A customer, in the mainland, to do some kind of testing instruments, was not long established, the product just started trial products on the market, the full set of drawings is a copycat of the Americans, spare parts are all outsourced, they only do assembly and debugging, many parts are purchased from the United States and Japan (this information is the customer initiative to disclose, but personally feel that such information should not be disclosed, which is the same as their price tolerance told each other) In fact, we also did so at that time, remember that there were three die-casting products light mold fee net more than 100,000), in fact, the customer’s intention is to think that domestic enterprises are difficult to meet the requirements of their drawings, want to remind us that this product is difficult; but from the point of view of the several quoted products we received, there are many domestic enterprises are able to do, only that the customer There is a lack of appropriate technical personnel, and they do not understand the domestic market, so they are relatively blind.
The customer’s lack of technology from several technical communication is exposed: for example, a need to withstand a certain pressure of the cylinder parts, aluminum parts, expected to 2000 pieces per year, the customer explicitly requested the use of die-casting, the size and structure of this product is really not suitable for die-casting, not to mention the high price, development difficulties, die-casting defects will also cause serious quality risks, remember that we then suggested to the customer to use spinning, the customer also smacked us Another product obviously can be used after the casting process, but the customer explicitly requested the use of the profile off the full processing, at least double the cost; people’s reason is also very simple: the American is this process, you are better than the Americans? We didn’t say anything, but we thought in our heart: you guys are good at stealing drawings, and we can expect you to inquire about other people’s process.
After several such problems, we came to the judgment that this customer may not last long, can earn a single is a single, and do not think about what long-term cooperation, so there is the aforementioned mold fee on the net income of more than 100,000, as expected, after the mold is opened, small batch made twice, there is no following.
Such a customer is an extreme example, but I believe that doing procurement or business friends will encounter from time to time, such procurement capacity, high prices or second, the wrong technical direction is bound to lead to the extension of the trial production cycle, as well as the resulting quality defects, in the current market environment, too deadly.
Procurement definitely want to talk about price, the previous leadership often instilled in us his years of experience in price cutting: in the supplier offer, cut a price, later in the communication and then cut again, before the order and then cut again, so you can certainly get the lowest price, and for example, look at the ** product, the supplier initially quoted how much, I finally gave him to cut to how much; sometimes also counted me: look at you, others offer over, you almost not Bargaining, so the work can not (I mainly do the procurement of machined parts, although the level is not very good, but also from time to time the supplier to find me to study the processing process or something, so they generally do not dare to quote me high prices, naturally do not often have to bargain). The leader said, at first glance is quite lofty, but this trick to really work, unless the supplier is stupid, on the contrary, this approach also reduces the efficiency of both sides, more time to entangle in the repeated price cutting.
In chatting with some suppliers (because our leadership to eat and grab all kinds of robbery, has reached the point of outrage, so sometimes our procurement has become a front with the supplier, the leadership has to fill the hole dug by someone, otherwise the work can not be carried out), the supplier said to me straight: every time your leadership to my offer, I will set aside about 30% for him to cut, anyway, even if I report the cost price to him, he will also have to cut; and one of the suppliers to me. He also wants to cut; there is a supplier said: if the business can still be, or new customer quotes, I reported at most twice, encountered haphazardly cut the price of people, too much trouble, and once the cooperation, the late communication is able to annoy you.
In fact, this trick I used to do in the factory plus parts offer, I myself, including peer friends often use, for customers who like to habitually cut prices and will not check the price, leaving room for price cutting, and the price will usually be higher than reported to the insider customers, because this customer usually messy things more, there will be some additional costs.
Procurement of mechanical products is a more technically demanding work, the upper level of procurement may be able to just manage the strategy (the technical basis for the construction of the strategy is also very important), but the specific selection of how to choose suppliers, and then according to the procurement strategy for the integration of supplier resources and so on (large enterprises usually solve this problem in the form of workflow decomposition, but the decomposition inevitably leads to reduced efficiency and higher costs. Most small and medium-sized enterprises will require procurement staff from the selection of suppliers, price review, order follow-up one-stop), which requires procurement staff to have the appropriate technical basis, which is also a general lack of domestic procurement industry, from the information on the talent market, many companies have recognized the importance of this issue, the early years of the recruitment of procurement is written: recruiting buyers, and now more and more companies have changed to Now more and more companies have changed to: recruitment of procurement engineers.
But in the current technical fault, the serious lack of technical personnel at the grassroots level, backup training is also clearly inadequate environment, recruiting a procurement engineer is really not so good recruitment, and I am afraid that it is difficult to improve in the future. When the initial change from machining to do procurement, one of the reasons is that mechanical products, technology-based procurement will be the trend.
Individuals like to work effect is divided into two parts, explicit and implicit, a major shortcoming of the current enterprise is overly valued explicit effect, and the lack of effective assessment mechanism for the implicit effect, is also a concentrated manifestation of the impatient mentality of enterprises, the work of the staff is seriously misleading, the direction deviated, and then efforts will not have good results. Before the eagle raised the “first good business or first good staff” problem, I am of the view that a good staff should first consider how to optimize the work effect, followed by the actual situation of the company, the human world, etc. (which must be considered, but also must be the next level of consideration), but the wrong way of assessment will force employees in work direction to make compromises or even a complete reversal, which is unbearable for many people who are bent on getting things done. That’s why: really good employees can’t survive in a bad company, they are either forced to adapt or just leave.
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