SCM高绩效供应链链管理-库存管理、高绩效供应链链契约与风 险分担.pptVIP

Retailer Profit (Wholesale Price $60, RS 15%) Manufacturer Profit (Wholesale Price $60, RS 15%) Supply Contracts Supply Contracts: Key Insights Sequential Optimization of supply chain does not yield the highest possible return?? Risk sharing helps to achieve higher return in supply chain Buy Back method Revenue Sharing method 本质上，Buy Back（全部回购） 与Revenue Sharing 是一样的。每一个Buy Back都可以设计一个相应的Revenue Sharing 而达到同样的效果。Cachon 2000 销售返点契约Sales Rebate Contract What’s channel rebate Payment from a manufacturer to a retailer or distributor based on its sales to its customers Commonly used in varied points of time over the product life cycle, especially at the launch period 返点契约的常见形式 Linear rebate 每单位的销售制造商都付给经销商 Target rebate 超过一定销售额的部分才支付 Others Why not wholesaler price reduction directly? 批发价是对应于采购量而不是实际销售量，且不能起到激励的作用。 Restriction of short life cycle 市场保护，防止串货Sales region protection When demand is not influenced by sales effort, a properly designed target rebate achieves coordination and win-win, which can’t be achieved by a linear rebate When demand is influenced by sales effort, then a properly designed target rebate and returns contract achieves coordination and win-win, while other schemes such as linear rebate and return or target rebate alone can’t meet this purpose Contrarily, the provision of returns strengthens incentives for retailer to exert effort 什么激励机制是最有效的？Contract Design 与 2007年诺贝尔奖 其它契约 Quantity Flexibility (QF) Contract 与回购基本一样，只不过回购是在需求实现以后，而QF是在需求实现以前，主要用在电子业、汽车业的供应商与制造商之间的供料合同上，因为制造或者供货需要一个较长的LT，故必须提前下一个滚动的采购预测计划。如HP The retailer need to provide the external manufacturer (EM) an initial forecasted data to assist the latter to make the production decision (install the production capacity) Both sides are aware that the eventual purchased quantity will be likely different from the forecast If the forecasted demand is of no commitment, then the retailer will prefer the over-estimated demand Mindful of this, the EM will make production decisions