全球化的發展使各個供應鏈的具有各自的特色。在建築玻璃產業中，越下游的製造商規模倍增、越依賴規模經濟，也使產業走向寡佔市場。個案公司開發出可直接混入建築玻璃用之中間層的關鍵原材料，開發出具隔熱能力的高功能性產品。惟，量產中間膜的技術已距個案公司核心能力過遠，且因資本問題無法直接投資下游設備，只可改委以代工廠製作。在考慮既有代工廠於國際上的地位下，若改變銷售模式額外銷售半成品給代工廠，並開放代工商以自有品牌同時於國際市場上販售，則可加速整個中間膜的市場成長與個案公司銷貨總利潤。
為方便探討與代工廠的合作方式，本研究假設各廠商都會依照上游廠商的定價來訂出自己的最佳回應策略，並排除不可抗拒的不確定性，將上述過程分為兩個模式進行研究：模式一為兩間公司透過價格與服務能力進行完全競爭，互相爭取市場需求與利潤；而模式二為兩間公司透過價格與服務能力進行協調，藉由簽訂利潤分享合約，制定最佳的市場售價與相互交易價格。
結果顯示開放競爭與協調合約的方法對於個案廠的利潤都有正向幫助。其中，兩廠商的直接成本下降會大幅增加協調合約下的廠商B的總利潤，使其合作意願增加。但，兩廠商的合作模式主要會受到兩個因素影響：代工廠的服務等級及代工廠銷售自我商品的品牌折損。此兩項參數的變動將影響兩個方案的廠商總利潤，進而決定兩廠商的合作模式選擇。未來個案廠應考慮積極與代工產共同經營此一市場，並適時地將提出協調合約以進一步提升組織的整體獲利，及增強自己在市場中的位置。

This study investigates a heat-insulation material manufacturer which coordinates with its OEM supplier to maximize the overall profit when selling the product to the same market. The material manufacturer is capable of adjusting the heat-insulation material according to the market feedback, even though it is new to the market. On the other hand, the OEM supplier is capable of producing the products and already has multiple channels in the market. Although the material manufacturer is a monopoly in the market, the growth rate is small due to the difficulties of reaching potential customers. Therefore, this study is motivated to investigate the possibility of permitting the OEM company to sell the same products through its channels to improve the profit of either company. It also examines the effects of different cooperation modes such as monopoly, competition or coordination on the material manufacture’s profit.

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Global Flat Glass Processing Machinery Market, 2021: Market to Grow at a CAGR of 4.37%