Prospect To Order V1.6

Prospect to Order
OMS
SSD | Alejandro Cancino | OMS | March 24 th 2021

01 Introduction 06 Next Steps
02 Key points
03 Gantt
04 Process Mapping
05 Completed Actions
01 Introduction
Opportunities
 Time response in different internal sales processes
 Finance
 Customer Service
 Tenders
 Improve our customers purchase experience
 Reduction in time waste
 Accurete information and communication with internal and
external customers
 Areas Involved
 Finance
 Customer Service
 QA & RA
 Tenders
 Purchasing|Operations
 Commercial area
 Product Marketing
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02 Key Points
 Key topics
 Baseline for the key opportunities based in historic data
 Complete process mapping
 Establish a realistic and achievable target according to OMS needs
Propect To Order
Key Opportunities Baseline Target Comments Agreements
2 days to 10 Customer creation lead time Agreed to reduce time of response and with
1 Finance 24 to 48 hrs
days Customer creation & credit conditions lead time new process in Fluig, to improve operation
SSD: 17
MSG: 5 Incomplete purchase order file [PO, Quote, invoice information CFDI, Reduce 50% of the cases by CS with complete
2 Customer Service 50% improvement
TOTAL: 22 deliver address, contact info, etc.] information by Sales
20%
3 Quotation process
10% are Improve process, register control in smartsheet

Less than 2 days Improve process, time of response, tech information, for SSD quote
a) Tenders delayed and SSD as exception
without doing all process
Quickbase continues
b) Medical Inaccurate
All product registers Registration status, renewals, expiration dates in the system Manual process  smartsheet
Registration information

03 Gantt

04 Process Mapping
 Prospect To Order & Customer creation and credit request
 Mapped all the process with all the areas involved
Opportunity areas detected

 Use same data base for Sales & Operations [SalesForce and
NetSuite]
 Request Totvs access for the commercial area
 Smarthsheet access to Sales to access information
[registrations]
 Have access to customer information: customer is created,
contact information, credit terms
 Price list updated with the latest information and matched with
the medical registration and discontinued products
 Customer filled up a single format with all information
 Customer creation
 Credit line request [when needed]
 SPR authorization process automized  future state

05 Completed Actions
 Activities
 Complete process mapping
 Credit involvement in the process and importance  meetings with Finance
 Add standard lead time in the system and quotation [matched with currect inventory]
 Creation of new customers simplify process
 Product administration agreement: Mkt & Operations
 Product registriaiton development
 Government quotations without passing to all tender process [QuickBase]
 Ibiz proposal as an alternative

06 Next Steps
 MSG Marketing meeting
 Align phase in and phase out products in the system  Mkt  Operatinos in smartsheet
 Product match with with medical registration  RA&QA in smartsheet
 Inventory and selling plan  Mkt  Operations  Sales [Promotions]
 QA & RA
 Product registration process  update information in smartsheet
 Expiration alerts in system  update information in smartsheet
 Inventory and selling plan  Operations  Sales [Promotions]

Alejandro Cancino
Sales Manager / SSD
Phone: +52(55) 9000 2255

Olympus América de México
Call Center: 800-715-4558
Av. Insurgentes Sur 859, 6th Floor
[email protected]
Industrial: www.olympus-ims.com/es/ Col. Nápoles, Ciudad de México Zip Code: 03810
Life Science: www.olympus-lifescience.com/es/ www.olympusamerica.com/
Base
Based in Sales Playbook
INTEGRATED SALES
PROCESS (ISP)
 DETECTION SALES LEAD RETENTION
PHASE
1 MANAGEMENT PHASE
2 PHASE
3
The Integrated Sales Process (ISP) is
one of the five Key Sales Force Drivers
to enable the future success of the
1. ANALYZE/PLANNING 2. APPROACHING 3. NEGOTIATION 4. CLOSING 5. APPROACHING
sales force. The ISP consists of three STAGE STAGE STAGE STAGE STAGE
phases:
SEGMENTATION FORWARD SCHEDULING INSTALLATION
TARGETING VISITS/DEMO/OPE RE-CONFIRMATION
1. Detection Phase ACTION PLANNING PIPELINE & REPORTS PERIODICAL VISIT
2. Sales Lead Management Phase
3. Retention Phase
 Medical Business Unit

 Industrial Business Unit
 Distributors [Medical & Industrial]
 Integrators [Medical]
 Service [Medical & Industrial]
 Tenders [Equipment, Service, Consumables]

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Prospect to Order

SSD | Alejandro Cancino | OMS | March 24 th 2021

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Key Opportunities Baseline Target Comments Agreements

10% are Improve process, register control in smartsheet

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 Mapped all the process with all the areas involved

Opportunity areas detected

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Phone: +52(55) 9000 2255

 Medical Business Unit

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