FST problem
Storyboard Text
- The FST top management and account leads meet to discuss sales strategy.
- Automotive tech companies are a fast growing market and we've only been focusing on the GMs and Fords.
- OK great!
- Team, we want to focus on these new customer types in the next 3 years. Stefan, as key account manager you'll be taking care of AutoTech.
- Hi Rob, it's FST, we'd love to discuss how we can help AutoTech.
- Meanwhile... at AutoTech HQ in silicon valley...
- AutoTech Current Filtration Suppliers Spending 2016-2017Bay Area Filtration $ 5MFilters 4U B2B $ 3.2M
- FST... yes... I remember... I'm afraid you're too much like those other traditional suppliers, not flexible, too slow and contracting is hard. We have more flexible suppliers already.
- This is the bay area, why did this guy wear a suit?
- Stefan moves to the Bay Area and arranges a meeting with AutoTech to restart the relationship.
- Ok, we need help with this Gasket challenge we're struggling with.
- Rob, give us a chance, I want to show you how flexible we can be. We really want to partner with you and show you we can make an impact.
- Palo Alto Café
- Brian the Application Engineer receives the work order.
- Plus supply chain delays due to sourcing new parts and materials.
- We need completely new tooling for this - and we have a backlog of customer orders, so it's going to take 9 months.
- Meanwhile in the FST legal department
- I'm worried AutoTech will not accept our NDA terms.
- Larry in finance is having his own problems working with AutoTech.
- AutoTech wants fast production cycles which doesn't fit with our payment system. How are we going to get paid?
- 2 weeks later... Rob receives the proposal for the Gaskett job from Stefan.
- Dear RobOur proposal is attached. You'll need to sign our NDA, production will take 9 months we we need clear payment instalments. I'm sorry we can't be flexible with that. - Stefan
- This is terrible - exactly what I feared!
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