On the purchasing strategy of base paper in carton

2022-08-19
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Talking about the purchasing strategy of base paper in the carton packaging industry (Part 1)

in recent years, with the disappearance of various barriers, the realization of the international market, and the increasingly intensified and standardized competition between industries and peers, enterprises have resorted to the "killer mace" - reducing prices to seize the market on the battlefield without gunpowder smoke. This makes more and more domestic enterprises experience the importance of reducing costs to improve the competitiveness of enterprises. At the same time, we will find that whether or not they are under the pressure of market price reduction, the world's top 500 enterprises all take the initiative and forward-looking cost reduction as the top priority of their daily operations - they are very clear that the operating results before the price reduction bring direct profits, and the operating results after the price reduction are directly transformed into the market competitiveness of the enterprise

the cost of industrial enterprises is mainly in the procurement of raw materials, which accounts for 50% - 70% of the product cost, which means that the procurement link will be saved by 1%, and the enterprise profit will increase by%. This is the amplification effect of the reduction of material costs. Scientific management of procurement activities can significantly reduce procurement costs and enhance the competitive position of products in the market. Therefore, improving the level of procurement management and the position of procurement in the company has become a secret weapon against competitors. Specialized procurement management has also become one of the core competencies of enterprises

base paper is the main raw material of carton packaging enterprises, and it is also the main part of the cost of purchasing cartons. Therefore, whether the carton factory is appropriate in the purchase methods and skills of base paper is the key to directly affect the efficiency of the carton factory

as the saying goes, "if you can't buy profits, you can't sell profits". This sentence is directly applicable to business. What you pay attention to is the difference between import and export prices, and you should be able to buy; This also applies to production-oriented business enterprises. If the materials purchased by the production enterprises are of inferior quality and high price, resulting in high production costs, the enterprises will also have no benefits. Especially in the carton industry, the cost of cartons is% in base paper. At present, the development momentum of the carton industry is extremely rapid, the market competition is extremely fierce, and the price war can be seen everywhere. According to the relevant data analysis report, at present, there is a surplus of domestic carton manufacturers. Three years ago, the Pearl River Delta region developed too fast and the competition was extremely fierce. In the past two years, the price war in Jiangsu and Zhejiang has reached a white hot. Only Changzhou, Jiangsu Province, had more than 30 production lines in 2002, and more than 30 more in 2003. Although the light industry in Changzhou is relatively strong, through talking with the operators of the carton factory, they all complain that the operating efficiency is far lower than before. Due to mutual bidding, the profit is very thin. Cardboard production and subsequent process processing have been divided into two industries. In addition, there are Taiwan funded and joint ventures in Suzhou, Kunshan, Shanghai and other regions. How to reduce costs has become a top priority in the carton industry, so the procurement of raw materials is increasingly important. Then, how can we do a good job in the purchase of paper and packaging factory base paper in the process of fierce competition? Here are a few points to talk about this problem

1. First, market research should be done to fully understand the market situation, development trends and trends of the supply market. There is a process of mutual comparison and selection between enterprises and suppliers, and both sides have their bargaining advantages. If you have a full understanding and understanding of the industry in which the supplier is located, the supplier's business strategy, operation mode, competitive advantage, stable long-term business conditions, etc., you can help the enterprise find opportunities and find a balance in mutually beneficial cooperation. At the same time, we should understand the variety, grade, structure of products in the sales market and the needs of users, and implement strategic procurement from a strategic perspective. The process of strategic procurement is not a simple negotiation between rivals, but a process of business negotiation. The purpose of negotiation is not to blindly compare prices and reduce prices, but a win-win communication based on a full understanding of the market and the long-term planning of the enterprise itself. In this process, we need to provide powerful facts and data information for negotiation through overall cost analysis, evaluation of third-party service providers, market research, etc., to help enterprises understand their bargaining advantages, so as to grasp the whole negotiation process and initiative. The advantage of strategic procurement is to fully balance the internal and external advantages of the enterprise, with the purpose of reducing the overall assembly and ensuring that the experimental machine will not often crash. It covers the whole procurement process and realizes the whole process management from demand description to payment

2. There should be a clear procurement plan. The purchasing department of the company should strengthen the communication and connection with the sales department and the warehouse management department. For the analysis of purchase demand, the most basic purchase plan should be formulated according to the development trend of sales business. At the same time, we should strengthen the necessary connection with the warehouse management department. According to the reasonable inventory, we should distinguish the priorities of purchasing materials that can only succeed in about half of the required 10 samples, and formulate a clear procurement plan progress. For example, when purchasing base paper, we should take charge of the overall development of sales business, the positioning of products, the quantity, the quality requirements of these products, and which are the key technical requirements. In order to meet these requirements, in the purchase of base paper, we should pay attention to the physical indicators and purchase amount of base paper, the definition of normal inventory limits, etc.

3 We should pay attention to the relationship with long-term suppliers and the cultivation of suppliers. In procurement, we should not only pay attention to negotiation, price comparison and price reduction, but also change from paying attention to negotiation to establishing strategic partnership. We should change from blindly reducing prices to establishing a win-win mechanism, and strengthen the cultivation of suppliers. Purchase is not a "one-off" transaction. Pay and deliver with one hand, pay for the goods and leave separately. This kind of procurement is very like wandering soldiers, which is difficult to become a regular army. The consequence is that the after-sales service is not guaranteed. Once a problem is found, it is difficult to find a contact person and deal with it. If the market fluctuates and the supply of goods is tight, there will be cases where you can't buy suitable materials with money. For example, in 1985 and 1995, there was a serious shortage in the paperboard purchasing market. Packaging plants in Guangdong, Fujian and other places flocked to the north in batches to buy with money. For a long time, the concept of win-win has rarely been used in procurement. More enterprise managers prefer single win, and they like that in the process of procurement, we are always the enemy and others are the fish. In fact, under the condition of market economy, blindly pursuing single win and only thinking about making yourself suitable, in the long run, it will not only damage your reputation, but also narrow the way to find partners. And win-win is the truth of "one size fits all". It is also an indispensable factor in strategic procurement. Many enterprises with good development momentum and early start have generally established supplier evaluation and incentive mechanisms to improve the efficiency and effectiveness of the industry and enterprises. Through long-term and stable cooperation with suppliers, they have established win-win cooperation benchmarks and achieved very good results. Under modern economic conditions, one or two enterprises alone cannot take all in the market. We must focus on the mode of "service, cooperation and win-win", support each other and grow together

4. The centralized procurement of group enterprises reflects the maximization of overall interests. It is a basic strategic procurement method to improve the bargaining power and reduce the unit procurement cost through the concentration of procurement volume. In some large enterprise groups, the full-time procurement department performs unified procurement, relying on the price and after-sales advantages brought by the huge procurement volume, which fully reflects the maximization of overall interests. However, with the growth of some groups, many subsidiaries began to organize procurement by themselves. In group companies that have implemented comprehensive business accounting, it is very common for subsidiaries to purchase by themselves instead of being satisfied with unified procurement. Some managers think that it is a good thing to restrict each other, but in fact, they disperse the price and after-sales advantages brought by the purchase volume and ignore the maximization of the overall interests. The essence under its appearance is the internal power struggle of the company; If the managers of enterprises do not strictly stop it at the beginning, the consequences will not only be the waste of resources and the increase of labor costs, but also have an adverse impact on the corporate culture. In recent years, with the disappearance of various barriers and the realization of the international market, the competition between industries and peers has become increasingly intensified and standardized. On the battlefield without gunpowder smoke, enterprises have resorted to the "trump card" - reducing prices to seize the market. This makes more and more domestic enterprises experience the importance of reducing costs to improve the competitiveness of enterprises. At the same time, we will find that whether or not they are under the pressure of market price reduction, the world's top 500 enterprises all take the initiative and forward-looking cost reduction as the top priority of their daily operations - they are very clear that the operating results before the price reduction bring direct profits, and the operating results after the price reduction are directly transformed into the market competitiveness of the enterprise

the cost of industrial enterprises is mainly the purchase of raw materials. The purchase cost of raw materials accounts for 50%-70% of the product cost, which means that the purchase link is saved by 1%, and the enterprise profit will increase by% -- this is the amplification effect of the reduction of material costs. Scientific management of procurement activities can significantly reduce procurement costs and enhance the competitive position of products in the market. Therefore, improving the level of procurement management and the position of procurement in the company has become a secret weapon against competitors. Specialized procurement management has also become one of the core competencies of enterprises

base paper is the main raw material of carton packaging enterprises, and it is also the main part of the cost of purchasing cartons. Therefore, whether the carton factory is appropriate in the purchase methods and skills of base paper is the key to directly affect the efficiency of the carton factory

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