Interview with: Ray Suarez, Vice President Sales Operations, Konami Gaming, Inc.

1. Interview with: Ray Suarez, Vice
President Sales Operations, Konami
Gaming, Inc.
A business today can succeed or fail
based on its ability to manage its
supply chain, believes Ray Suarez,
Vice President Sales Operations, Konami
Gaming, Inc. Many factors come into
play in a global supply chain, including
people and product management, but
what is absolutely critical is to
communicate the strategy to everyone
in the organization. A lot of times the
leadership vision does not get down to
the bulk of the workforce, Suarez says.
Suarez is a speaker at the marcus
evans Manufacturing CXO Summit
2013, in Las Vegas, Nevada,
September 16-17.
How can manufacturers optimize
the performance of a global supply
chain?
The global supply chain requires local,
national, and international focus. With
local suppliers, it is possible to have
face-to-face relationships and receive a
quick turnaround on requests. On the
national level, the variables become
more complex. This is even more true at
the international lev el w her e
international regulations and laws are
considered, the need to plan and
forecast expand with each level of
complexity.
In Japan, for example, suppliers do not
carry excess inventory risk without a
c o n f i r m e d p u r c h a s e o r d e r o r
commitment. Thus, manufacturers must
carry bigger risk, to ensure supply chain
viability.
How can they minimize that risk,
while maximizing opportunities?
The communication with the sales force
is critical if manufacturers do not want
to get stuck with parts or supplies. The
sales team is the main point of contact
with existing and potential customers,
they engage with customers, identify
revenue opportunities and forecast
demand.
Manufacturers must then consider
whether there is an exaggerated or
conservative estimation of demand, and
then ensure a supply chain that is
flexible enough for success. The supply
chain must support the business goals
and optimize opportunities with a
minimum amount of risk.
We recognize that there is a partnership
between our suppliers and Konami, and
we strive to establish a win-win
situation. To maximize the value of our
supplier partnerships we have for
several years now been giving our
suppliers a six-month rolling forecast
with purchase order coverage for agreed
lead times for delivery.
Everything comes down to providing a
forecast down to your suppliers, so you
can maximize returns and opportunities
to support your customers.
How do you make that six-month
forecast so confidently?
You have to know your customers, sales
people, suppliers and capabilities. You
must have an awareness of all the
variables in the process. Much like
playing a sport, you have to know the
rules, barriers and challenges, in order
to position yourself for success.
W h a t o p p o r t u n i t i e s d o
manufacturers underutilize today?
They underestimate the skill set for
forecasting, which is partly an art and
partly science. They need experts and
knowledgeable people who understand
their business to properly manage their
supply chain. It starts with the sales
team, if they do not put the proper
emphasis to have the best possible
people representing their company, but
for every sales person facing the
customer, there are many more
individuals behind them who are also
just as critical links in the supply chain.
You must identify and replace weak
links in the supply chain to increase the
opportunity for success.
Finally, communication is absolutely
critical. Everyone needs to know and
understand the vision, and goals.
Everyone
needs to
know and
understand
the vision,
and goals
Managing the Complexities of a Global Supply Chain

2. About marcus evans Summits
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About the Manufacturing CXO Summit 2013
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Nevada, September 16-17, 2013. Offering much more than any conference,
exhibition or trade show, this exclusive meeting will bring together esteemed
industry thought leaders and solution providers to a highly focused and interactive
networking event. The Summit includes presentations on developing KPIs, strategic
manufacturing, global supply chain, solving the skill gap, and design for
manufacturability.
www.manufacturingcxosummit.com
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