Plastics : Detailed Sales Process Guide

Lead Generation & Market Research:

Customer Identification:

Industry Sectors:

-Automotive manufacturers
- Packaging companies
- Medical device makers
- Construction firms
- Consumer goods producers

Company Profiling:

-Annual plastic usage
- Current suppliers
- Production capacity
- Quality requirements
- Financial stability

Lead Sources:

Trade Shows:

- Industry exhibitions
- Technical conferences
- Networking events
- Product showcases

Digital Channels:

- Industry websites
- Linkedin prospecting
- company databases
- Email marketing and Online directories

Industry Networks:

- Trade associations
- Business chambers
- Industry groups
- Professional networks

Initial Customer Contact:

First Approach:

 
Initial Communication:

- Company introduction email
- Phone follow-up
- Product portfolio presentation
- Capability statement
- Reference projects  

Key Information to Share:

- Company background
- Manufacturing capabilities
- Quality certifications
- Technical expertise
- Service advantages

 Customer Need Analysis:

 
Technical Requirements:

- Material specification
- Performance requirements
- Quality standards
- Process requirement
- Certification needs

Commercial Requirements:

- Volume requirement
- Delivery schedules
- Price expectations
- Service needs
- Payment terms

Technical Assessment & Solution Development:

 
Product Analysis:

 
Material Selection:

- Performance requirements
- Processing conditions
- Cost considerations
- Availability
- Certification requirements

Manufacturing Assessment:

- Process management
- Equipement requirements
- Tooling needs
- Quality control
- Production capacity

Technical Documentation:

Product Specifications:

- Materal grade
- Physical properties
- Chemical properties
- Performance criteria
- Testing requirements

Quality Requirements:

- Quality standards
- Testing methods
- Inspection criteria
- Documentation needed
- Certification requirements

Quotation Process:

 
Cost Analysis:

 
Direct Costs:

- Raw material 
- Processing
- Labor
- Packaging
- Testing

Indirect Costs:

- Overhead
- Transportation
- Documentation
- Quality control
- Technical support

Price Structure:

 
Volume-based Pricing:

- Minimum order quantity
- Volume breaks
- Annual volume commitments
- Stock agreements
- Delivery schedules

Terms & Conditions:

- Payment terms
- Delivery terms
- Quantity requirements
- Warranty conditions
- Service levels.

Sample Development:

 
A. Sample Production:

 
Process Steps:

- Material preparation
- Process setup
- Sample production
- Quality control
- Documentation

Testing & Validation:

- Dimensional checks
- Performance testing
- Quality verification
- Documentation
- Customer approval

Documentation Package:

 
Technical Documents:

- Material data sheet
- Test reports
- Process parameters
- Quality certificates
- Safety data

Commercial Documents:

- Sample submission form
- Cost breakdown
- Lead time details
- MOQ information
- Terms and conditions

Contract Negotiation:

Commercial Terms:

 
Price Negotiations:

- Base price
- Volume discounts
- Payment terms
- Delivery terms
- Service charges

Supply Agreements:

- Volume commitments
- Delivery schedule
- Quality requirements
- Technical support
- Review periods

Technical Requirements:

 
Specifications:

- Product specification
- Packaging specifications
- Quality standards
- Testing requirement
- Documentation needs

Service Requirements:

- Technical support
- Quality assistance
- Stock management
- Delivery requirements
- Problem resolution

Order Management:

 
Order Processing:

 
Order Review:

- Technical review
- Commercial review
- Production planning
- Material planning
- Quality planning

Documentation:

- Order confirmation
- Production schedule
- Quality plan
- Delivery schedule
- Required certificates

Production Control:

 
Manufacturing:

- Process control
- Quality control
- Testing/Inspection
- Documentation 
- Packaging

Delivery Management:

- Shipping arrangements
- Documentation
- Tracking
- Delivery conformation
- Customer communication

Customer Service & Support:

 
Technical Support:

 
Regular Support:

- Application assistance
- Process optimization
- Quality improvement
- Problem solving
- Training

Documentation:

- Technical datasheets
- Processing guidelines
- Quality records
- Test reports
- Certificates

Account Management:

 
Regular Reviews:

- Performance review
- Quality review
- Service review
- Market updates
- development opportunities

Relationship Building:

- Regular visits
- Technical meetings
- Market updates
- New developments
- Continuous improvement