Breakfast with the Experts PURCHASING MADE #GYBPurchasing. RIC Centre is a member of

Size: px

Start display at page:

Download "Breakfast with the Experts PURCHASING MADE PRACTICAL @RICCentre #GYBPurchasing. RIC Centre is a member of"

Aubrey Wiggins
8 years ago
Views:

2 Breakfast with the Experts PURCHASING MADE #GYBPurchasing RIC Centre is a member of September 23, 2015

3 Speaker presentation ROB ABERNETHY Managing Director, Ecoinsight Instruments

4 Case History - A Successful Supplier to Large Corporations Rob Abernethy P.Eng, MBA Ecoinsight Instruments Inc.

5 Introduction Ecoinsight Instruments: Start-up company that will provide smart instrumentation to water, wastewater and liquid handling companies Part of the Monteco Group of companies technology incubator and commercializer 30

6 Introduction Green Turtle Technologies: Leading manufacturer of wastewater pretreatment devices: oil-water separators, grease interceptors, ph neutralization, rainwater harvesting Started and developed for 15 years by the Monteco Group and recently acquired by Zurn Industries, a large multinational supplier of engineered water solutions Very successful in securing large corporation business Walmart, McDonalds, Canadian Tire, Tim Horton s, Loblaws, Costco etc. Corporate business represented 40% - 60% of our business 31

7 IC&I Water Treatment Device Purchasing Value Chain Very convoluted value chain for IC&I water treatment devices/plumbing products Specifications, Drawings RFQ General Contractor Mechanical/Plumbing Contractor Wholesaler Treatment Equipment Supplier/OEM Corporate Engineers Corporate Designers, Architects, Marketing Regional Specifying Engineers Other Stakeholders: Regulators Franchisees Manufacturers Reps 32

8 Customer Acquisition (Four tactics to find and secure corporate customers) 1. Focus your sales resources on the right target (CONTROL THE VALUE CHAIN) GET ON THE SPECS & DRAWINGS DO NOT WAIT FOR THIS CALL Specifications, Drawings RFQ General Contractor Mechanical/Plumbing Contractor Wholesaler Treatment Equipment Supplier/OEM Corporate Engineers Regional Specifying Engineers SELL TO THE DECISION MAKERS Corporate Designers, Architects, Marketing 33

not McHappy; takes fast-food restaurant to court Dorval is suing

9 Customer Acquisition 2. Solve local problems, then go to head office with examples Dorval not McHappy; takes fast-food restaurant to court Dorval is suing the local McDonald s restaurant outlet, claiming that it damaged the sanitary sewers with discarded grease 34

10 Customer Acquisition 3. Dedicate Sufficient Resources Dedicated Corporate Account Managers (4 out of 12 sales staff at GT) Attend corporate customer events (conventions, golf tournaments, charity events, etc) Obtain national certifications to be able to offer product to any jurisdiction in North America Be a resource to customers on National and Local regulations Increase product SKUs Specialty products for corporate customers To comply with local regulations Increased inventory and delivery expectations 35

11 Customer Acquisition 4. Continuously Scan the Environment Trade journals and industry associations (who is doing what) Construction databases (Dodge, Reed Reports) Local Manufacturers Representatives Personnel Movement Your champion at Tim Horton s may become your new champion at Starbucks 36

12 Areas of Concern Overlapping sales territories Compensating sales force Manufacturers Reps are local and not typically rewarded for national accounts Discounting Professional purchasing at corps often require discounts Holding specs Long distance and time between RFQ and equipment purchase Payment Long chain between corporate payment to General Contractor and payment to OEM Contractor credit not secured by corporate 37

13 Next seminar: Disruptive Tech Forecast for 2016 December 3, 2015 RIC Centre is a member of Bereskin & Parr LLP

a. Languages: English will be the primary language of the collection. b. Chronological Guidelines: Current and recent topics are of major interest.

a. Languages: English will be the primary language of the collection. b. Chronological Guidelines: Current and recent topics are of major interest. Georgia State University University Library Collection Development Policy Department of Marketing Purpose: To provide guidance in the selection of library materials to support the curriculum for the program