Business Process Improvement ServiceSales Managers’ Meeting9th July 2004
Alison J Mo
UK Marketing Communications Specialist
www.ul-europe.com
Success is team work
2
What’s Being Offered?
A Business Process Improvement Service
A service that will help UL’s existing clients and contactsto manage, monitor and understand true businessimprovement.
www.ul-europe.com
Success is team work
3
What’s Being Offered?
Immediate
Online auditing tool;
Online business management system;
Knowledge solutions in improving business processes.
Future
Third party certification.
www.ul-europe.com
Success is team work
4
Why the Excitement? - Online Internal Auditing Tool
Group Quality Manager with 40 manufacturing sites around the world
Existing Annual Auditing Costs (excl salaries) £54,000 €81,234
Online Approach £30,000 €44,961
Cost saving of £24,000 (€36,269) (45%) and increased value from the audit eg
Allows benchmarking of different sites;
Less business disruption as audits can be arranged 24/7;
More accurate audit results;
Further savings can be made from decreasing headcounts and salaries;
www.ul-europe.com
Success is team work
5
Why the Excitement?- Online Internal Auditing Tool
So how much does UL make?
Price of Annual Contract (a) £ 30,000 (€44,961)
UL/HPO partnership costs of servicing contract (5 days) (b) £ 5,000 (€7,493)
Profit to partnership (a-b)£ 25,000 (€37,451)
Profit Share (50:50) between UL and HPO (c)£ 12,500 (€18,731)
% Profit margin for UL (c/a x100)41.7%
www.ul-europe.com
Success is team work
6
Why the Excitement?- Online Business ManagementSystem
The tool can also be used for:
Benchmarking test laboratories, different manufacturing sites;
Pre-cursor of internal audits;
3600 appraisals;
Managing Corporate Social responsibility (CSR) and Corporate Governance eg SarbannesOxley;
Internal and Supplier audits;
Due diligence audits;
Monitoring customer and employee satisfaction;
Only limited by your imagination………..
www.ul-europe.com
Success is team work
7
Benefits to the Customer
Quick to set up;
No licence;
Real time information on how their business processes are improving;
Improves communication between sites nationally and internationally.
www.ul-europe.com
Success is team work
8
Benefits to UL
Seen as a Business Partner with an innovative tool and knowledge to helpimprove the way they run their business;
A service with a high profit margin;
A service that is cross-sectoral and multi-disciplinary;
Brings valuable market and business information to UL.
www.ul-europe.com
Success is team work
9
Marketing and Sales Strategy
It should not be marketed or sold as a QMS tool but a business improvement tool;
This tool is a Unique selling point (USP) for UL. No one else offers this multi-disciplinarytool;
Sell it as a business improvement tool that adds value to the services we currently offer;
Targets – Existing customers and contacts at the Quality Manager and Directorate level ofglobal multi-sited companies;
Promotional Activities should include:
Testimonials that include cost benefit information;
Treat as 1:1 relationship marketing and selling- no mass mailings;
Demonstrations of the tool.
www.ul-europe.com
Success is team work
10
Pricing
Project value driven not day rate driven;
No formula at the moment. Figure worked out by undercutting the company’s currentcosts;
Prefer it to be invoiced locally and not a cost plus activity;
www.ul-europe.com
Success is team work
11
Pricing
‘Prefer it to be invoiced locally and not a cost plus activity’
So what’s my incentive if UL UK pocket the revenue?!!!!!
The service will give your Sales Team a competitive edge over yourcompetitor