Forcf has transformed ¡(self from liemtf mainly a car rnantrfacLuner to being rrtâinly -a car assenibier. Ford relies primarily en a few major systems suppliers 1o provide sealing systems, braking systems, door systems, and other major assemblies. In designing a new automobile. Fort) works closely with (say) ils seal manufacturer and creates a black box speCifiCàttort ol Uie basic seat d'mennons and performance that il needs, and Itien visits for flie seat supplier to propose the most cost-effective design. When tlicy agree. Ihc scat supplier subcontracts wtfti parts sep-it pliers lt> produce and deliver the needed components.

lieltrrs have increasingly recognizcd that buyers like m pu relise in this way, and many have Copied systems selling as a marketing tool- One variant <jf systems selling is systerns cofUfiictitig. where ;i single supplier provides the buyer tvfth his or lier entire requirement of MRO (maintenance, repair, operating) supplies. During the contract period, the supplier manages the customer's inventory. I or es am pie, Shell Oil manages the oil inventory of man)' of Its business customers and knows when it requires replenishment. The customer benefits from reduced procurement and management costs atld from price protection over ihe term of I he contract. The seller benefits from lower operating costs because of a steady demand and reduced paperwork.

Systems selling is a key industrial marketing strategy in bidding to build largfr-scale industrial, projects. such as dams, sled factories, irrigation systems, sanitation systems, pipelines, utilities, and even new towns. Project engineering firms must compete on price, quality, relia-hi I ii y, and other attributes 10 win contracts. Consider the following example.

Salehoo Secrets and Tips

Salehoo Secrets and Tips

As with any web site, SaleHoo has a number of features that will help you in buying products from around the world. Once you have an account on SaleHoo, which only costs a one-time fee, you can establish up to twenty named searches for products. After that, any time those items become available, you’ll be alerted.

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