Vice President, Business Management
San Diego, CA
West Haven, CT
Yaskawa Electric America
Santa Clara, CA
Director of Contracts
EADS North America Test & Services
The SEM industry has been hit with increasingly aggressive customer supply chain management programs, initially introduced as PICOS, which have become more sophisticated and divisive. Their ultimate purpose is to demoralize supplier sales teams and reduce the supplier's high-tech products to commodity status, thereby transferring as much of the supplier's profits to the customer as possible.
Supply chain management programs have evolved to the degree that the supplier sales team is entrapped very early in the sales cycle and by the time negotiation begins, all of the supplier negotiation initiatives will have been neutralized. The only thing left to negotiate is the final price, which is now in the hands of the customer.
Quest Team's dynamic one-day workshop is designed to provide SEM industry companies with the knowledge and tools necessary for success in resisting commoditization of their products and maintaining profit margins.
The course content was developed following a multi-year examination of supply chain management programs being applied to SEM companies. Quest Team researchers conducted confidential discussions with several supply chain management executives and identified offensive and defensive tools that can be effectively applied by suppliers to level the playing field.
During the workshop participants gain a thorough understanding of the typical supply chain management process in the SEM industry. They learn a comprehensive set of tools to take control of that process and the negotiation in a non-confrontational way. This enables proper planning for achieving sales and relationship objectives without significantly compromising profit margins.
The workshop is designed for senior management, sales management, and account managers as well as product marketing/product management personnel who are involved in significant key account interaction.
Materials include: course manual, digital and hard copy offensive and defensive planning options worksheets for application at the participant's company, and a digital and hard copy structured template for proper planning of negotiations.
This one-day Seminar is held from 8:30 am to 4:30 pm. Registration includes continental breakfast and lunch. Casual business attire is appropriate.
This course is available for in-house presentations.