Bldg accnt relation

Account Relationships ,[object Object]

Supplier Reduction Trends Xerox 5,000 500 -90% Motorola 10,000 3,000 -70% Digital Equipment 9,000 3,000 -67% General Motors 1,800 1,000 -44% Ford Motor 1,800 1,000 -44% Texas Instruments 22,000 14,000 -36% Rainbird 520 380 -27% Allied Signal Aerospace 7,500 6,000 -20% Number of Suppliers Percent Previous Current Change

Account Relationships ,[object Object],1. Can the item be eliminated? 2. If item not standard, can standard item be used? 3. If item standard, does it completely fit application or misfit? 4. Does item have greater capacity than required? 5. Can its weight be reduced? 6. Is there a similar item in inventory that can be substituted? 7. Are tolerances specified closer than necessary? 8. Is unnecessary machining performed on the item?

Account Relationships ,[object Object],9. Are unnecessary fine finishes specified? 10. Is commercial quality specified? 11. Can item be manufactured cheaper in-house? If manufactured in-house can it be purchased cheaper? 12. Is item classified to obtain lowest shipping rate? 13. Can packaging costs be reduced? 14. Are suppliers asked for suggestions to reduce costs?

Account Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],[object Object],Awareness Exploration Expansion Commitment Dissolution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],Low Authority Medium Authority High Authority ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

BUSINESS EXPANSION QUESTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

JUST-IN-TIME PHILOSOPHY ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

JUST-IN-TIME BENEFITS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source Smaller supplier base Long-term agreements Open, frequent, responsive communication Continuous improvement philosophy

Account Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object]

A “VALUED” CUSTOMER ,[object Object],[object Object],[object Object]

EARNING BUYER TRUST WHAT IS MOST IMPORTANT? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Relationships ,[object Object],[object Object],Trust Earning Sales Component People Buyers Likeable 1 5 Competent 2 2 Dependable 5 1 Customer Oriented 3 3 Honest 4 4 Source: Hawes, Mast & Swan (1999) PS&SM : 193 Salespeople; 173 Purchasing Agents

Bldg accnt relation

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