Winning and Keeping the Business
You learn the commercial side of a factory: quoting, contracting, holding an account, and knowing which orders are worth having.
After this track you can
You can turn an enquiry into a quotation you can stand behind, read a contract for the clauses that will cost you, and decide on the numbers which orders and which accounts to keep.
6 courses · 11 h
- 14.1Winning the Order: Enquiry to QuotationPractitioner6 lessons · 1 h 50 minYou follow one thin enquiry for a children's rain suit from the morning it lands to the invoice that came back short. What the enquiry does not say is worth almost twice the margin. The sample nobody asked for costs six answers a quarter. And eight lines nobody reads decide most of what the order earns.
- 14.2Contracts, Terms and LiabilityPractitioner6 lessons · 1 h 50 minYou read one purchase order for children's fleece through the clauses nobody argued about: a late-delivery charge, a freight recovery, an inspection right, a cancelled cloth commitment, a court clause, and an indemnity outside the cap. The price took three weeks to agree. The clauses took one email, and they cost 2.16 times the order's whole margin.
- 14.3Account Management and Buyer RelationshipsPractitioner6 lessons · 1 h 50 minYou follow one factory and four accounts through a whole financial year instead of one order. You work out what each buyer is worth per week of capacity, and what a year of small concessions costs. You see what a buyer who is two fifths of the order book prices on every other decision. And you see why the person you deal with changes long before the agreement does.
- 14.4Order Profitability and Factory P&LAdvanced6 lessons · 1 h 50 minSix orders all made their costed margin, and the factory lost money in the month they shipped. You learn where the gap between a cost sheet and a profit and loss account comes from. You see what an idle line-day costs, when work below full cost is right, and the exact point where it turns ruinous. And you find the one number that ranks orders when minutes are the scarce thing.
- 14.5Selling the FactoryPractitioner6 lessons · 1 h 50 minYou price one factory chasing one buyer, from a trade-fair handshake to a first shipment. You take nine claims in a capability pack against the five things a buyer really measures. You see what an audit tests, against what the factory painted. You read the sample room as a sales budget. And you meet a pursuit that cost more than the first order earned.
- 14.6Risk Across the Order BookAdvanced6 lessons · 1 h 50 minSeven orders, each quoted correctly, added up to a book no warm autumn could survive. You measure concentration on what fails rather than on what invoices. You see four buyers turn out to be one bet, capacity held for orders that were never firm, and two order books with the same margin and opposite endings.
Track exam
12 questions drawn from a larger bank, across the courses in this track, passed at 70%. 3 attempts, then it locks for 7 days. It is worth finishing the courses first.
Sit the track exam