Sanwa Manufacturing Vietnam Company Limited

Presented by:
Nguyen Tien Dung 1

Idemitsu Lube Vietnam Company Limited

 4,500
Hai Phong 4,000
(factory)
Hanoi
3,500
3,000
2,500
2,000
1,500
1,000
Ha Tinh 500
0
2017 2018 2019
Plan
Da Nang
Foundation MOAug
：13 2012
MWO
Site area(Factory) ： 60,000㎡
Start factory operation ： Jan 2014
Ho Chi Minh Product ：2・4Wheel Engine oil, Industrial oil
MO Plan: 165% increasing compare with 2017’
Employee: 185 (Japanese 7)
MWO Plan: 255% increasing compare with 2017’
Can Tho We mainly focus on MWO, especially Cutting, Cleaning and Anti rust
 Nguyễn Tiến
Name
Dũng
18th 1995
D.O.B 24 years
old
27th June 2017 Join
as soon as I Date
graduated from
ILV
Salesman of university
Depart Industrial team
ment in Hanoi branch
My “first
Object
love” will
be my last ive

3
 Conclusion 05
04
After – sale services
03
Trial test &
evaluation

Approaching
02 steps
Customer information

01

4
 Sanwa Manufacturing
Vietnam Company Limited
. 100 % Japanese capital
Total capacity: .
45.000.000 products/ year

Main customers: Established in 2012

• Denso Co., Ltd in Bac Giang
• Hamanako Denso Co., Ltd province, Vietnam
• Tenryu Sangyo Co., Ltd

Metal components for

transmission of automobile

Invested capital $5 million

by Sanwa Seisakusho Co.,5
Ltd in Japan
 CNC process: lathe,
drilling

Heat treatment: outsource by

Parker processing Vietnam

Check quality after taking back

Production Flow from Parker

Using anti –rust oil

Packing and
Exporting
 84

Focus on Yushiro 2AC because of

biggest volume although it’s the
most difficult oil

9.6 8.4 6
2.4 2.4
Yushiron - Nonruster Shell Shell Precise Mobil
2AC P307N Tonna 68 Tellus S2 Fluid 2001 Velocite
M32 NO.3 7
8
STEP Analyze
01 Challenges and advantages

9
STEP
Build a great relationship
02

10
STEP
03 Solve challenges

11
STEP Propose
04

12
13
 STEP
04 Propose

STEP
Solve challenges
03
STEP
02 Build a great relationship

STEP Analyze
01 Challenges and advantages

14
STEP Analyze
01 Challenges and advantages

15
 Take a long time
for testing at
least 3 months
Customers
03 doubted about
our quality and
The Mindset of Difficult
Vietnamese people: 02 04 after – sale
Difficult service
Afraid of change Difficult

Price
01 05 compared with
Difficult Difficult current brand
Recommend by
Yushiro
their Japan group:
Sanwa Seisakusho How can we
approach ?
16
 01 02 03
Reputation Vietnam Factory Branch System
Japanese supplier for Can produce almost Spread from
T

Honda, Yamaha, Denso, oil types in Vietnam northside to southside

Parker…

04 05 06
Experienced salesman Laboratory Quality
Not only solve the Never make customer
Can support customer
problem but also give disappointed about our
take oil analysis
advices and knowledge oil quality
periodically
about oil to customers 17
STEP
Build a great relationship
02

18
 Conduct the seminar of basis knowledge of
lubricant, introduce fundamental of lubricating
They rely on us for all oil for them
lubricating issues 40%

Visit customers frequently (3 times/ month),

15th October
Take genba activities and support them about
They completely trusted in us how to use oil properly
and consider us as their partner 30%

Thanks to support from relationships with

5th September
Parker Processing Vietnamese and Denso,
More chance to build up the SMV’s Vietnamese Director agreed to meet us
20%
relationships with them
1st meeting with purchasing dpt to
14nd August
introduce our company, our oil
Customer still doubted a little using catalogue , proposal sheet
10%
bit about our reputation

It took about 2 months for building a great 19

relationships with new potential customers

20
STEP
03 Solve challenges

21
 A
Equivalent with
Yushiro 2AC but
the viscosity is
under 7

Friendly with
Customer’s environment
Cost
‘
and
D saving requirement
worker’s B
for proposed
health
oil

Delivery time
short (5 -7 days
from 2nd PO)

C
22
23
 SUCCESS
On 3rd November, they officially
agreed with our proposal and 60%

4
accepted trial test our oil in their
factory for over 3 months

Make the VA proposal

3
for convincing about
55%
cost – saving measures
Negotiate with other departments
such as logistics department, CS
department to ensure that we will
deliver oil for them on time

2
50%

Send them all the necessary

1
documents MSDS, TDS, make the
45%
comparison table to ensure the
similar between 2 kind of oils and
Study all our neat cutting oil, get the friendly environment properties
advice from managers
=> Finally, Daphne Cut HL – 5 was
24
chosen on 20th October 2018
25
26
 10 Evaluation of hole surface roughness Yushiro DN Cut
Summarize
9 2AC HL - 5
8
7
6 MAX 5.15 4.54
5
4
3 MIN 2.49 3.06
2
1
0
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30
AVE 3.82 3.80

Yushiro 2AC
DN Cut HL-5
Max 9

Conclusion 1: The quality of hole surface roughness is in the control limit

and no change so much compared with current oil 2AC
27
28
2. Control rusty percent in final check

XW-21 XW-21
Machine Evaluate
Yushiro 2AC DN Cut HL-5
Number checked
60.000 PCS 60.000 PCS O
products

Rusty percent % 0% 0% O

Conclusion 2 : Daphne Cut HL-5 doesn’t affect to rusty percent of products

29
30
 Average of cutting tool life
14000
11980
12000 11024

10000

8000

6000
4680 4500
4000 3200
2514
2000 1650 1780
982 1300 1198 1200

0
T1 T2 T3 T4 T5 Total
Yushiron 2AC DN Cut HL -5

Cut HL -5 improved the cutting tool life about 8.7% 31

Symbol Item Unit Value
A Average cost per tool $/ Pcs 22
B Number of tool per day / machine Pcs 4
C Number of machines Pcs 110
D = A*B*C Cost of cutting tool per day $ 9,680
E =D*30 Cost of cutting tool per month $ 290,400
F = E*12 Cost of cutting tool per year $ 3,484,800
G = F* 8.7% Cost - saving per year if using HL -5 $ 303,178

Conclusion 3: Customer can save $303,178/ year of

cutting tool cost if using Daphne Cut HL - 5
32
33
 Symbol Item Unit Yushiro 2AC DN Cut HL-5
% NG A
Average production cost per
$/ Pcs 0.36 0.36
product
0.4 B Number products per year Pcs 45,000,000 45,000,000
0.3
0.21 C = A*B Production cost per year $/year
16,200,000 16,200,000
0.2
D %NG when using oil % 0.30 0.21

0 E= C*D Cost of NG products /year $ 48,600 34.020

F Cost saving if using HL-5/ year $

Yushiron 2AC Daphne Cut HL -5 (14,580)

Conclusion 4: Customer can save $14,580/ year of NG product cost if using

Daphne Cut HL - 5
34
35
 Please watch the video which compare the oil dust level
between Yushiro 2AC and Daphne Cut HL -5

Conclusion 5: The oil dust level is the same between Yushiro 2AC and DN
Cut HL – 5

36
37
 L/ month
90
80
80 80
70
60
50
40
30
20
10
0
Yushiron 2AC Daphne Cut HL -5

Conclusion 6: Oil consumption is the same in comparison with 2AC and Cut 38
HL - 5
39
 Total 7KL/month
(KL/month) Oil share
6 5.4 Cut HL -5
23%
5

2 1.6

Yushiro
1
2AC
77%
0
Yushiro 2AC Cut HL -5 Yushiro 2AC Cut HL -5
Reason: Workers still weren’t familiar with our oil’s smell and 40

complained that our smell was awful compared with Yushiro 2AC
 Ensure the oil Propose new oil to
Visit customer 2 supplied to improve their
times/ month to customer performance and

1 3 5
collect the new continuously reduce cost
information

Take the oil

analysis for
2 Cooperate with
them to training
4 6
Solve their
problem
every 3 months worker about quickly and
using oil correctly efficiently
41
 Find out the importance of studying by myself and from Genba activities. Never give up!!!
Our neat cutting oil Daphne Cut HL -5 is better than Yushiro brand at 2 points: Tool life &
NG percent
I supported the customer to cost down around $317,758 / year
Target at Sanwa Manufacturing Vietnam 2019
2018 result 2019 estimate
No Type of Oil
(KL) (KL)
Neat cutting Oil
1
(Cut HL-5) 6.6 30
2 Anti -rust oil 0 7
Estimated our oil in SMV 2019 will be 49KL
3 Slideway oil 0 5
increasing 717% compared with 2018
4 Hydraulic Oil 0 3
42
5 Spindle Oil 0 4
TOTAL 6.6 49
 Demand ILV share Target in 2019
Customer Status
(KL/year) (KL/year) (KL/year)
Pending the test of Milcool
SHOWA 150 57 93
XL due to their reason
Waiting for test cutting result
DENSO 130 0 24
in Japan
Propose 68MT and trial test
YAMAHA MOTOR 100 12 50
for YAMAHA Soc son
Start to supply 68MT,
OGINO 80 15 40
considering the coolant
43
THANK YOU
FOR YOUR
AT T E N T I O N