Forecasting has always been referred to as part art and part science. The art is the human factor. How well does the sales person know the customer? How well can they judge what the customer is telling them and how well can they extract fact from fiction? How well do they separate what they believe [...]
NEHANET is integrated with many leading ERP/MRP solutions including SAP, Microsoft Dynamics, Tensoft, Consona and others. Integrating NEHANET with your ERP is usually straightforward, and adds significant value to your operations. We typically pull in the following information from your ERP: parts master, customer master, actuals (shipments), backlog (requested, committed, delinquent, unscheduled), bookings and risk [...]
The standard structure for semiconductor and electronic component sales channels includes direct sales, manufacturer representatives, and distribution. The external sales channel, including manufacturer representatives and distribution channels, can account for up to 90% of sales generated by a company in these industries; therefore, the importance of properly engaging these channels is undeniable. [...]
CRMs is in today’s market are designed for general usage and for a broad range of customers. While this is beneficial for the CRM vendor, this often leaves the customer with a solution that only partially meets their needs. This is especially true for the semiconductor industry, which has several unique complexities associated with its [...]
Improving forecast accuracy is a key requirement for any forecasting system, and is one of the most frustrating issues operations and executive teams face when running a business. NEHANET Global Forecasting addresses three key areas that are required to create an accurate forecast. These areas are: Accessibility Data entry environment Availability and the ease-of-use [...]
If you have an opportunity tracking system, one of the things you need to do is to get salespeople to input opportunities so you can track what is going and build some kind of outlook about what to expect in the future as a result of all the sales activity taking place. [...]
The semiconductor and electronic components industries have unique pricing requirements, driven by volume pricing, quoting through multiple sales channels, supporting multiple locations and buying organizations (customer, contract manufacturer, partner, etc.). To implement a global pricing and quoting program requires a tremendous amount of coordination, historical tracking, currency conversion, real-time price book management, and flexibility. In [...]
The key to having a successful sales channel is making sure external partners are engaged and rewarded for their success. Creating this environment requires great communication and an accurate way to track, record, and monitor business activities. Additionally, transparency -- allowing partners to judge what their current and future revenue streams will look like, can have a [...]
While most industries are global and need to deal with managing customers in multiple locations, the complexities in the semiconductor and components industries are increased significantly through the inclusion of multi-level sales channels and design-in partners. The sales management team needs to coordinate activities between their direct sales team, their manufacturer representatives and their distribution [...]
Distributors, both national and international, are a critical part of the sales channel for Semiconductor and Electronic Component companies, as well as many other businesses worldwide. The distribution channel comes with its own specific challenges and requirements to be successful. First and foremost is the realization that your line is one of hundreds of lines supported [...]