columbia industries inc
TRANSCRIPT
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Company InfoEstablished in 1948 in Vancouver, British Columbia ar!est manufacturer of code"approved
products for connectin!, reducin!, repairin!pipes used in se#er and drain #asteapplications
E$pandin! internationally % ne# branches in&oronto and os 'n!eles
ar!e net#or( of speciali)ed distributors, supplyhouses and mass merchandisers for servin!customers
Core BusinessCI product ine includes* Couplin!s +le$ seal couplin!s ar!e diameter repair couplin!s
Inflatable plu!s pecialty couplin!s
9-. employees /--. in Vancouver0 'nnual sales* 123mn / 1. mn in Vanco
B!"INE"" MARKET C!"T#MER C#MMERCIA$ ENTERPRI"E"- !ser
PR#D!CT- %oun&a' on Goo&( A))essory E*u p+en'
C5 67BI' I 6 &:IE I C;
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I 6E, C5 Es rapid e$pansion /sales ?
demands0
C#N"E,!ENCE" =i!h maintenance e$penses
:is( to performance afety of lift"truc( drivers Inability to deliver timely
oss of valuable clientsImpact on revenue !eneration
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B6@I A CE &E:" Individual :oles ? :esponsibilities
ersonal ta(eholders
ift"truc( operatorsift"truc( mechaniclant En!ineer
Industrial En!ineer Influential members
tuart est" Industrial En!ineer E$perts
ift"truc( mechanicDac ues ebre" lant 7ana!er
andra 5!ros(y" lant En!ineer
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B6@I A I&6'&I5
Mo& e& Re.uy " 'ua' on
Benefits derived by reevaluatin! lift %truc( supplier alternativesell defined basic criteria
F 3.G lift hei!htF &otal ift" tability of counterbalanced for("lift truc( at full loadHmastF
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B6@A:I +:'7E 5: " CI>s Buyin! ituation
1 PR#B$EM REC#GNITI#NCI>s =yster lift truc(s are not operationally safe, not reliable, and not sufficient innumber to address business re uirement
2 GENERA$ DE"CRIPTI#N #% NEED"urchase of 2 ne# lift truc(s #ith stability at full loads and fully e$tended masts, and
conformin! to technical specifications
3 PR#D!CT "PECI%ICATI#N"
&otal lift of at least 3. inches /mast fully e$tended 0tability at full loado#er turnin! radius for better maneuverability, lo# #idth of truc(
"!PP$IER "EARCurchasin! epartment* Company policy mandated narro#in! do#n of suppliers #ere narro#ed
do#n to - brands of lift truc(s /safety, do#n time, service0Contactin! each supplier and re uest uotes and demonstrations
5 AC,!I"ITI#N 4 ANA$ "I" #% PR#P#"A$emos to truc( operators and mechanics, resentations to mana!ement
+inal analysis done by est and 5!roas(yJ final decision #ith ebre
"!PP$IER "E$
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EA7E &I A 6:C=' E C'&EA5:@
Re6enue I+pa)'7Bus ness r sImpact of purchase on corpoover time" =i!h
Pro)ure+en' Co+ple9 'y Consevel of comple$ity of the c
purchaseF &echnolo!yH desi!n compleF cope of supply chain inte!rF :elevance of lifecycle costs"
&rade"off bet#een focus on revenue !eneration or !reatesperformance
A d v e r t i s i n g B r a n d e d F i n i s h e d
G o o d s T e l e m a r k e t i n g Critical Components
High techproducts/services
OutsourcedManufacturing
functions
TravelO ce upplies
M a t e r i a l s ! o g i s t i c s B e n e " t s
# r o f e s s i o n a l e r v i c e s
High
High
Low
Low
Re6enueI+pa)' 7
Bus nessR s8
Pro)ure+en' Co+ple9 'y
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+5:CE I + 6E CI A B6@I A BE='VI5: '& CI
Buy n/ Be a6 or a' CI
EN:IR#NMENTA$%#RCE"Gro;' n Br ' s Colu+. a7 :an)ou6er re/ onal e)ono+yhousin!, municipal development" Aro#th in domestic mar(et for
#RGANIs sales ? dGro; n/ Cus'o+er De e)' on " o# operational capacity, un
GR#!P %#RCE"
In luen' al +e+.ers= /roup " ebre, est, 5!ros(y
P$ANT !NI#N> $ ' Tru)8 #pera'ors= /roup- 5perationa$ ' Tru)8 Me) an )s= /roup-
INDI:ID!A$%#RCE"
?a)*ues De.re( Plan' Mana/er " osition, E$perience, =esa brand #ith no previous mutual business"'uar' @es'( In&us'r al En/ neer " E$pertise, influence, intsalesmen"an&ra #/ros8y( Plan' En/ neer " lant maintenance, redu
erformance monitorin!, productivity analysis
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C57 ':I 5 " uppliers ? erformance +actors
D +ens ons ale Ko+a'su Ca'erp llar ys'er T
emonstration $ % $ $
erformance $ ' $ %
&rade"in @es o o @es
ervice ro$imity $ % $ %
arranty K2-. -. K... -... 4
Follow-up (salesman) #ee(ly o #ee(s #ee(ly
Operators Confidence $ % $ %
Mechanics Confidence $ % $ $
%%
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@' E vs; C'&E: I ':" &echnical pecs
D +ens ons ale Ca'erp llar
&urnin! :adius /7aneuverability0 28;2 29
iftin! peed /EH+0 1KKH112 fhp 11 H1.4 fhp
&ravel peed 1.;9 mph 1.;- mph
&otal ift 3- L 3. 3 L 3.
&otal Cost /includin! trade"in0 12,K8. .,99.
$
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@' E vs; C'&E: I ':" rocurement &rends
A$E CATERPI$$AR
upplier pro$imity consideration
on!er term " Closer relationship
Closer interaction across productsHfunctions
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Thank &ou
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'eferences
Hutt( M)( * peh( T) +,-., ) Business Marketing Management: B2B.
Cengage !earning)