Columbia Industries Inc

8/10/2019 Columbia Industries Inc.

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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;


3/13

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


4/13

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


5/13

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


6/13

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$IER "E$


7/13

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


8/13

+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


9/13

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 $ % $ $

%%


10/13

@' 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.

$


11/13

@' E vs; C'&E: I ':" rocurement &rends

A$E CATERPI$$AR

upplier pro$imity consideration

on!er term " Closer relationship

Closer interaction across productsHfunctions


12/13

Thank &ou


13/13

'eferences

Hutt( M)( * peh( T) +,-., ) Business Marketing Management: B2B.

Cengage !earning)

Documents

Columbia Industries Inc