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1. Presentation on Customer buying behavior of Thermax Ltd.
Presented By Manish Balpande
2. Chain Of Capital Goods
3. Three Departments Marketing 2. Project 3. Purchasing 1.
4. Marketing Department
5. Project Department Study the requirements of the Customer
Gives Schedule to Customer Ensure proper delivery
6. Purchasing Department They are customers to the vender Deal
with vender
7. Customer Behavior Whenever the need generated, customer look
for o o o othere previous project and previous suppliers, they also
consider leading suppliers. Customer throw the enquiry according to
their need to all such suppliers. Customers justify the requirement
in terms of: Delivery time Quality Payment term Terms and
Condition
8. Supplier give Quotation to the customer. Customers receive
all such quotations from everysuppliers, they study them Customer
then does comparison of all suppliers.
9. Consideration of Major Factors by Customer A Rate Quality
Delivery Terms (30 days, 60 days, 180 days, ect., Advance LC)Terms
And Condition ReputaionBCD
10. Customer Consider Lowest Rate Supplier
11. Negotiate in term of: Mainly Negotiation for Rate and
Payment term Delivery can be adjusted by 1-2 month dependingupon
the size of the project but as such adjustment cannot be allowed
for Quality Customers aims to reduce the estimated cost as low as
possible. Customer issue LOI (Letter of Indent) to supplier and
adds final value and terms an condition And this is equivalent to
purchase order
12. Suppliers Checks the LOI thoroughly Customers gives time of
1 week to suppliers for the study of that LOI LOI can be reverted
by supplier within one week After that period LOI is converted to
Purchase order Customer passes this purchase order to supplier
Later on Customer demand for detail Schedule of project
completion.
13. List of activities would be completed at which time called
L2 Schedule is given to Customer Customer take follow ups according
to L2 Schedule If work is not going according to L2 Schedule
Customer may delay the payment to supplier or ect Give delivery on
time and get payment on time There is LD clause is a penalty clause
for delayed delivery. Once the project is done and testing is done
and payment is settled the role of supplier and