6、讓人歡喜讓人憂的訂貨量

6、讓人歡喜讓人憂的訂貨量

因為新加坡的distributor及時發(fā)現(xiàn)了競爭對手的動向，催促Innovo加緊生產(chǎn)，提前供貨，搶在對方之前把產(chǎn)品推向市場，使得Innovo在東南亞市場的努力首戰(zhàn)告捷。

市場對Innovo產(chǎn)品的feedback（反饋）也相當不錯。產(chǎn)品本身有吸引力，供貨迅速，再加上這個distributor有成熟完備的distribution network（分銷網(wǎng)絡(luò)），市場一下子被打開了。Distributor對于和Innovo的合作更加有信心了。兩周后，Mr.Cheung一連給Nancy發(fā)來三份訂貨intention letter（意向書），這三份orders的總量是上一份訂單的五倍。Nancy看到這個數(shù)字心情很復(fù)雜——這么大的訂貨量當然很令人高興，但是產(chǎn)品的供應(yīng)量突然間大幅增長，這與公司之前制定的生產(chǎn)計劃有很大差距，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。不按時供貨肯定是不行的，好不容易爭得的市場不能因為production capacity的暫時不足就這樣給競爭對手以可乘之機。

形勢非常嚴峻，如果不趕快解決這個問題，之前的努力很可能就會付之東流。Nancy向領(lǐng)導(dǎo)層匯報了情況后，公司同意由她負責(zé)和相關(guān)部門溝通，尋找問題的解決辦法。隨后Nancy趕快召集了生產(chǎn)部門的主要負責(zé)人，和他們一起商量對策。為了讓大家對于整個形勢有詳細客觀的了解，并能及時提出建設(shè)性的方案，Nancy在開會之前就把order復(fù)印好分給大家，并列出一個簡單的會議討論事項：

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)部門的主要負責(zé)人都按時到場了，Nancy開始指出問題：

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，大家各抒己見，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新的equipment（設(shè)備），而設(shè)備的supplier還不一定能夠及時找到，即便是找到了，人家能不能在這么短的時間內(nèi)供貨也是個未知數(shù)。還有一個方案就是委托其他企業(yè)來生產(chǎn)，這樣可以節(jié)約很多時間，但是有一個risk（風(fēng)險）的問題，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，就會對Innovo造成難以估量的危害。一番激烈的討論之后，最終大家達成一致，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reliable（可靠的）企業(yè)來幫助生產(chǎn)，但要與其簽訂嚴格的技術(shù)保密合同和patent（專利）保護合同。Nancy非常感謝大家能夠獻計獻策，幫助她找到了解決問題的方向。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，看他有沒有好的idea。