British Columbia Box Limited

1) Initiator: Users or others in the organization who request that something be purchased.
Mr. Paul Flynn (Vancouver Plant Manager): Felt need for a new flexo folder gluer machine
since existing machine was more than 18 years old.
Mr. Wood (Plant Industrial Engineer): Identified the need along with Mr. Flynn
2) Users: Those wholl use the product or service.
Plant superintendent and quality control supervisor
Laborers
Production Department
3) Influencers: People who influence the buying decision, often by defining specifications and
providing information for evaluating alternatives.
Mr. Ray Dover (sales manager): Assured Flynn that he could generate an additional
$1,000,000 in sales, particularly if there was a larger flexo folder gluer such as 50 X 110.
Jack (maintenance supervisor): Did not like the old Bale die cutter in the BCB Vancouver
plant.
Archie (factory superintendent): Said if you get that Andrews machine, Ill get it running for
you. Flynn placed more reliance on the word of Archie.
Mr. Paul Flynn
Mr. Wood
Manager of engineering services
Canadian division general manager
4) Deciders: People who decide on product requirements or on suppliers.
Mr. Paul Flynn
Mr. Wood
5) Approvers: People who authorize the proposed actions of deciders or buyers.
Divisional General Manager
Canadian Divisional General Manager
Vice President of Finance
6) Buyers: People who have formal authority to select the supplier and arrange the purchase
terms.
Mr. Paul Flynn
Mr. Wood