Interview with: Ray Suarez, Vice President Sales Operations, Konami Gaming, Inc.


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Interview with: Ray Suarez, Vice President Sales Operations, Konami Gaming, Inc.

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Interview with: Ray Suarez, Vice President Sales Operations, Konami Gaming, Inc.

  1. 1. Interview with: Ray Suarez, VicePresident Sales Operations, KonamiGaming, Inc.A business today can succeed or failbased on its ability to manage itssupply chain, believes Ray Suarez,Vice President Sales Operations, KonamiGaming, Inc. Many factors come intoplay in a global supply chain, includingpeople and product management, butwhat is absolutely critical is tocommunicate the strategy to everyonein the organization. A lot of times theleadership vision does not get down tothe bulk of the workforce, Suarez says.Suarez is a speaker at the marcusevans Manufacturing CXO Summit2013, in Las Vegas, Nevada,September 16-17.How can manufacturers optimizethe performance of a global supplychain?The global supply chain requires local,national, and international focus. Withlocal suppliers, it is possible to haveface-to-face relationships and receive aquick turnaround on requests. On thenational level, the variables becomemore complex. This is even more true atthe international lev el w her einternational regulations and laws areconsidered, the need to plan andforecast expand with each level ofcomplexity.In Japan, for example, suppliers do notcarry excess inventory risk without ac o n f i r m e d p u r c h a s e o r d e r o rcommitment. Thus, manufacturers mustcarry bigger risk, to ensure supply chainviability.How can they minimize that risk,while maximizing opportunities?The communication with the sales forceis critical if manufacturers do not wantto get stuck with parts or supplies. Thesales team is the main point of contactwith existing and potential customers,they engage with customers, identifyrevenue opportunities and forecastdemand.Manufacturers must then considerwhether there is an exaggerated orconservative estimation of demand, andthen ensure a supply chain that isflexible enough for success. The supplychain must support the business goalsand optimize opportunities with aminimum amount of risk.We recognize that there is a partnershipbetween our suppliers and Konami, andwe strive to establish a win-winsituation. To maximize the value of oursupplier partnerships we have forseveral years now been giving oursuppliers a six-month rolling forecastwith purchase order coverage for agreedlead times for delivery.Everything comes down to providing aforecast down to your suppliers, so youcan maximize returns and opportunitiesto support your customers.How do you make that six-monthforecast so confidently?You have to know your customers, salespeople, suppliers and capabilities. Youmust have an awareness of all thevariables in the process. Much likeplaying a sport, you have to know therules, barriers and challenges, in orderto position yourself for success.W h a t o p p o r t u n i t i e s d omanufacturers underutilize today?They underestimate the skill set forforecasting, which is partly an art andpartly science. They need experts andknowledgeable people who understandtheir business to properly manage theirsupply chain. It starts with the salesteam, if they do not put the properemphasis to have the best possiblepeople representing their company, butfor every sales person facing thecustomer, there are many moreindividuals behind them who are alsojust as critical links in the supply chain.You must identify and replace weaklinks in the supply chain to increase theopportunity for success.Finally, communication is absolutelycritical. Everyone needs to know andunderstand the vision, and goals.Everyoneneeds toknow andunderstandthe vision,and goalsManaging the Complexities of a Global Supply Chain
  2. 2. About marcus evans Summitsmarcus evans Summits are high level business forums for the world’s leading decision-makers to meet, learn and discussstrategies and solutions. Held at exclusive locations around the world, these events provide attendees with a unique opportunity toindividually tailor their schedules of keynote presentations, case studies, roundtables and one-on-one business meetings.For more information, please visit: www.marcusevans.comTo view the web version of this interview, please click here: marcus evans Summitgroups deliver peer-to-peerinformation on strategic matters,p r o f e s s i o n a l t r e n d s a n dbreakthrough innovations.Please note that the Summit is aclosed business event and thenumber of participants strictlylimited.About the Manufacturing CXO Summit 2013This unique forum will take place at the Red Rock Casino, Resort & Spa, Las Vegas,Nevada, September 16-17, 2013. Offering much more than any conference,exhibition or trade show, this exclusive meeting will bring together esteemedindustry thought leaders and solution providers to a highly focused and interactivenetworking event. The Summit includes presentations on developing KPIs, strategicmanufacturing, global supply chain, solving the skill gap, and design formanufacturability.www.manufacturingcxosummit.comContactSarin Kouyoumdjian-Gurunlian, Press Manager, marcus evans, SummitsDivisionTel: + 357 22 849 313Email: press@marcusevanscy.comFor more information please send an email to info@marcusevanscy.comAll rights reserved. The above content may be republished or reproduced. Kindlyinform us by sending an email to