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SMOOTH SELLING TRANSACTION SUGGESTIONS FROM A BUYER’S PERSPECTIVE

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

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SMOOTH SELLING TRANSACTION SUGGESTIONS FROM A BUYER’S PERSPECTIVE

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  1. SMOOTH SELLING TRANSACTIONSUGGESTIONS FROM A BUYER’S PERSPECTIVE by MICHAEL MALAKER DIRECTOR OF MATERIAL & OPERATIONS SHAMROCK INTERNATIONAL FASTENERS (USA) (www.shamrockif.com) SEPTEMBER 23, 2009

  2. OUTLINE • COMPANY & PERSONAL INTRODUCTION • REQUEST FOR QUOTE (RFQ) • COMMUNICATION • CONGRATULATIONS – YOU WON THE BUSINESS! • LEAD TIMES • QUALITY • REPEAT ORDER

  3. 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

  4. 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

  5. PROPER RFQ CYCLE

  6. 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

  7. 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

  8. CONGRATULATIONS – YOU WON THE BUSINESS!!

  9. 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.)

  10. 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

  11. DO YOU KNOW HOW MUCH QUALITY YOU NEED?

  12. QUALITY • CORRECTIVE ACTIONS MUST BE PERMANENT • YOUR PPAP DOCUMENTS SHOULD BE USEFUL TOOLS NOT USELESS PIECES OF PAPER (PROCESS FLOW, FMEA, CONTROL PLAN, ETC..)

  13. REPEAT ORDER • THE ULTIMATE GOAL IS CUSTOMER SATISFACTION • DID WE DO A GOOD JOB TO RETAIN THE BUSINESS? • YOU SHOULD NEVER BE SURPRISED

  14. THANK YOU FOR YOUR ATTENTION( www.shamrockif.com )

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