smooth selling transaction suggestions from a buyer’s perspective
DESCRIPTION
SMOOTH SELLING TRANSACTION SUGGESTIONS FROM A BUYER’S PERSPECTIVE. by MICHAEL MALAKER DIRECTOR OF MATERIAL & OPERATIONS SHAMROCK INTERNATIONAL FASTENERS (USA) (www.shamrockif.com) SEPTEMBER 23, 2009. OUTLINE. COMPANY & PERSONAL INTRODUCTION REQUEST FOR QUOTE (RFQ) COMMUNICATION - PowerPoint PPT PresentationTRANSCRIPT
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SMOOTH SELLING TRANSACTION
SUGGESTIONS FROM A BUYER’S PERSPECTIVE
by
MICHAEL MALAKERDIRECTOR OF MATERIAL & OPERATIONS
SHAMROCK INTERNATIONAL FASTENERS (USA)(www.shamrockif.com)SEPTEMBER 23, 2009
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OUTLINE
• COMPANY & PERSONAL INTRODUCTION• REQUEST FOR QUOTE (RFQ)• COMMUNICATION• CONGRATULATIONS – YOU WON THE
BUSINESS!• LEAD TIMES• QUALITY• REPEAT ORDER
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COMPANY & PERSONAL INTRODUCTION
• SHAMROCK ( www.shamrockif.com )– ESTABLISHED IN 1972– PRODUCT BASE INCLUDES FASTENERS, STAMPINGS,
WIRE FORMS, OVERMOLDS, CASTINGS, MACHINING– 23% GROWTH IN 2009 FISCAL YEAR
• MICHAEL MALAKER– METALS INDUSTRY FOR 17 YEARS– FASTENER INDUSTRY FOR 3 YEARS– LEAN SIX SIGMA BLACK BELT
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RFQ DETAILS
• LESS THAN 5% OF ALL RFQ’S BECOME ORDERS• MAINTAIN FOCUS….CAN’T WIN EVERY ONE• ALL RFQ DETAILS MUST BE BASED ON THE
CUSTOMER’S PRINT. NOTE ALL DEVIATIONS.• DETAILS, DETAILS, DETAILS…NO HIDDEN FEES• DON’T QUOTE OUTSIDE YOUR CAPABILITIES
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PROPER RFQ CYCLE
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RFQ DETAILS
• BE WILLING TO MOVE THE PRICE TO HIT A TARGET (WHEN AVAILABLE)
• QUICK TURNAROUND• EVERY RFQ IS IMPORTANT• TOTAL COST IS MORE IMPORTANT THAN
PRICE• DON’T QUOTE LOW IN ORDER TO WIN THE
BUSINESS ONLY TO RAISE THE PRICE LATER
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COMMUNICATION
• #1 RULE - DON’T BE AFRAID TO ASK QUESTIONS• GET TO KNOW YOUR BUYER• FOLLOW UP ON RFQ’S…..ASK FOR FEEDBACK• TRACK WINS & LOSSES TO KNOW YOUR TARGET
PRODUCTS BY CUSTOMER• ASK FOR MORE
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CONGRATULATIONS – YOU WON THE BUSINESS!!
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LEAD TIMES
• MEET YOUR DEADLINES. 45 DAYS 60 DAYS.• REMEMBER – TOTAL COST (LEAD TIME, TERMS,
PRICE, QUALITY) IS MORE IMPORTANT THAN LOWEST PRICE
• STREAMLINE YOUR PROCESS. MULTIPLE DEPARTMENTS CAN BE WORKING ON THE SAME ORDER (ENGINEERING, PURCHASING, MANUFACTURING, ETC.)
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QUALITY
• THE PRINT IS THE SOURCE DOCUMENT• DO YOU KNOW THE ISO, ASTM, DIN, IFI, ETC.
STANDARDS?• CONTINUALLY EDUCATE YOUR ENTIRE
WORKFORCE ON YOUR QUALITY SYSTEM• BUILD QUALITY INTO YOUR PROCESS• QUALITY IS A PART OF THE DESIGN PROCESS• ASSUME YOUR CUSTOMER IS GOING TO CHECK
THE PART
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DO YOU KNOW HOW MUCH QUALITY YOU NEED?
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QUALITY
• CORRECTIVE ACTIONS MUST BE PERMANENT• YOUR PPAP DOCUMENTS SHOULD BE USEFUL
TOOLS NOT USELESS PIECES OF PAPER (PROCESS FLOW, FMEA, CONTROL PLAN, ETC..)
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REPEAT ORDER
• THE ULTIMATE GOAL IS CUSTOMER SATISFACTION• DID WE DO A GOOD JOB TO RETAIN THE BUSINESS?• YOU SHOULD NEVER BE SURPRISED
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THANK YOU FOR YOUR ATTENTION
( www.shamrockif.com )