为价格而战英文

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1、Anewkindofprofessionalpurchaserbentongettingrock-bottomcoststhreatenssuppliersofbasicmaterials.Butthesecompaniescansavethemselvesbytakingupthepurchasers?weaponsThereisakillerontheloosenearthestartofthevaluechain.Suppliersofbasicmaterials1haveseentoughtimesa

2、stheirownsuppliersconsolidatedandcustomerssqueezedtheirmargins.Nowsomeofthosecustomersareusingakindofsophisticatedprofessionalpurchaser,knownasa"sourcer,"whothreatenstoruboutthemeagermarginsthatremain.Armedwithadetailedknowledgeofthesuppliers?economics,thes

3、ourcerspurnsthetraditionalapproachofbuildingcloserelationshipsinfavorofextractingthemostvalueatthelowestpossiblecost.Somesuppliersmaynotsurvivetheassault.Indeed,thismismatchcandestroyvaluequickly.Oneglobalproducerofspecialtylubricantsrecentlyacquiredseveral

4、servicebusinessesinanefforttodistinguishitselffromcompetitors.Theinitialstrategywassound.Butthensourcersdemandedthatthesupplierbundleitsnewserviceswiththelubricantsatnoextracharge.Topreservesalesvolumes,thesupplieracquiesced.Intheend,whathadstartedasasensib

5、leefforttocombineachemicalbusinessthathada5percentreturnonsaleswithservicebusinessesthathada一五percentROSgavethecompanyanoverallROSoflessthan5percent.Somesuppliershavesufferedsomuchfromthesourcers?attacksthatcounteringthem,ratherthanpassivelywatchingmarginse

6、rodefurther,mustnowbeastrategicpriority.Afirststepisforsupplierstounderstandhowsourcershaveshiftedtheoddsagainstthem.Thesecondistousethatunderstandingbyfightingbackthroughinternalimprovementsandbytakingadvantageofthementalityofthesourcerstocreatevalueforbot

7、hthemandthesuppliers.Andsuppliersmusttakeamuchtoughernegotiatingstand梚fnecessary,reducingtheirservicestocustomersorevenabandoningcustomers,howeverlong-standing,thathavebecometooexpensivetoserve.SMARTSTUFFProfessionalsourcersfirstappearedabouttenyearsago.Ini

8、tially,theytargetedretailersanddistributors;latertheymovedupthevaluechaintoincludesuppliersofbasicmaterials.Insteadoflookingforsuppliersthatofferthelowestunitpriceforproducts,sourcersconcentrateonreduc