報價流程與價格議價之研究–以機殼產業為例

以作者查詢圖書館館藏

、以作者查詢臺灣博碩士

、以作者查詢全國書目

、勘誤回報

、線上人數：16

、訪客IP：18.117.76.7

姓名

張有容(Yu-Jung Chang) 查詢紙本館藏

畢業系所

工業管理研究所在職專班

論文名稱

報價流程與價格議價之研究–以機殼產業為例
(A Study on Quotation Process and Price Negotiation-Take Chassis Industry as an Example-)

相關論文

★ 以類神經網路探討晶圓測試良率預測與重測指標值之建立	★ 六標準突破性策略—企業管理議題
★ 限制驅導式在製罐產業生產管理之應用研究	★ 應用倒傳遞類神經網路於TFT-LCD G4.5代Cell廠不良問題與解決方法之研究
★ 限制驅導式生產排程在PCBA製程的運用	★ 平衡計分卡規劃與設計之研究-以海軍後勤支援指揮部修護工廠為例
★ 木製框式車身銷售數量之組合預測研究	★ 導入符合綠色產品RoHS之供應商管理-以光通訊產業L公司為例
★ 不同產品及供應商屬性對採購要求之相關性探討－以平面式觸控面板產業為例	★ 中長期產銷規劃之個案探討 -以抽絲產業為例
★ 消耗性部品存貨管理改善研究-以某邏輯測試公司之Socket Pin為例	★ 封裝廠之機台當機修復順序即時判別機制探討
★ 客戶危害限用物質規範研究-以TFT-LCD產業個案公司為例	★ PCB壓合代工業導入ISO/TS16949品質管理系統之研究-以K公司為例
★ 產品量產前工程變更的分類機制與其可控制性探討-以某一手機產品家族為例	★ 保健食品代工廠資格認定-以A公司為例

檔案

[Endnote RIS 格式]

[Bibtex 格式]

[相關文章]

[文章引用]

[完整記錄]

[館藏目錄]

至系統瀏覽論文 ( 永不開放)

摘要(中)

摘要
台灣在製造業領域界的聲譽在世界各地早已受到客戶的信任與肯定，而客戶的產品範圍不論是低端到高端都是由台灣製造，生產，組裝。這些客戶不再由單一或特定國家或地區，而是來自不同國家和大陸。
隨著科技的進步，在機殼製造產業已經從只有少數幾家廠商寡頭壟斷到現在充滿了現有競爭者的飽和市場。在這些競爭著中，在價格的競爭上是正常的，也是唯一的方式彼此競爭案子，儘管客戶過去較關注產品的品質而不是價格，但漸漸地這因素已成為一個選擇供應商的重要元素。
機殼產業是在各生產製造與組裝階段裡最先接觸到的領域。在整個產品元素裡，決定報價價格是機殼產業競爭的兩個主要的重點。因此，本研究課題將探討機殼產業中在處理報價中，採用的成本加成與個案實例說明如何藉由調整成本加成來增加接案的機會。

摘要(英)

Abstract
Taiwan has a reputation in manufacturing industry throughout the world and this has long attracted our customers in trusting us with their product lines, having their products from low end to high end to be manufactured, produced, and assembled by our very own manufacturers. These customers are no longer from a single or a specific country or region, but from different countries and continents.
With the advance in technology, the ability in chassis manufacturing business has shifted from oligopoly by only few vendors to nowadays the market has been saturated and overwhelmed by the existing competitors. Within these participants, price competition is the normal and the only way to bid projects; even though customers used to pay more attention on quality rather than costs, but gradually this element has become a major reason in selecting vendors.
Chassis industry is among all the manufacturing sections the frontline of the overall assembled products. Within the entire product elements, deciding offered price is the main focus in the business. Therefore, the research topic would be in chassis industry that:
(1) the adopted markup applications in a project bidding process
(2) case study based on different customer type and how markup adjustments increase awarding opportunity

關鍵字(中)

★ 成本加成
★ 報價流程

關鍵字(英)

★ markup adjustment
★ quotation Process

論文目次

Table of Contents
Abstract…………………………………………………………………………......…i
Table of Contents………………………………………………………..…………...iv
List of Figures……………………………………………………….....…………...viii
List of Tables…………………………………………………..……………..............ix
Chapter I Introduction…………………………………...………………….………1
1.1 Background……………………………………………………………….….1
1.2 Motivation…………………………………...………………....………….....3
1.3 Research Objectives………………………………………………………….5
1.4 Research Methodology……………………………………………………….5
1.5 Research Framework…………………………………………………………6
Chapter II Literature Review…………………………………………………...…...7
2.1 Quotation Process……………………………………………………..……...7
2.1.1 Definition of a Quotation Process……………………………….……7
2.1.2 Quotation Process Team Organization and Responsibility….…….….8
2.2 Product formation and Structure…………………………………………..…8
2.2.1 Product Development…………………………………….……...……9
2.2.2 Definition of a Chassis……………................................................…11
2.3 Introduction to Quotation Title……………………………………………...12
2.3.1 Tool Type…………………………………………………………….12
2.3.2 Hard Tool (HT)………………………………………………………12
2.3.3 Introduction to Soft-Tool Type………………………………………13
2.3.4 Comparison of a Hard Tool and Soft Tool…………………………..13
2.3.5 Tool Type Verification……………………………………………….14
2.3.6 Tool Cost Determination…………………………………………….14
2.3.7 Tool Completion Lead Time………………………………………....14
2.4 Purchase Parts Type………………………………………………………....15
2.4.1 Consigned Purchase Parts…………………………………………...15
2.4.2 Non-Consigned Purchase Part……………………………………….15
2.5 Second Operation Process…………………………………..………………16
2.5.1 Painting Process…………………………………………......………16
2.5.2 Printing Process………………….…………………..………………16
2.5.3 Heat Staking Process…………………………………...……………17
2.6 Packing mode………………………………………………………….……17
2.7 Assembly Mode ……………………………………………………….……17
2.8 Fixture type…………………………………………………………………18
2.9 RFQ Lead Time…………………………………………………………..…19
Chapter III Quotation Process Analysis…………………………..………………20
3.1 Introduction to Quotation Process…………………………….……………20
3.1.1 Definition of a Request for Quotation (RFQ) ………………………21
3.1.2 Quotation Process Layout ………..…………………………………21
3.1.3 RFQ type……………………………….……………………………22
3.2 Receive Request and Set Up Team…………………………………………23
3.3 Detailed Assessment…………………………………………..……………23
3.3.1 Supportive Information Needed to Complete a RFQ……………….24
3.3.2 Estimated Annual Units (EAU)……………………………………..24
3.3.3 Create/Import BOM…………………………………………………25
3.3.4 Data Cleansing and Costing…………………………………………26
3.3.5 Perform Simulations…………………………………………………26
3.4 RFQ to supplier……………………………………………………………..27
3.5 Supplier……………………………………………………………………..28
3.5.1 Incorporate Supplier Quotes…………………………………………28
3.5.2 Perform Simulations…………………………………………………28
3.5.3 Competitive Comparison…………………………………………….29
3.5.4 Finalization of Cost Estimate………………………………………..29
3.6 Approval Loop………………………………………………………………30
3.6.1 Submission of Cost Estimate/Quote…………………………………30
3.6.2 Quotation Process Analysis Summary………………………………30
3.7 RFQ Checklist………………………………………………………………31
Chapter IV Decision Making for Price Strategy………………………………….33
4.1 Introduction of Price Strategy………………………………………………33
4.1.1 Cost Structure…………………………………………………..……34
4.1.2 Exchange Rates and Currency………………………………….……34
4.1.3 Quotation Format in Details…………………………………………34
4.2 Introduction to pricing strategy……………………………………………..35
4.2.1 Definition of Markup………………………………………………..35
4.2.2 Definition of Margin……………………………………………...…36
4.3 Price in Formulation………………………………………...………………37
4.4 Steps of Price Setting………………………………………….……………38
4.4.1 Tooling Markup……………………………………...………………38
4.4.2 Price Strategy for Tooling Quotation…………….……….…………39
4.4.3 Unit Price Markup…………………………….…………….….……39
4.4.4 Unit Price Negotiation………………………………………….……41
4.5 Accessory Price Markup……………………………………………….……42
4.5.1 Purchase Parts Markup………………………………………………42
4.5.2 Consigned Purchase Parts Markup…………………………………..43
4.5.3 Consigned Purchase Parts Price Negotiation………………………..44
4.5.4 Non-Consigned Purchase Parts Markup…………………………….45
4.5.5 Non-Consigned Purchase Parts Price Negotiation…….…………….45
4.5.6 Assembly Price Markup……………….…………………………….45
4.5.7 Assembly Price Negotiation…………………………………………46
4.5.8 Package Markup…………………………………………………..…46
4.5.9 Package Price Negotiation……………………………...……………47
4.6 Decision Making From Case Study Company X……………………...……47
4.6.1 Introduction to Decision Making……………………………………47
4.6.2 Case Study I.….………………………….…………………………..48
4.6.3 Customer A……………………………….………………………….49
4.6.4 Customer B……………………………….……………………….…50
4.6.5 Customer C……………………………….……………………….…51
4.6.6 Customer D…………………………….……………………………52
4.6.7 Customer E…………………………………………………………..53
4.6.8 Quotation Cases by Different Customer Types……………………...54
Chapter V Conclusions and Recommendations……….…….……………………56
5.1 Conclusions…………………………………………………………………56
5.2 Recommendations……………………………………………………..……57
5.3 Research Limitation………………………………………………………...58
5.4 Further Research……………………………………………………………58
Reference………………………………………………..………………………60

參考文獻

Reference
1. Guixiu Qiao, Roberto Lu, and Charles McLean. “Flexible Manufacturing
System for Mass Customization Manufacturing,” International Journal of Mass Customization, Vol. 1, No. 2, pp. 21-22, 2006.
2. Duncan Haughey. “Request for Quotation,”Project Management Book of Knowledge,
http://www.project-management-knowledge.com/definitions/r/request-for-quotation
3. Karen E. Klein. “The Secrets to Price-setting,” The Businessweeek, pp. 38-40, 2006.
4. Lee Gimpel. “Pricing: The Magic Number,” The Businessweek, pp. 51-52, 2006.
5. Vickers, Frank. “The Dynamic Small Business Manager”, Lulu Press, 2005.
6. Pradhan, Swapna. “Retailing Management”, Tata McGraw-Hill, New Delhi, 2007.
7. Stan Snyder. “3 keys to profitability: cost of goods sold, markup, and margin”,
http://office.microsoft.com/en-us/accounting/HA101329551033.aspx#.
8. ManMohan S. Sodhi, Navdeep S. Sodhi. “Six Sigma Pricing,” Harvard Business
Review, pp. 136-141, 2005.
9. Robert J. Dolan. “How do you know when the price is right?” Harvard Business
Review pp. 175-183, 1995

指導教授

沈國基(Gwo-Ji Sheen)

審核日期

2010-6-6

推文