačrtiizdelkovizdelkov

PogodbePogodbe

PlaniPlani

AnalizaAnalizanabavenabave

Splošni Podatkovni

Model(9i platforma)

Splošni Podatkovni

Model(9i platforma)

ZalogeZalogePlačilaPlačila IzvedbaIzvedbanabavenabave

En, celovit podatkovni model

Vsi podatki v eni bazi

Ena verzija “resnice”

Dostopen iz katerekoli naprave

Osnova: Splošni podatkovni model

SRM poslovno obveščanjePopolna 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 IntelligenceVse informacije na dlani

Kako se povezujemo z dobavitelji?

Point-to-hub Povezava preko tržnice Povežeš se enkrat za vselej Izkoriščanje industrijskih

standardov

Izdobava

TržnicaTržnica

Dizajn

Naročilo Plan

Proizvajalec Partner

DobaviteljKupec

DobaviteljDobaviteljKupecKupec

Point-to-Point Neposredna povezava z

dobaviteljem “Mapiranje” za vsako povezavo Večja kontrola nad povezavami

Običajno se uporablja kombinacija obeh pristopov!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 Fragmentirana informacija o dobaviteljuinformacija o dobavitelju

360360o o pogled na pogled na dobaviteljadobavitelja

Podpora odprtim Podpora odprtim standardom povezljivostistandardom povezljivosti

Pomankanje enotnega Pomankanje enotnega standarda povezljivostistandarda povezljivosti

Ročne interakcijeRočne interakcije Avtomatizacija procesovAvtomatizacija procesov

Osredotočenost na posamezne najnižje stroške Osredotočenost na celotne Osredotočenost na celotne

stroške lastništvastroške lastništva