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Customer Qualification Process - November 2022 - v1

The document outlines NFFR's customer qualification and sales process, which involves analyzing a potential customer's profitability, creating a customer profile, getting operational and profitability approval, and producing samples to drive profitable growth by creating customer value for new products, existing customers, or new customers. The customer profile creation process requires collecting information such as VAT numbers, customer segments, contact info, payment terms, incoterms, and indexes.

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42 views4 pages

Customer Qualification Process - November 2022 - v1

The document outlines NFFR's customer qualification and sales process, which involves analyzing a potential customer's profitability, creating a customer profile, getting operational and profitability approval, and producing samples to drive profitable growth by creating customer value for new products, existing customers, or new customers. The customer profile creation process requires collecting information such as VAT numbers, customer segments, contact info, payment terms, incoterms, and indexes.

Uploaded by

cali
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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NFFR Customer qualification

process

November 2022
Sales opportunities

1) New product for existing customer : provide an additional product to an existing customer.

2) New product development : develop a new product from scratch to address the market & gain competitive advantage.

3) New customer : gain market share by developing customer portfolio.

Customers needs for decision making :

-Sample : Introduce our products to encourage business opportunities.


-Price : marketing strategy and positioning our offer on the market.

GOAL : Drive profitable growth by creating customer value

2
Sales qualification process

Profitable growth by creating


customer value

3
Sample
production
Customer profile
2 creation
•Planning
Operational & •Production
Profitability approval •Customer Care •KAM
•Finance
1 •Supply Chain
Profitability Management
analysis (Cost •KAM
sheet) •Quality
Management
•Production
•KAM Management
•Plant controller •Finance
•Product •Product
Development (if Development (if new
new product
product development)
development)

3
Customer profile creation
Responsibility: 4) PAYMENT TERMS :
-Customer Care « Cash in advance » doesn’t
-Finance exist, here is the SAP list :

1) VAT number (mandatory) :


-Verification on VIES : https://ec.europa.eu/taxation_customs/vies/#/vat-
validation

-Number for billing address in France and EUROPE.

The first two letters of the VAT number in accordance with the country of
the billing address (same for the delivery address).
5) INCOTERM :
2) NFFR SEGMENTS :
-HYGIENE (HYN)
-HEALTHCARE (HCN)
-SPECIALTY OTHER INDUSTRIAL (SOI)
-SPECIALTY FILTRATION (SFT)
-SPECIALTY WIPES (SWI)

3) CONTACT INFO :
It is MANDATORY to have an "accounting" contact for our bank, with which
we are factoring (surname, first name, email, phone number and function). 6) INDEX :
Provide the index code (for
example, Z1 / Z1 or Z1 / Z3)

If a mandatory information is missing, new customer creation will be


delayed

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