global sales and channels program programs and support activities
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Global Sales and Channels Program Programs and Support Activities. Cross National Business Rules for Field Sales Collaboration across all sales channels to “sell locally and implement globally”. Version: March 2013 – Version 2013-1. Introduction. This document - PowerPoint PPT PresentationTRANSCRIPT
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Global Sales and Channels ProgramPrograms and Support Activities
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Cross National Business Rules for Field SalesCollaboration across all sales channels to “sell locally and implement globally”
Version: March 2013 – Version 2013-1
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Introduction
This document
Contains the basic rules to follow in case of Export Orders compliant with Agilent Export Control- and Standards of Business Conduct policies
Will serve as a tool to define the role of Global Sales in Cross National Business
Shows that by linking stakeholders in various countries, assuring local supportability and avoiding costly and time wasting errors, will ultimately satisfy our customers
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Cross National Business Rules for Field Sales
Collaboration across all sales channels to “sell locally and implement globally”
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Cross National BusinessDefinition
Cross National Business in general refers to the situation when a customer in one country wishes to order a product with final destination in another country, regardless of who is doing the transaction.
Typically the following transactions exist
1. Multinational Orders (Transnational orders)
Customer orders where the “Invoice-To” and/or “Ship-To”, are in countries outside the “Sold-To” (order point) country
2. Drop Ship Orders
Customer orders where the “Sold-To” (order point) and “Invoice-To” are an Agilent country and the “Ship-To” country is an IDO country
All these orders are considered Export Orders unless both countries are within the EU.
However ALL orders require cooperation from multiple sites to win business and achieve excellent customer satisfaction.
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Cross National BusinessScenarios to encounter
In general you will encounter one of the four following scenarios in Cross National Business:
1. From an Agilent-direct country to another Agilent-direct country Requires coordination between 2 Agilent sales forces for order processing , fulfillment and
support
2. From a Distributor country into another Distributor country Requires coordination between 2 Distributor sales organizations and agreements on how
support and compensation are handled
3. From an Agilent-direct country into a Distributor country Drop Ship Orders. Requires coordination between 2 sales forces, decisions on order-
processing and -fulfillment, support pricing and Distributor compensation
4. From a Distributor country into an Agilent-direct country This situation is difficult and requires careful consideration of a number of factors, including
order-processing & -fulfillment, warranty & support funding, Distributor compensation etc.
All the above scenarios can be handled in a variety of ways depending on customer requirements. Terms & Conditions of Sale are typically complex and will vary according to country and sales territory. (see next page)
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Cross National Business T&C’sare COMPLEX Global sales channels and contacts
Export Control (embargoed countries, IVL, restricted parties)
How to structure the order based on [Sold-To], [Invoice-To] and [Ship-To] Country
Party making the quotation. IDR, Agilent Business Center, Agilent Sales Office
Pricing. Sold-to-Country Pricing, or ICB Pricing
Discounts. IDR, Global Major Account Contracts, etc.
Payment Terms. Net 30 days, Letter of Credit, Advance payment, etc.
I&F charges and DSS (Distributor Support Services) for Warranty, Training & Support
Incoterms 2010. CIP, FCA or DDP
Freight charges
Order VAT handling for country specific scenarios
Quota Splits
Reseller Commission Compensation
Bottom line: Each deal is different and needs the optimum combination of the above to meet customer expectations, while complying with international tax laws
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Cross National BusinessBasic Rules Know the end-user, the end-use and the
final country of destination of the goods.
Define who will place the order and the name and address of the Ultimate End User (UEU) of the goods
Contact Global Sales for advice and support and how to manage the deal (slide 10)
Global Sales will then
Decide who is best positioned to handle the quotation and advise on appropriate Incoterms, according to customer requirements
Establish contacts between customers and appropriate Agilent or IDR sales team
Ensure that quota splits follow Agilent guidelines
The following rules apply
Only quotes from the Business Center are to be used. Price Surfer quotes should not be provided.
The country of final destination management team determines the discount for the deal
Rules for I&F and Distributor Support Services as defined by the Business Center *
Ensure support is available for all quoted items in the country of final destination (slide 10)
AM and CPM are responsible for compliance with Export Control & Standards of Business Conduct (slide 12)
Have a full understanding of service/warranty provisions (slide 11)
Quota splits apply (slide 8)
Reseller Commission Compensation for IDO countries as applicable per order
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* I&F in countries with an Agilent legal presence by default, for IDO countries DIST_SUPP_SERVICES as quoted by the distributor
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Cross National BusinessQuota Splits
For Cross National deals, a quota split is sometimes required.
Basic LSCA rules on quota splits are:
Destination country ….. 50%
Technical specifier * ….. 25%
Order processing country ….. 25%
* Technical specifier may be in either the destination country, or the order processing country
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The key is to engage the Global Sales team early in the process! They can help link you with colleagues in destination countries, assure local supportability, avoid costly and time wasting errors and ultimately satisfy your customers
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Cross National BusinessContact Persons in Global Sales
When you as a field sales person comes across a Cross National deal, they should follow the basic rules in slide # 7 and contact either the Global Sales BDM you know best, or the BDM responsible for their geography.
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Country of origin of the enquiry Contact E-mail (preferred) Telephone
EMEA (EU Member States /Switzerland)Juergen Braun [email protected] +49(2421)961043
EMEA (Russian Federation, CIS)
EMEA (non-EU Member States, Africa, Middle East)
Marcel Laane [email protected] +31-118 671335 telnet 8671-335
North America / Canada Mike Testa, [email protected] +1 (678) 566-6058telnet 566-6058
LAR (Middle/South America) Leslie Wooding [email protected] +1 (302) 636-1631telnet 636-1631
SAPK, Japan Greater China & India (acting)
Arnold Ong [email protected] +65-6215-8998telnet 215-8998
Global Competitive Accounts / HPI Becky Elmore [email protected] +1 (972) 699-6455telnet 699-6455
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Cross National BusinessSupport
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All orders require installation and familiarization (I&F) and sometimes training. For orders with final destination in IDO countries, a price quotation for I&F should be obtained from the IDR in the country of final destination. The same applies for other distributor support services like training, warranty and after-sales service. Any special terms (e.g. travel and accommodation) should be clearly mentioned in the quotation.
I&F for orders with non-IDO countries as final destination is included in the “Sold-To” prices.
Non-Agilent products and services should not be quoted or shipped without prior agreement of the destination country, in order to ensure supportability. Agilent Third Party Pass Thru Products and Services (3PP) policy applies.
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Cross National BusinessSupport & Warranty
Although most LSCA instruments can be effectively supported in most countries, there are some countries in which local support is not available. Often, there are alternatives that may be acceptable to the customer, but this needs to be checked first and included in the quotation and purchase order terms.
In-country warranty coverage for Cross National Business, delivery to Agilent direct (non-IDO) countries:
Support provided by the corresponding Agilent organization in the country where Agilent delivered the system.
In-country warranty coverage, delivery to Indirect (IDO) countries, 2 options: Distributor Support Services (DSS) included in quote and paid via
Reseller Commission Compensation Order placed by Customer on Distributor directly
Preferred for licensable products like ICP/MS and ECD http://www.chem.agilent.com/en-US/ContactUs/Pages/ContactUs
.aspx
Last but not leastCompliance
Each person involved in Cross National Business is responsible for correct execution of the Agilent Export Control Policies and compliance with Agilent’s Standards of Business Conduct
Export Control Information is available from
http://wps.service.agilent.com/global_trade/export_control/screening/index.htm
Guidance is available from
http://wps.service.agilent.com/global_trade/export_control/contacts.htm
Standards of Business Conduct information is available from
http://sbc.corporate.agilent.com/
In case of doubt contact your Global Sales contact or your Global Trade representative.
* With Cross National Business extra vigilance is required.
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Thanks for your collaboration !
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