Case 01 · Supplier Relationship案例 01 · 供应商关系

Purchase Timing During a Rapid Market Increase快速上涨市场中的采购时机管理

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01

Challenge挑战

  • A regularly purchased chemical entered a period of exceptional price volatility. After the customer secured a contract at approximately USD 5,800 per metric tonne, the market price rose rapidly to approximately USD 8,200—an increase of more than 40%.一种常购化工产品进入异常剧烈的价格波动期。客户以约每吨 5,800 美元签订合同后，市场价格迅速上涨至约每吨 8,200 美元，涨幅超过 40%。
  • In a market increase of this magnitude, securing the contract is only the first step. A factory may cancel a lower-priced contract outright, or keep it open while delaying production or shipment indefinitely. Either outcome would expose the customer to replacement costs and could put production continuity at risk.在如此大幅的市场上涨中，签订合同只是第一步。工厂可能直接取消低价合同，也可能保持合同有效却无限期推迟生产或发货。两种情况都会使客户面临替代采购成本，并威胁生产连续性。
02

Our Action我们的行动

  • Our China-based sourcing team used its supplier relationship, commercial negotiation and hands-on execution management to secure two critical commitments.我们的中国本地采购团队通过供应商关系、商务谈判和深入执行管理，落实了两项关键承诺。
  • The factory would honour the signed contract at USD 5,800 per metric tonne, despite the market price having risen to approximately USD 8,200.即使市场价格已经上涨至约每吨 8,200 美元，工厂仍将按照每吨 5,800 美元的已签合同履约。
  • Once the goods were produced, the factory would release and ship them according to the original schedule rather than waiting for market conditions to change.货物生产完成后，工厂将按照原定计划放货并出运，而不是等待市场情况变化后再安排。
  • The team maintained close follow-up throughout production and shipment, addressing potential causes of delay and keeping the supplier focused on the agreed commercial and delivery commitments.团队在生产和出运全过程中保持密切跟进，及时处理潜在延误原因，确保供应商持续聚焦约定的商业和交付承诺。
03

Outcome成果

  • The factory fulfilled the original contract at USD 5,800 per metric tonne and shipped the goods on the planned schedule. The customer avoided the impact of a 40%+ market increase while protecting continuity of supply and reducing the risk of production disruption.工厂按照每吨 5,800 美元的原合同价格履约，并按计划完成发货。客户避免了承受 40% 以上的市场涨幅，同时保障了供应连续性并降低生产中断风险。
  • The value delivered was not only in choosing the right purchase timing, but also in ensuring that the supplier honoured both the contracted price and the agreed delivery schedule under intense market pressure.本案例的价值不仅在于选择了正确的采购时机，更在于确保供应商在巨大市场压力下同时履行合同价格和约定交付时间。
Purchase timing protected the contracted price while the market rose 41%.
Purchase timing protected the contracted price while the market rose 41%.在市场上涨 41% 的过程中，采购时机管理保护了合同价格。
Related capabilities关联能力
Supply Risk & ContinuityLanded Cost Reduction
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