1. 1. Presentation on Customer buying behavior of Thermax Ltd. Presented By Manish Balpande
2. 2. Chain Of Capital Goods
3. 3. Three Departments Marketing 2. Project 3. Purchasing 1.
4. 4. Marketing Department
5. 5. Project Department Study the requirements of the Customer Gives Schedule to Customer Ensure proper delivery
6. 6. Purchasing Department They are customers to the vender Deal with vender
7. 7. Customer Behavior Whenever the need generated, customer look for o o o othere previous project and previous suppliers, they also consider leading suppliers. Customer throw the enquiry according to their need to all such suppliers. Customers justify the requirement in terms of: Delivery time Quality Payment term Terms and Condition
8. 8. Supplier give Quotation to the customer. Customers receive all such quotations from everysuppliers, they study them Customer then does comparison of all suppliers.
9. 9. Consideration of Major Factors by Customer A Rate Quality Delivery Terms (30 days, 60 days, 180 days, ect., Advance LC)Terms And Condition ReputaionBCD
10. 10. Customer Consider Lowest Rate Supplier
11. 11. Negotiate in term of: Mainly Negotiation for Rate and Payment term Delivery can be adjusted by 1-2 month dependingupon the size of the project but as such adjustment cannot be allowed for Quality Customers aims to reduce the estimated cost as low as possible. Customer issue LOI (Letter of Indent) to supplier and adds final value and terms an condition And this is equivalent to purchase order
12. 12. Suppliers Checks the LOI thoroughly Customers gives time of 1 week to suppliers for the study of that LOI LOI can be reverted by supplier within one week After that period LOI is converted to Purchase order Customer passes this purchase order to supplier Later on Customer demand for detail Schedule of project completion.
13. 13. List of activities would be completed at which time called L2 Schedule is given to Customer Customer take follow ups according to L2 Schedule If work is not going according to L2 Schedule Customer may delay the payment to supplier or ect Give delivery on time and get payment on time There is LD clause is a penalty clause for delayed delivery. Once the project is done and testing is done and payment is settled the role of supplier and