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The Analysis Report of VWR CORPORATION

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AnalysisWuhan BBL Info. &Tech.Co.,Ltd
15-10-2017
Ø  找谁谈?
 一、通过目标客户的销售产品结构产品收益结构,筛选出当前有需求,未来有扩容潜质的优质客户

 u  筛选标签

 1、公司业务范围:

 VWR Corporation, through principal operating subsidiary VWR International, is a global distributor of scientific and technical laboratory supplies, including chemicals, glassware, instruments, protective clothing, and production supplies. The company also provides technical services, on-site storeroom services, lab and furniture design and installation, and supply chain services.

 2、公司销售网络及业务发展:

 VWR operates in two segments: the Americas (more than 60% of net sales) and Europe, Middle East, Asia, and the Asia/Pacific region (EMEA-APAC, about 40% of net sales).

3)从公司市场运营模式和已有的分支机构的属性上看,此公司偏向于做医用行业的集成供应。

总结:

1、VWR主要的销售市场在美国本土,同时兼顾部分发展中国家市场。

2、VWR 当前是有防护用品需求。

3、从长远发展角度上看,此公司可以发展成战略型的合作伙伴,比如资金引入,亚太 供应链优化合作等。

 

u  通过已确定采购对象找到更多的适合开发客户,途径一:

二、确定目标客户后,合适的接洽对象的提供:





Ø  谈什么内容?

 一、就本次合作,我们可以提供的话题切入线索:

 2017.9.17,获得政府合作合同金额为$2,869,154.62,合同涉及到产品主要为:医疗、牙医和兽医设备及相关产品”

二、分析当前用户对于本次销售合同对外采购的迫切度和供应商选择条件:

 采购产品货源地分布:



曾经采购需求产品明细:


曾经采购交易趋势图:


总结01:

1、VWR之前的采购体系已经接近固定化,可以超荷完成已存销售体系的运成。而新签的这份合同所需求的产品,除了可

以在已往采购渠道上增加进量,最少还有30%的空间需要培植新的供应商。

2、从过往的行为历史上看,如果能在这次采购中进入VWR的采购链,当前肯定会有一个持续的下单机会,并且未来还有

3%的机率进入到对方投资金模式的合作。

  u  VWR向中国采购的无纺布类产品,其选择该类供应商的偏好:

 1)VWR在中国采购无纺布类产品共3家,全部为工厂:




2)与XIANTAO XINFA的交易产品汇总,2者的供求关系很稳定,合作的产品多样:



3)、RIZHAO SQNQI的交易产品汇总,主要集中在口罩:

 




5)、与CITOTEST LABWARE的交易产品汇总,主要集中于实验室耗材:



汇总02

1VWR 选择xiantao xinfa为最大的供货商,其强大的供货能力和对以后产品需求的反应速度。

2、另外2家供应商主要集中提供一款产品,这种集中化生产可以降低生产成本,所以客户对于价格即为

 

 Ø   怎么谈

 

思路梳理:VWR当前应该处于采购筹备中,并且对供应商最少有4项条件的硬指标:


 

Re: About  the 3 favirable Items on awarding $2,869,154.62 goverment contract of Non-Woven Medical Disposables
 

Dear Ms Bridget Smeltzer,

We are the composatable bag supplier for Wal-mart in China.

Congratulate your company on awarding $2,869,154.62 goverment contract on 13rd, Sep.2017.

Based on this program, we want to cooperate with you and become your long-term cooperation partner to supply you with Non-Woven Medical Disposable Products.               To achieve the cooperation, we could support you as below:

1. Always keeping the very low inferior rate. Till now, our inferior rate is less than 5%. After using the 5S manager systerm in production workshop this year, our inferior rate will be controlled by less than 2%. For face mask, the inferior rate is only 0.89%.

 

2.  To save the cost at the largest. Our quotation of c FACE MASK is $26/ctn/2000pcs(Specification: 175*95mm,3ply with earloop,BFE 95%). When the quantity is over 20,000,000

 pcs monthly, the cost could be reduced by 2%-5%. When your annual order quantity accounts for 20% of our exports, we can accpet a 5% reduction in annual cost.

Moreover, we will operate a special production line for you if the order qty is over 35% of our exports.

 

3. From the first cooperation, we promise that we will highly cooperate with you at our best for all your orders:

    a. The special man is in charge of all your orders, from samples to mass production and to delivery time. For some urgent orders, we can provide the solutions at the first time.  Such as during Chinese Festivals, we do our best to work over time for your urgent or temporary orders and promise the extra fee will not exceeds 20%.

    b. When the qty exceeds 10 HQ containers, we will arrange partial shipment according to the oppointment between us. Meanwhile, to save the shipping cost and time, we could offer the service from making sample to distribution, which is upon to your close sales market.

    c. Every order is executed in ERP systerm and all production procedures are visible. So that we can deal with any changes or problems about the orders at the first time.

 

Based on the above 3 items, we are looking forward to establishing a pleasant cooperation with you soon.




v  附加信息提供

 公司的财务健康状态和信用等级,是我们与客户建立长期合作伙伴关系的重要参考指标:


















 




 

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