1, historical purchase price
The final purchase price of the same material or the purchase price of similar subject matter.
2, the purchase price of friends
Purchasing obtains the purchasing price of the company's competitors through some channels.
3, the manufacturer's first round of quotation
The supplier's initial quotation is the necessary basis of TPSM model.
4. Market reference price
The futures price of bulk raw materials or the market price of small commodities that can be found online.
5. Cost analysis price
Estimate raw material cost price, working hours, management fee and profit rate.
These five price factors can be used as a benchmark to measure the rationality of the final price to some extent. In order to reflect which price element is more suitable for measuring the reasonable price of the subject matter, procurement needs to assign a reasonable weight to each price element and get the target price through calculation. Then set the challenge price according to the supplier's past performance. The better the supplier's past performance, the closer the challenge price is to the target price; The worse the performance, the lower the challenge price. After that, the target price is regarded as the highest reasonable price, and the challenge price is regarded as the lowest reasonable price. If the final price negotiated with suppliers is between the target price and the questioned price, it is considered reasonable.
This paper introduces the use of TPSM model through three cases.
1, Xiao Wang needs to buy a batch of steel, and the boss requires the best cost performance.
The supplier's initial quotation is 30 10 yuan/ton, and the final purchase price is 3,000 yuan/ton, and the futures price of the day is 3,020 yuan/ton. It is found that the purchase price of friendly merchants is 30 10 yuan/ton. Xiao Wang distributes the weights to each price element evenly, and the calculated target price is 30 10 yuan/ton, as shown in the following table.
Considering the good cooperation of suppliers and transparent steel prices, Xiao Wang set the challenge price at 3,000 yuan/ton, only slightly lower than the target price. After negotiation, the final price is 3005 yuan/ton. Although it is higher than the last purchase price by 5 yuan, it is lower than the futures price of the day 15 yuan and lower than the purchase price of friends by 5 yuan, which meets the boss's requirements for cost performance.
2. Xiao Zhang needs to buy a batch of branded printing paper, but the user department questions the rationality of the price.
Xiao Zhang fills in the TPSM form with friends' purchase price and market reference price as the main weights, as shown in the following table.
Xiao Zhang saw that the historical purchase price of 50 yuan was very competitive and the supplier delivered the goods in time, so he only set the challenge price as 49 yuan. After negotiation, the supplier promised to reduce the price by 1 yuan. The final price is 49 yuan per pack, which is lower than the market reference price (50 yuan, the official flagship store in JD.COM) and far lower than the purchase price of friends (60 yuan, the purchase price of the company next door), so the user department has nothing to say.
3. Xiao Li needs to buy a batch of customized processing parts. The purchasing manager thought the price was opaque and asked Xiao Li to give a reasonable price.
Xiao Li made a cost analysis of the product (raw material cost 60 yuan, processing cost 10 yuan, management fee 5 yuan, gross profit 5 yuan), and the total price was 80 yuan. The historical purchase price is 100 yuan/piece, and the initial quotation of the supplier is 100 yuan/piece. As shown in the figure.
By giving 50% weight to the cost analysis price, Xiao Li got the target price of 90 yuan. Xiao Li was dissatisfied with the supplier's delivery and quality, and set the challenge price as low as the cost analysis price, just like 80 yuan. After negotiation, the supplier agreed to Xiao Li's target price, but refused to accept the challenge price. The final price was 88 yuan per piece. The purchasing manager is very satisfied with the result.
It is worth noting that by using TPSM model, purchasing can not only prove that the price is reasonable, but also support high-quality suppliers by raising the challenge price and implement the concept of optimal value.