Understanding KEMET s Quote System. P-Quotes versus Debits

Transcription

1 Understanding KEMET s Quote System P-Quotes versus Debits

2 Differentiating Between P-Quotes & Debits This presentation will clarify the process of competitive quoting with KEMET. Once you determine that your customer s request for quote (RFQ) requires pricing more competitive than your standard pricing, you need to submit your RFQ on the KEMET Distributor Quote Form (found in the Forms section of Partner Hub). The location of your customer determines which Pricing Analyst should receive your quote. See the listing for Global Quote Teams later in this presentation. Using the Quote Form allows KEMET to upload the RFQ into our quote system for critical traceability. When we have completed your RFQ, it will be returned to you with an assigned quote number which begins with a P ; hence the name P-Quote. If you are awarded some or all of the business from your quote, you must alert your Pricing Analyst and advise the resales quoted. A Ship from Stock and Debit number, which begins with a K will be issued.

3 Quote Numbers and Debit Numbers Common Questions & Answers Why is a P-Quote good for only 30 days? Usually buys occur within 30 days What if I get my order after the 30 days runs out? If the customer has awarded the business to you or lets you know your pricing is acceptable for future orders, ask us for the SFSD (Ship From Stock and Debit) number. A debit will be good for a minimum of 3 months up to one year. Secure your pricing with a debit number which begins with K. You will need to state your resale price when requesting a debit number. You may then place an order with KEMET if necessary and be prepared when the customer purchase order comes in. Once you ship the product to your customer, you will submit your ship and debit (SFSD) information and receive a credit for the special authorized cost. Why is the quoted cost not our BUY cost? KEMET s distributor business is a Ship from Stock and Debit (SFSD) model, which means you buy product at your book or VPA (Volume Price Agreement) cost. This inventory is yours to ship to any customer. A ship and debit cost is authorized for a specific customer and does not apply until you ship the parts to that customer. Once you ship to the specified customer and submit your SFSD information, KEMET will issue a credit and you may debit down to the authorized cost. It works like a rebate. You may submit for credit as you begin shipping increments of the full quantity, until your debit expires. KEMET allows you to ship more that the stated quantity unless we are in an allocation mode.

4 Common Questions & Answers With a SFSD number, will I have a cost advantage over my competitors? The answer is almost always yes. Our ISS Price Analysts always check POS history and debit history as part of the quote process. An SFSD secures my business with my customer until it expires, right? If your customer is sending the quote out before your pricing has expired, consider whether other distributors have gotten the quote as well. If the answer is YES, send it in for quote again! The ISS team will always strive to protect the incumbent, but just to be safe, advise the ISS rep that you are still actively supporting the business. Follow up with the customer to determine why the bid is going out again. Gain as much competitive info as you can and let us know how best to approach it. Someone may have gone in with an unsolicited quote and underbid you. We want to protect our business together, so play it safe and send in the RFQ even if you still have an active debit. How can a smaller distributor compete with the big guys who get price advantages based on the volume they buy? We need distributors of all sizes and specialties. Establish a good relationship with your local KEMET rep and develop a strategic customer base together Communication is KEY!

5 Americas Pricing Analyst Team by Location KEMET s address format is firstnamelastname@kemet.com

6 European and Asian Quote Teams Please use the KEMET Distributor Quote Form for all KEMET regions, globally. Europe and The Americas both utilize Ship and Debit numbers, but Asia does not. You may receive your SFSD number for Asian customers through the Americas quote team. Name Address Phone # Country Code 00 Areas/Accounts Covered Ivana Gjorgjieva ivanagjorgjieva@kemet.com UK, Russia, Scandinavia, Latvia, Poland, Estonia, South Africa, Mouser Northern, Farnell, RS Components Nada Angelkova nadaangelkova@kemet.com France, Israel Andriana Ognjanovska andrianaognjanovska@kemet.com Spain, Italy, Turkey, Greece, Bulgaria, Romania, Serbia, Egypt Arrow in Germany, Hungary, Slovenia, Czech Republic, Slovakia, Netherlands and Switzerland; and the following distributors for all areas: SE Special, Alma, Telion, Codico, Kristina Stojkoska kristinastojkoska@kemet.com Distrelec and Electronitel Ana Nedelkovska ananedelkovska@kemet.com Goran Trpchevski gorantrpchevski@kemet.com European Quote Team Responsibilities Asia Quote Team Responsibilities Avnet in Germany, Hungary, Slovenia, Czech Republic, Slovakia, Netherlands, Switzerland; TTI in Switzerland, Austria, Netherlands and Slovenia; and the following distributors for all areas: Filcap, Artur Behrens and Digi-Key TTI in Germany, Czech Republic, Slovakia and Hungary; Mouser Central and all of MBS and Wittig Name Address Phone # Country Code 00 Areas/Accounts Covered Kiko Liu kikoliu@kemet.com x 801 Singapore, Thailand, Philippine, Indonesia, Vietnam Elaine Lai elainelai@kemet.com x 809 China, Hong Kong Mandy Dong mandydong@kemet.com x 816 India Rita Zhou ritazhou@kemet.com x 803 Japan, Korea, Malaysia, New Zealand, Australia Maggie Chen maggiechen@kemet.com x 148 Taiwan

7 Thank You!