与比尔·摩尔的问答

SKF美国销售开发及渠道管理高级副总裁

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g:你的职称很有意思。你的职务包括什么?
BM:到现在为止,我已经在SKF工作了将近25年,我在公司的几乎每个部门都工作过,从汽车到OEM和售后业务,我在每个部门都做过从销售员到经理的所有工作。我目前的工作是管理SKF的工业售后业务,包括“走向市场”渠道的最佳选择,如果你愿意的话。因此,我的职责是帮助审查产品或服务投放市场的选择,决定最佳的投放方式,然后通过该渠道将产品或服务投放给我们的客户群。

g:
我假设这些“频道”可以涉及分销商,正确吗?

BM:这是正确的。虽然我们将直接销售给某些制造商,但如果这是最适合所涉及的每个人的作用,最重要的一点是客户的需求正在满足,并且通常涉及我们合格的经销商之一的服务。一个很好的例子将是一个装备制造商,他们与我们想要购买轴承和密封件。我首先向他们询问他们目前正在购买的人,他们的交货时间是什么,他们将在给定时间订购的数量,以及他们对此特定变速箱所需的其他产品。There are many reasons for wanting answers to these questions, one being that we would probably need to ship in higher quantities than they’d want to order all at once—unless they’re truly a high-volume OEM—and another being that certain “bundling” opportunities might exist if they choose to work with a local distributor. Sure, we can provide them with bearings and seals, but what about Loctite to make sure their bolts don’t back out, and shims and sealants? That’s where a relationship with one of our distributor partners can really come in handy. If an average gearbox requires four bearings, four seals, Loctite, and some sealant, a manufacturer can work with their distributor to develop a kit containing those particular items, and they can be of varying sizes depending on the particular type of gearbox they’ll be making from one week to the next. That way you can call your distributor and have exactly what you need delivered just by ordering the particular kit number in whatever quantities you require. And what the OEM gains by that is being able to go to one source and place a single order, instead of several, and they don’t have to keep as much inventory on hand, either. That really plays well into this flexible, “just in time” manufacturing environment that many OEMs are currently engaged in.

g:这个观点很好。我从没想过会有经销商提供这种服务。
BM:分销商可以为oem提供巨大的服务。另一个例子是,一个变速箱制造商想要包括一个油位冷却剂热交换器在他们的设计。在这种情况下,你可以选择自己组装或外包工作,我知道有几个例子,分销商已经走得很远,为他们的客户自己组装。因此,这种关系实际上成为了一种额外的外包机制,它真正帮助客户简化了他们的制造过程。因此,我们试图向OEM市场传达的信息是,我们希望帮助他们了解产品采购和拥有的总成本,因为在当今的商业环境中,客户需要快速的服务,交货速度几乎与价格一样重要。如果你考虑到这一点,再加上他们所能提供的所有额外服务,工业分销商真的可以成为一座隐藏的金矿。

如需更多资料,请浏览本公司网页[www.skfusa.com].