Buys was inferior to sells essence, when ERP shaping, because theinformation is asymmetrical, the enterprise is very difficult tounderstand behind the software supplier hides method, thus loses inthe sales personnel's excuse. Actually does the software supplier havehow method "to flicker" the customer, in this, the author enumeratesthe software supplier's commonly used five methods, helps theenterprise "to know oneself and the other side", hits attractively"the shaping" the war.    

Method one: Comes with the school record   In the very many ERP supplier's publicity material, is arranging inorder a Man Man personnel name list, its title is not doctor, ismaster, often is engineer, project manager, academician, its stanceenough may while still alive "the pressure die" the enterprise. If thecustomer does not buy the account, that you are the layman without adoubt! These are not actually big to user's significance. Because ERPis difficult is the question solution mentality, but is not the firstfloor technology. In other words, judges the ERP merchant to be good,must look designs this set of product the person has how many thepractical work experience, this set of product has how many customeruses; But nonessential looked this company has how many doctors,academician, how many IT intelligence certificate.    

Method two: Evades the important questions for the easy, eitherdiscussed the profound theory or discusses the mature module    Consultant ERP pre-sale when sales promotion product, often can shootthe breeze, discussed MRP II, BRP, enterprise and so on CRM usuallycannot contact the profound theory, attempts the enterprise to fool.Encounters this kind of situation, the enterprise should graspinitiative, takes a company the data, lets consultant demonstrate, "isthe mule is the horse, pulls out slides", anything was clear. Tenthousand cannot only listen to pre-sale consultant theexcuse.    Evades the important questions for the easy another performance, isdiscussed the product quite mature module, like the finance, enterssells saves, module and so on human resources management, becausethese modules appear comparison early, function relatively simple, nowalready developed quite is perfect; But regarding the more complexproduction module, the platoon regulation module, the craft module andso on evades the subject. This time, if the customer makes theenterprise, must keep a mind, possible this software not thesemodules, or these modules are flashy but lacking substance.Distinguishes the really false best method, is reorganizes a technicalprocess, the scene demonstration has a look, whether disposes;Prepares several order forms materials and some essential parameters,whether has a look to run a reasonable plan.    Actually, in view of manufacture ERP, only must emphatically payattention to next three questions the solutions, then may leave doesnot distinguish this ERP is whether mature.    One is the order form change flow. Production order form alreadyunder, but the customer request change, like the quantity or item ofmaterial change, how does the system realize the purchase, thewarehouse, the production, the cost and so on the correspondinginformation change ??   Two, inserts single processing. If the material plan has completed,and had the corresponding purchase plan and the productive plan, thistime, receives an anxious list, looked how the system does adjust thecorresponding purchase plan and the productive plan ?   Three is the actual cost computation. Data needs after which for thefull cost finding, if the system can calculate the accurate cost, thenmay prove the software majority of functions are quite perfect.    

Method three: "Small business, with small ERP"? Has some small ERPsoftware merchant, mainly faces some mid- and small-scale enterprise,promotes so-called face mid- and small-scale enterprise "miniatureERP", then provides the paid promotion service again to it. The housesparrow although the small five internal organs are actually complete,small business's core flow certainly not substantive change, even ifis an each family courtyards workshop -like small processing factory,only has the scale and the quantity difference with the large-scalemanufacture enterprise between, but certainly does not have on thelink the flaw. The software product according to business spare-timeuniversity, center, the small scale classification, and each period oftime suggested the user promotes some functions, is only the softwareenterprise's one kind "fishes the type" the sales strategy.    The user in signs in front of the contract, not only must consider inthe enterprise the forward development goal, but also must considerERP function is whether complete. Generally speaking, the sale, theproduction, the stock management, the purchase, the finance, thematerial demand plan are the ERP core six big functions,indispensable. Other like row of regulations, the cost, the craft,looked function and so on board management, may decide according tothe business management goal. Moreover noticeable is, certainly mustconsider the later period the promotion expense, strives for as far aspossible many free promotion the function, and must be clear about theagreement in the contract.   

Method four: Substitutes for "the profession" with "the platform"    Platform software has often written off the enterprise users with thelarge-scale product strategy regarding the ERP system individualitydemand, the domestic and foreign large-scale ERP merchant has promoted"platform ERP" in abundance the concept, some small ERP supplier lookshas an opportunity, also imitates in abundance. Actually, twoexistences substantive differences.    The large-scale ERP software business so-called platform, is theestablishment above the original mature ERP product, provides to thecustomer from the definition function platform, in other words,although is the platform, but still observed "7: 2: 1 "the rule, 9tenths functions already had, the ERP each core function all alreadyrealized, user when use, so long as from defined 1 tenth about theindividuality function then; But the small ERP platform, its ERP corefunction often only can realize one half, user when use, needs themassive functions to have custom-made.    Makes an analogy, the large-scale ERP platform (or the name hasrealized the ERP core function platform to resemble the world mapwhich finishes: The country, the road, the railroad and so on areclearly discernible, the user must do only is adds on some maps to beunable to demonstrate "the narrow winding path"; But the small ERPplatform (or called it incompletely has ERP core function ERPplatform) to resemble is a half-finished product world map, only haseach national the outline, but does not have the road, the railroadroute, all wants user to increase.    Therefore, platform ERP are more is the concept operation, the userwhen chooses the platform product, ten thousand do not have by thisnew concept to confuse. Must be clear, genuine platform, not only mayuse 90% solidification the function to satisfy the enterprise thegeneral demand, but also can be sufficient 10% has custom-madesatisfies the user the individuality demand; But has only realized 10%function, other 90% all depended on has custom-made!   

Method five: The low price attraction customer, seeks something bigwith foresight    In recent years, as a result of ERP profit attraction, more and moremany enterprises started to capture ERP this cake. In order to snatchmore market share, hit the price war in abundance. 100000th, 50,000and so on the low price ERP product declares a position in abundance.Really has the such excellent in quality and reasonable in price ERPproduct? Careful, software business flings the method in this - to putlong-line, fishes the big fish.    Between different brand ERP, why can the price miss such in a big way?Most main reason, or decides by the product function and the servicestation. Low price ERP often the function is not very perfect,sometimes has removed ERP some complex functions, only remains somebasic functions; At the same time, its consultant's level also isinferior to other companies.    General, succeeds ERP to implement consultant, not only mustunderstand the information technology, must have the actual businessmanagement experience, good consultant counsels spends the price allabout 5,000 Yuan every day, some even up to ten thousand. But somesoftware merchants in order to reduce consultant the cost, justgraduated to some the university student to carry on some simpletraining, then attached by "consultant" the given name, put on armorand went to battle. Its project implementation quality it can beimagined.    At the same time, because in the low price ERP function insufficiency,in the use process, needs to make the massive two developments, theprovider then may take advantage of this, the seat enjoys the big pentwo development costs.    Therefore faces low price ERP, the enterprise should prudently choosebelow, especially must prepare for:    (1) In front of the evaluation contract, must carry on the fullunderstanding to the system. Best can reorganize an enterprise ownmaterial, lets consultant run on theirs system several times, has alook, whether meets the need, two time develops the quantity is notgreatly big.    (2) Beforehand comes to an arrangement the price which two timedevelops. In signs in front of the contract, needs the function whichtwo time develops all to list, unified quoted price.    (3) Inquired supplier successful case, has the condition the speech,personally visits the inspection movement condition.