A Purchasing Manager''''s Guide to Strategic Proactive Procurement phần 9 doc

9/7/2006 10:15 AM Page 252 SEA RAY'S MISSION FOR THE 90's ea Ray Boats. emphasizing our 30-year history, tradition, and heritage, will continue to lead the marine industry in the manufacture and sale of an extensive line of superior quality fiberglass boats. Our products will combine innovative styling,design,and advanced engineering concepts with distinct and prestigious brand images. We will promote our growth, market share, and profitability by distributing our products through a worldwide network of exclusive, owner-operated dealerships to whom we will provide appropriate training, support, and development. Our mission will be accomplished by continuing to attract and develop highly motivated and skilled employees. In support of our mission, the following statements commit us to: ≈ Produce high-quality cost-efficient boats using superior people, quality materials, stateof-the-art manufacturing equipment,and facilities. ≈ Provide our employees with a quality work environment and reward them for superior performances. ≈ Ensure that Sea Ray customers realize superior satisfaction with our products, suppliers. services, dealers, and employees. ≈ Promote a partnership attitude with our suppliers in an effort to improve our products and services. ≈ Designate dealers and sales locations that have the potential to achieve desired market penetration and dealer profilability while better serving the retail customer. ≈ Employ market development strategies in concert with our dealers with the goal of expanding and improving existing and potential dealerships. ≈ Continue our international strategy of addressing foreign competition and opportunities by emphasizing specially-designed,engineered,and manufactured products for international markets. 9/7/2006 10:15 AM 9/7/2006 10:15 AM Page 253 SEA RAY PURCHASING MISSION orporate Purchasing, in support of the Goals and Objectives outlined in Sea Ray's Mission Statement, will strive to enhance Sea Ray's position in the marine industry through development of a world class supplier base that is capable of furnishing a product of superior quality and maximum value. We will accomplish this through the highest professional standards of business practices and ethics while promoting partnerships with premier suppliers. We recognize the critical role of our suppliers in the support of our efforts and as such pledge our commitment to: ggg ≈ Establish collaborative relationships with key suppliers in order to infuse new products, practices. and concepts into our industry. ≈ Constantly grow in terms of awareness and knowledge of the marketplace, products. and business practices by maintaining open communications with key parties and partaking in appropriate educational opportunities. ≈ Represent Sea Ray in the highest professional manner while conducting business in an ethical and forthright fashion. ≈ Manage supplier relationships and assume a proactive role in the procurement cycle ensuring that Sea Ray receives the highest value products and services at world class prices. ≈ Promote the concept of value analysis and encourage our supplier base to practice this concept within their organization in order to enhance the value of every purchased product. ≈ Establish and aggressively pursue, on a continuing basis. PACE goals and objectives in order to lower the cost of quality within the Purchasing Organization and throughout Sea Ray. 9/7/2006 10:15 AM ≈ Produce measurable results favorably impacting Sea Ray's profitability and image. 9/7/2006 10:15 AM Page 254 THE PURCHASING PROCESS ou have a product or service and you want to sell it to Sea Ray, but where do you start? The first step is to do your homework!!! I. Get to know Sea Ray and the Sea Ray product. A. Conduct a literature search. B. Visit a dealer. C. Talk with our customers. D. Visit a marina. They are a great place to meet boat owners and most are eager to tell you what they like and don't like about their boat. II. Decide which of your products offers the best match for Sea Ray's needs. A. Will it add value to the Sea Ray product? B. Are we presently using a competitors' product or is your product unique and therefore new to Sea Ray? C. From a quality standpoint, how does it stack up to what we are currently using? D. Are colors a consideration? Are you able to color match to our decor? E. How will your product hold up in the marine environment? Extreme heat, high humidity, salt water, suntan oils. etc. are encountered frequently. You've done your homework and you feel confident that your product or service will provide value to both Sea Ray and Sea Ray customers. It's time to introduce yourself. I. Schedule a visit with the appropriate "Commomodity Purchasing Manager." The individual contacts and phone numbers are contained in this publication. To ensure the best use of both your time and ours. 9/7/2006 10:15 AM Sea Ray recommends that appointments be made prior to your visit. II. Develop your presentation to address key products that offer the greatest value to Sea Ray and its customers. Focus on how your products will enhance the value of ours. A. Offer factual test results that support your claims. B. Make certain that you understand the environment in which your product will be used and be prepared to discuss reliability issues. Again,factual test reports supporting your claims are extremely helpful. 9/7/2006 10:15 AM Page 255 C. Most of your time should be spent discussing your key item(s) but don't neglect to make us aware of all your products and especially any unique capabilities your company may have. D. Pricing is a critical issue and will be discussed from the initial meeting through final approval. You and your Sea Ray contact agree that there may be some common ground. Where do you go from here? I. All products used on a Sea Ray craft must be approved by our Product Development & Engineering (P.D.&E.) group and the appropriate manufacturing locations. The appropriate Commodity Purchasing Manager will guide you through this process. Suppliers are expected to have conducted their own product quality evaluations and will be requested to supply a copy of their findings along with the samples submitted for Sea Ray's evaluation. In certain cases, Sea Ray may require industry certifications (i.e. N.M.M.A., A.B.Y.C., U.L., S.A.E.). II. Prepare your formal quotation. Your Commodity Purchasing Manager will assist you in understanding Sea Ray's volume requirements and will provide you with applicable prints if available. Your quotation should include but not be limited to the followin A. Your part number, Sea Ray part number, if available, and description. B. Price. * C. Shipping and payment terms. D. F.O.B. point. E. Your warranty policy. ** F. Term of the quotation. G. Tooling requirements. H. Leadtime requirements. III. Quotations are evaluated on a "total cost" basis. By this, we are referring to all the costs associated with purchasing a particular component including installation labor, freight, payment terms, inventory costs, estimated warranty costs, etc. All quotations are confidential as is Sea Ray's current pricing. 9/7/2006 10:15 AM * Pricing: The more detail you provide us in terms of raw material content, labor and overhead, the better we will be able to evaluate your proposal. ** Warranty: Sea Ray warranties its product, parts and labor, for a minimum of one year from the date of sale to the consumer. Suppliers that exceed these guidelines receive more consideration than those that do not. Some key components may require a multi-year warranty. Your Commodity Purchasing Manager will provide you with details. 9/7/2006 10:16 AM Page 256 Sea Ray accepted my bid and approved my product. Now what? Will I be receiving orders? How? When? I. Sea Ray utilizes a Material Requirements Plan (M.R.P.) to forecast and plan our requirements. Various planning tools are in place to assist the buyer in scheduling orders in accordance with the suppliers' leadtime requirements. Be reminded that the marine industry is dynamic. Sea Ray takes pride in meeting the customers' requirements and therefore you can expect a certain amount of fluctuation in our long-range forecast. The degree of "nervousness" in this schedule is of course dependent upon the type of product being purchased. II. Important facts you need to know about Sea Ray Purchase Orders. A. Orders are generated via our in-house computer system and are generally FAXED to the supplier directly from that system. If for some reason you feel that an original is necessary, you and the appropriate Commodity Purchasing Manager and Buyer can work out the details. B. Be advised that orders may come to you from either Corporate Purchasing or the Purchasing department at the individual manufacturing locations. C. If for some reason you are unable to meet the requirements as stated on the purchase order, you are expected to contact the buyer as soon as the discrepancy is discovered. Advance notice of an impending delay is imperative. D. Sea Ray assumes no responsibility for materials purchased or produced in excess of that which is called out on the purchase order. This is done as much for your protection as ours. We strive to keep our inventories low and encourage our suppliers to do the same. Through properly managed inventories, we are better able to meet the needs of our customers. Further, excess inventory increases the likelihood of obsolescence which, in turn, raises the cost of both your product and ours. III. When invoicing and generating the appropriate packing documents, please be aware of the following requirements: A. All cartons, packing slips, and invoices must be marked with the Sea Ray part number and the purchase order number. 9/7/2006 10:16 AM [...]... Island, FL 3 295 3 407-452-6710 (Fax) 453-2006 9/ 7/2006 10:17 AM Page 265 CORPORATE PURCHASING ORGANIZATION 9/ 7/2006 10:17 AM 9/ 7/2006 10:17 AM 9/ 7/2006 10:17 AM Page 266 PRINCIPLES AND STANDARDS OF PURCHASING PRACTICE LOYALTY TO YOUR ORGANIZATION JUSTICE TO THOSE WITH WHOM YOU DEAL FAITH IN YOUR PROFESSION From these principles are derived the NAPM standards of purchasing practice (Domestic and International)... world's largest marine group Based in Knoxville, Tennessee, Sea Ray is truly a world class corporation with manufacturing locations in Florida, Tennessee, and Arizona Internationally, Sea Ray has a Sport Boat and Sport Cruiser manufacturing facility in Cork, Ireland, which serves European markets A significant portion of Sea Ray's business is generated outside the United States Dedication to quality and... simple step you can become a part of the Sea Ray Team and join us as we Pick Up The PACE in the marine industry 9/ 7/2006 10:16 AM 9/ 7/2006 10:16 AM Page 2 59 9/7/2006 10:16 AM 9/ 7/2006 10:16 AM 9/ 7/2006 10:16 AM Page 260 SUPPLIER PERFORMANCE RATING ea Ray recognizes the valuable role suppliers play in its success Exceptional suppliers enable Sea Ray to meet and exceed its customers' expectations in everything... Sea Ray Blvd VONORE, TN 37885 -99 98 CORK, IRELAND Little Island Ind Park Cork, Ireland 9/ 7/2006 10:17 AM 615-525 -99 40; (Fax) 522-4 696 615-525 -99 40; (Fax) 522-4 696 011-353-21-354231 (Fax)011-353-21-3540 89 PHOENIX PLANT 4140 East Raymond Phoenix, AZ 85040 602-437-1120 (Fax) 437-0462 SYKES CREEK PLANT 350 Sea Ray Drive Merritt Island, FL 3 295 3 407-4 59- 293 0 (Fax) 452-6158 MERRITT ISLAND PLANT 100 Sea Ray... that the proper accounting is taking place and that the part disposition is acted upon in a timely manner V In select cases Sea Ray may elect to utilize a formal purchasing agreement where the components are either of very high value or unique conditions are present These contracts are used to protect both Sea Ray and the supplier by documenting key issues associated with a purchasing agreement PLEASE... Conduct international purchasing in accordance with the laws, customs and practices of foreign countries, consistent with United States laws, your organization policies and these Ethical Standards and Guidelines 9/ 7/2006 10:20 AM Page 267 THE HISTORY OF SEA RAY Founded in 195 9, Sea Ray Boats, Inc has become the world leader in the pleasure boat industry by offering the broadest line of boats in the world... models ranging in size from 13 to 65 feet Sea Ray's seven families of boats: Sea Rayder, Jet Boats, Sport Boats, Sport Cruisers, Sport Yachts, Yachts, Laguna fishing boats, and Ski Ray tournament approved ski boats are considered to be the highest quality pleasure boats in the world In 198 6, Sea Ray became part of the Brunswick Corporation, one of the largest corporations in the United States as well as... is accomplished by providing clear, concise, and user friendly feedback to the supplier in a constructive manner so that appropriate corrective action can be implemented The Supplier Rating System addresses fifteen separate performance criteria and assigns each a weight factor based on its relative importance Ratings, done on a regular basis by a number of Sea Ray departments and functions, ensure a. .. 10:16 AM Page 261 9/ 7/2006 10:16 AM 9/ 7/2006 10:16 AM 9/ 7/2006 10:16 AM Page 263 9/ 7/2006 10:17 AM 9/ 7/2006 10:17 AM 9/ 7/2006 10:17 AM Page 264 FACILITY GUIDE CORPORATE OFFICES 2600 Sea Ray Blvd Knoxville, TN 3 791 4 615-522-4181; 615-525- 597 7 PRODUCT DEVELOPMENT & ENGINEERING 200 Sea Ray Drive P.O Box 542855 (3 295 4-2855) Merritt Island FL 3 295 3 407-452 -98 76 (Fax) 453-56 09 PALM COAST PLANT 100 Sea Ray Drive... ''Supplier Rating,'' Sea Ray has also developed a "Supplier Representative Rating" that is designed to gauge the value a supplier representative contributes to the Sea Ray - supplier relationship Here again, there is a defined set of criteria that is given a rating of one to six, with six being the most desirable Again, these ratings are compiled from input provided by both manufacturing and corporate personnel . the Purchasing Organization and throughout Sea Ray. 9/ 7/2006 10:15 AM ≈ Produce measurable results favorably impacting Sea Ray's profitability and image. 9/ 7/2006 10:15 AM Page 254 THE PURCHASING. product. A. Conduct a literature search. B. Visit a dealer. C. Talk with our customers. D. Visit a marina. They are a great place to meet boat owners and most are eager to tell you what they like and. Rating System addresses fifteen separate performance criteria and assigns each a weight factor based on its relative importance. Ratings, done on a regular basis by a number of Sea Ray departments