Kraljic Model[卡拉杰克模型]

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采购组合分析。卡拉杰克模型解析。 (1983)

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什么是卡拉杰克模型？释义

卡拉杰克矩阵（Kraljic Matrix）最早出现于彼得·卡拉杰克（Peter Kraljic）的《采购必须纳入供应管理》（Purchasing must become Supply Management）一文，这篇文章发表在1983年9-10月号的《哈佛商业评论》上。该矩阵被用作为公司采购组合的分析工具。

卡拉杰克矩阵以采购所牵涉的两个重要方面作为其维度（参见附图）：

收益影响（Profit Impact）：采购项目在产品增值、原材料总成本比及产品收益等方面的战略影响。
供应风险（Supply Risk）：供应市场的复杂性、技术创新及原材料更替的步伐、市场进入的门槛、物流成本及复杂性、以及供给垄断或短缺等市场条件。

据此，卡拉杰克模型将采购项目分为四个类别：

杠杆项目（Leverage Items）。
- 释义：所谓杠杆项目就是可选供应商较多、能够为买家带来较高利润的采购项目。替换供应商较为容易。具有标准化的产品质量标准。
- 买卖双方地位：买方主动，相互依赖性一般。
- 采购战略推荐：采购招标，供应商选择，目标订价，与首选供应商达成一揽子协议，最后按正常供应程序执行、处理分订单（Call-Off Order）。
战略项目（Strategic Items）。
- 释义：所谓战略项目就是对买方的产品或生产流程至关重要的采购项目。这些项目往往由于供给稀缺或运输困难而具有较高的供应风险。
- 买卖双方地位：力量均衡，相互依赖性较高。
- 采购战略推荐：战略联盟，紧密联系，供应商尽早介入，共同创造，并充分考虑垂直整合，关注长期价值。
非关键性项目（Non-Critical Items）。
- 释义：所谓非重要性项目就是指供给丰富、采购容易、财务影响较低的采购项目。具有标准化的产品质量标准。
- 买卖双方地位：力量均衡，相互依赖性较低。
- 采购战略推荐：通过提高产品标准和改进生产流程，减少对此类项目的采购投入。
瓶颈项目（Bottleneck Items）。
- 释义：所谓瓶颈项目就是指只能由某一特定供应商提供、运输不便、财务影响较低的采购项目。
- 买卖双方地位：卖方主动，相互依赖性一般。
- 采购战略推荐：数量保险合同，供应商管理库存，确保额外库存，寻找潜在供应商。

卡拉杰克模型的起源。历史

作为资产投资管理工具，投资组合模型这一概念最初是由哈里·马科维茨（Harry M. Markowitz）于1950年代提出。 1983年，卡拉杰克率先将此组合概念引入采购领域。

卡拉杰克模型的运用。应用

采购组合分析。
促使采购部门关注最为重要的采购项目。
外包非关键性项目及杠杆项目。

卡拉杰克模型的步骤。流程

采购组合分析准备。
确定收益影响及供应风险的具体原则。
决定采购组合分析的层次（分析深入至单体项目，还是以组为单位进行？分析是以部门、事业单元还是公司整体为单位进行？）
将掌握的数据信息输入卡拉杰克矩阵。
对结果进行分析讨论。
为矩阵各象限制定采购战略和执行措施。
战略执行和监督。

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