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

OUTLINE

• COMPANY & PERSONAL INTRODUCTION• REQUEST FOR QUOTE (RFQ)• COMMUNICATION• CONGRATULATIONS – YOU WON THE

BUSINESS!• LEAD TIMES• QUALITY• REPEAT ORDER

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

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

PROPER RFQ CYCLE

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

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

CONGRATULATIONS – YOU WON THE BUSINESS!!

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.)

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

DO YOU KNOW HOW MUCH QUALITY YOU NEED?

QUALITY

• CORRECTIVE ACTIONS MUST BE PERMANENT• YOUR PPAP DOCUMENTS SHOULD BE USEFUL

TOOLS NOT USELESS PIECES OF PAPER (PROCESS FLOW, FMEA, CONTROL PLAN, ETC..)

REPEAT ORDER

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

THANK YOU FOR YOUR ATTENTION

( www.shamrockif.com )