WORKSHEET #3: Defining the Purpose of Roles
EXAMPLE OF A BENEFIT CODE PACKET FOR COMMERCIAL PRINTING INDUSTRY
This code packet is illustrative of the kinds of benefits customers cite in choosing new or in retaining existing suppliers. It is not meant to be a comprehensive list of all the benefits for this industry.
| ILLUSTRATIVE |
|
Function Benefits [F] |
||
|
F1 |
Equipment Capability | |
|
F1.1 |
Specialized equipment | |
|
F1.2 |
Width of presses | |
|
F1.3 |
Most up-to-date technology | |
|
F2 |
Special Products | |
|
F3 |
Binding Related | |
|
F3.1 |
Best binding system | |
|
F3.2 |
Fastest binding system | |
|
F3.3 |
Selected bind | |
|
F3.4 |
Split bind | |
|
F3.5 |
Regionalization |
|
Reliability Benefits [R] |
||
|
R1 |
Responsiveness | |
|
R1.1 |
Inquiry response time | |
|
R1.2 |
Fastest price quotes | |
|
R1.3 |
Flexibility/working with customer | |
|
R2 |
Consistency as a Supplier | |
|
R2.1 |
Highest consistency in product quality | |
|
R2.2 |
Notifies me of product changes | |
|
R3 |
Delivery Performance | |
|
R3.1 |
Delivers when promised | |
|
R3.2 |
Informs me of anticipated delays | |
|
R4 |
Capability to Serve Market | |
|
R4.1 |
Large customer service capability | |
|
R4.2 |
Expertise in customers my size | |
|
R4.3 |
Financially stable | |
|
R4.4 |
Salesman's knowledge | |
|
R5 |
Quality of Product | |
|
R5.1 |
Perceived high quality | |
|
R5.2 |
Highest consistency in product quality | |
|
R5.3 |
Best packaging/handling | |
|
R6 |
Recommendations | |
|
R6.1 |
Recommendations from existing customers | |
|
R6.2 |
Corporate relationship | |
|
R6.3 |
Best reputation in market | |
|
R6.4 |
Customer specification | |
|
R7 |
Restraint on Other Suppliers | |
|
R7.1 |
Price information | |
|
R7.2 |
Price leverage | |
|
R7.3 |
Service leverage | |
|
R8 |
Causes Customer Problems | |
|
R8.1 |
Supports my competitors | |
|
R8.2 |
Supplier integrated to become a competitor | |
|
R8.3 |
Inconsistent market presence | |
|
R8.4 |
Product arrives damaged |
|
Convenience Benefits [C] |
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|
C1 |
Sales Contact | |
|
C1.1 |
Most visits by salesperson | |
|
C1.2 |
Contacts me regularly | |
|
C2 |
Location | |
|
C2.1 |
Closest location | |
|
C2.2 |
Closest to corporate headquarters | |
|
C3 |
Order Cycle Time (OCT) | |
|
C3.1 |
Shortest order cycle (time) | |
|
C3.2 |
Short OCT for normal orders | |
|
C3.3 |
Short OCT for rush orders | |
|
C3.4 |
Short OCT for special products | |
|
C3.5 |
Flexibility in changing orders |
|
Price Benefits [P] |
||
|
P1 |
Lowest Price | |
|
P1.1 |
Regular price | |
|
P1.2 |
Volume discounts | |
|
P1.3 |
Periodic discounts | |
|
P1.4 |
Fees (eg: handling fees) | |
|
P1.5 |
No wide variations during tight markets | |
|
P2 |
Terms/Credit | |
|
P3 |
Other Price Benefits |