因?yàn)樾录悠碌膁istributor及時(shí)發(fā)現(xiàn)了競(jìng)爭(zhēng)對(duì)手的動(dòng)向,催促I(mǎi)nnovo加緊生產(chǎn),提前供貨,搶在對(duì)方之前把產(chǎn)品推向市場(chǎng),使得Innovo在東南亞市場(chǎng)的努力首戰(zhàn)告捷。
市場(chǎng)對(duì)Innovo產(chǎn)品的feedback(反饋)也相當(dāng)不錯(cuò)。產(chǎn)品本身有吸引力,供貨迅速,再加上這個(gè)distributor有成熟完備的distribution network(分銷(xiāo)網(wǎng)絡(luò)),市場(chǎng)一下子被打開(kāi)了。Distributor對(duì)于和Innovo的合作更加有信心了。兩周后,Mr.Cheung一連給Nancy發(fā)來(lái)三份訂貨intention letter(意向書(shū)),這三份orders的總量是上一份訂單的五倍。Nancy看到這個(gè)數(shù)字心情很復(fù)雜——這么大的訂貨量當(dāng)然很令人高興,但是產(chǎn)品的供應(yīng)量突然間大幅增長(zhǎng),這與公司之前制定的生產(chǎn)計(jì)劃有很大差距,目前Innovo的production capacity(生產(chǎn)能力)肯定不能滿足這么大的供應(yīng)量。不按時(shí)供貨肯定是不行的,好不容易爭(zhēng)得的市場(chǎng)不能因?yàn)閜roduction capacity的暫時(shí)不足就這樣給競(jìng)爭(zhēng)對(duì)手以可乘之機(jī)。
形勢(shì)非常嚴(yán)峻,如果不趕快解決這個(gè)問(wèn)題,之前的努力很可能就會(huì)付之東流。Nancy向領(lǐng)導(dǎo)層匯報(bào)了情況后,公司同意由她負(fù)責(zé)和相關(guān)部門(mén)溝通,尋找問(wèn)題的解決辦法。隨后Nancy趕快召集了生產(chǎn)部門(mén)的主要負(fù)責(zé)人,和他們一起商量對(duì)策。為了讓大家對(duì)于整個(gè)形勢(shì)有詳細(xì)客觀的了解,并能及時(shí)提出建設(shè)性的方案,Nancy在開(kāi)會(huì)之前就把order復(fù)印好分給大家,并列出一個(gè)簡(jiǎn)單的會(huì)議討論事項(xiàng):
Overview of the order.
Point out the serious situation and problem facing them.
Figure out the possibility of getting a solution.
Suggestion for further action.
生產(chǎn)部門(mén)的主要負(fù)責(zé)人都按時(shí)到場(chǎng)了,Nancy開(kāi)始指出問(wèn)題:
To begin with, let's take a look at the distribution contract we just signed with this distributor. Do all of you have a copy in hand?
Looking over the numbers, you will get an idea of what this distributor expects from us in terms of amount and speed of supply. There is no possibility of making it with our present productivity. I think you'll agree that our necks are on the line here. We must do something now.
This leads me to my first concern. Frankly speaking, we're worried that current productivity can not keep up with demand. Mr. Lu and I have gone over our operating expenses, and we believe that there is room to both expand and upgrade facilities. However, we are not experts for that. Your suggestions will be highly appreciated.
What we'd like each of you to do is go over your respective operations and make recommendations about improving production. First of all, is there possibility of adding a new production line? What would need to be done for the moment if we decide to do that? Second, can we ask for help from other companies? What are the risks for doing that?
接下來(lái),大家各抒己見(jiàn),有人提議立即增加production line(生產(chǎn)線),如果這樣就需要大量采購(gòu)新的equipment(設(shè)備),而設(shè)備的supplier還不一定能夠及時(shí)找到,即便是找到了,人家能不能在這么短的時(shí)間內(nèi)供貨也是個(gè)未知數(shù)。還有一個(gè)方案就是委托其他企業(yè)來(lái)生產(chǎn),這樣可以節(jié)約很多時(shí)間,但是有一個(gè)risk(風(fēng)險(xiǎn))的問(wèn)題,他們要生產(chǎn)的新型電腦配件很需要innovation(創(chuàng)新)和technology(技術(shù)),一旦這些新技術(shù)和創(chuàng)新方法被其他企業(yè)獲得并利用,就會(huì)對(duì)Innovo造成難以估量的危害。一番激烈的討論之后,最終大家達(dá)成一致,priority option(優(yōu)先選擇)是先嘗試增加生產(chǎn)線,迅速提高生產(chǎn)能力;如果的確不能盡快找到合適的production line supplier,就先委托一家相對(duì)reliable(可靠的)企業(yè)來(lái)幫助生產(chǎn),但要與其簽訂嚴(yán)格的技術(shù)保密合同和patent(專(zhuān)利)保護(hù)合同。Nancy非常感謝大家能夠獻(xiàn)計(jì)獻(xiàn)策,幫助她找到了解決問(wèn)題的方向。下一步的任務(wù)就是找到合適的production line supplier了。這是Purchase Department的任務(wù),于是Nancy又跑去找Mark,看他有沒(méi)有好的idea。
supply 供應(yīng),供貨
feedback 反饋,回應(yīng)
intention letter 意向書(shū)
distribution network 分銷(xiāo)網(wǎng)絡(luò)
production capacity 生產(chǎn)能力
contract 合同
neck is on the line 冒險(xiǎn)
productivity 生產(chǎn)能力
keep up with 趕上
demand 需求
operating expenses 運(yùn)營(yíng)費(fèi)用
upgrade facilities 更新設(shè)備
make recommendation 提出建議
improve production 增加生產(chǎn)量
production line 生產(chǎn)線
equipment 設(shè)備,設(shè)施
risk 風(fēng)險(xiǎn)
innovation 創(chuàng)新
technology 技術(shù)
priority option 優(yōu)先選擇
patent 專(zhuān)利
Nancy的職場(chǎng)筆記本
這樣的突發(fā)情況讓Nancy感受到了前所未有的壓力,為了理清思路,讓自己鎮(zhèn)定下來(lái),她在筆記本中寫(xiě)下:
1.在市場(chǎng)彈性大的情況下,企業(yè)要有靈活機(jī)動(dòng)的生產(chǎn)能力,才能在市場(chǎng)需求猛增的時(shí)候不錯(cuò)失良機(jī)。
2.好的分銷(xiāo)商可以幫助你有效地打開(kāi)市場(chǎng),可接下來(lái)的工作就需要自己加油了。
3.必須協(xié)調(diào)好生產(chǎn)和供應(yīng)的各個(gè)環(huán)節(jié),這樣才能保證及時(shí)得到終端產(chǎn)品。
4.在討論解決問(wèn)題的方案時(shí)要做到:
●首先提供客觀數(shù)據(jù),讓參與討論者了解需要討論的問(wèn)題和目前面對(duì)的情況;
●指出問(wèn)題和形勢(shì)的嚴(yán)重性;
●引導(dǎo)大家的思路,鼓勵(lì)其提出建議和解決方案。
5.在提出要討論的問(wèn)題時(shí)可以用的句式有:
To begin with, let's take a look at....
Let's get started by taking a look at....
To get started, I'd like you to go over....
6. 專(zhuān)利和技術(shù)都是企業(yè)發(fā)展的核心,在商業(yè)運(yùn)作過(guò)程中,要時(shí)刻注意保護(hù)企業(yè)的知識(shí)產(chǎn)權(quán)。
7.解決問(wèn)題要保證既有最優(yōu)方案又有備選方案,這樣才能做到有備而來(lái),臨危不亂。