采购与供应文凭
Diploma in Procurement and Supply
供应源搜寻
Sourcing in Procurement and Supply
请在回答问题之前花费20分钟来仔细阅读分析案例信息。
You are advised to allow 20 minutes to read carefully and analyse the information in the case study before attempting to answer the questions .
案例研究——JTW
JTW是一家主要的飞机舷窗制造商，其产品既用于民用飞机也用于军用飞机。在制造现代飞机所用的舷窗时，玻璃的使用是受到限制的，目前采用的主要原料是比玻璃更轻的丙烯酸塑料。民用航空领域中一个有趣的发展是，很多主要的航空公司对制造玻璃地面飞机产生了兴趣，这会使得整个飞行旅程更加刺激，乘客可以在上万米的高空透过通道俯视地面。JTW热切地希望开发自己的技术，但这需要大量的液态单体（液态单体是用于制造丙烯酸塑料的关键原料）。
JTW一直以来是依靠一家国内的供应商—MP公司。MP公司位于液态单体供应源附近。由于未来对原料的巨大需求，JTW必须找到其它供应商，共有两家液态单体的供应商可供选择，一个位于远东地区，一个在美国。JTW的采购主管卫斯姆•亚伯拉罕认为原料的国际供应源搜寻会带来许多问题，因此他需要专家的建议。
卫斯姆要向高层管理团队汇报，如果JTW生产如此巨大数量的丙烯酸塑料，那么预计的单位成本大致是多少。首先，他要决定是与这两家液态单体的国际供应商直接谈判，还是引入更正式的招投标竞争。他还认识到，对潜在供应源的任何判断不能完全依赖于供应商的定价。任何的潜在供应商都要经过严格的评估，因为JTW要寻求发展一种长期的合作关系。新的供应商应当有所创新，这样不仅给JTW带来收益，也给最终的顾客带来好处。
一项对MP公司发布的财务报告的研究显示，该公司最近两个财年的净利润表现良好，均超过了8%。卫斯姆希望对两家潜在国际供应商的财务报告也进行仔细的核查。
卫斯姆意识到在供应液态单体方面存在着竞争，也清楚对此类支出的管理难度很大，因为产品的价格和可获得性变化很大。JTW和MP两家公司之间多年的合作关系有助于减轻市场的波动性，也确保了JTW被作为优先客户来对待。
CASE STUDY – JTW
JTW is a leading manufacturer of windows for both civilian airplanes and for military aircraft. Glass has limited use in the manufacture of windows in modern aircraft as the main material that is now used is acrylic, which is much lighter than glass. In an interesting development in the civil airline industry, a number of leading airlines have shown interest in creating glass bottomed planes. Such a feature can make plane travel more thrilling as the centre aisles would allow passengers to watch the ground beneath them, many thousands of metres up in the sky. JTW is keen to develop its technology but will need large quantities of liquid monomer, a vital raw material used to create acrylic.
JTW has traditionally relied on a domestic supplier, MP Products, that is located nearby for supplies of the liquid monomer. Due to the greater quantities needed in the future, other suppliers have had to be identified. Two potential suppliers of the liquid monomer have been found; one is in the Far East and the other is in America. JTW’s head of procurement, Vasseem Ibraham, appreciates that procuring the material from international sources will raise a number of important issues on which he will need specialist advice.
Vasseem is required to report to his senior management team on the likely unit costs that can be expected if larger quantities of acrylic are to be produced by JTW. Firstly, he needs to decide whether to negotiate directly with these two international sources of the liquid monomer or to run a more formalised tendering competition. He also realises that any judgments on potential sources would not be based purely on the suppliers’ pricing. Any potential supplier must be closely appraised, as JTW would be seeking to develop a long term collaborative relationship. The new supplier would be expected to create innovations that would benefit not only JTW, but also, its end customer.
An analysis of the published accounts of JTW’s main supplier, MP Products, reveals a healthy net profit margin of over 8% in the last two financial years. Vasseem is also keen to scrutinise the accounts of the two potential international sources.
Vasseem is aware that there is competition for the supply of liquid monomer and knows that this is a tough category of spend to manage since prices and availability can vary significantly over time. The collaborative relationship that has been formed over the years between JTW and MP Products has helped mitigate the variations in the market. This relationship has ensured that JTW is treated as a priority customer.
问题 QUESTIONS
以下所有问题都与案例有关，应当根据案例提供的信息回答问题。建议你每题用32分钟作答。
These questions relate to the case study and should be answered in the context of the information provided. You are advised to spend 32 minutes on each question.
1.
a) 如果卫斯姆决定与两家液态单体国际供应商直接谈判，解释他要努力实现的四个目标；（12分）
Explain FOUR objectives that Vasseem should aim to achieve, if he decides to negotiate directly
with the two international suppliers of liquid monomer.
b) 论述为了向一家液态单体国际供应商授予合同，竞争性招投标是否是一种合适的方式。（8分）
Discuss whether competitive tendering would be an appropriate method of awarding the contract to
one of the international suppliers of liquid monomer.
2. 案例中，卫斯姆意识到对任何潜在供应源的判断不能仅仅基于供应商的定价。
论述卫斯姆在选择合适供应商时可以使用的其它四个标准。（20分）
The case study information states that Vasseem realises that any judgements on potential sources
should not be based purely on suppliers’ pricing.
Discuss FOUR other criteria that Vasseem might use to select appropriate suppliers.
3.
a) 解释卫斯姆应当仔细查看两家潜在国际供应商财务报告的两个原因；（10分）
Explain TWO reasons why Vasseem should scrutinise the accounts of the two potential
international suppliers.
b) 描述卫斯姆在评估两家潜在国际供应商的财务稳定性时可以使用的两个流动比率。（10分）
Describe TWO liquidity ratios that Vasseem might use to assess the financial stability of the two
potential international suppliers.
4.
a) 如果卫斯姆决定从两家国际供应商获取报价，概述应当包含在报价请求（RFQ）文件中的六种信
息；（12分）
If Vasseem decides to obtain quotations from the two international suppliers, outline SIX pieces of
information that he should include in the request for quotation (RFQ) document.
b) 在选择国际供应商时不是所有的标准都同等重要，解释卫斯姆如何利用加权点数方法评估从两家
国际供应商获得的报价。（8分）
Not all of the criteria for the selection of the international supplier will be of equal importance.
Explain how a weighted points system might be used by Vasseem to evaluate the quotations from
the two international suppliers.
5. JTW的采购主管卫斯姆希望就从国际供应商那里（如从远东和美国的供应商）采购产品的相关问
题向你征求建议。
JTW’s head of procurement, Vasseem, has asked for your advice on issues relating to sourcing from
international suppliers, such as those identified in the Far East and America.
a) 解释在国际采购中国际贸易术语解释通则的应用；（12分）
Provide an explanation of the use of Incoterms in the context of sourcing from international
suppliers.
b) 描述JTW可以用来向国际供应商支付液态单体原料货款的两种付款方式。（8分）
Describe TWO payment mechanisms that JTW might use to pay for the monomer sourced from an
international supplier.
试卷结束
END OF QUESTION PAPER
