STEEL SUPPLIERS

STEEL
CARBON ALLOY TOOL STAINLES
STEEL STEEL STEEL
S STEEL
Chromium
Low Carbon High
Molybdenum
Speed  Martensitic

Medium Nickel-Chromium-
Carbon Molybdenum  Hot Work  Ferritic

Chromium Cold Work

Vanadium Steel
High Carbon Austenitic

HSLA -Nickel-
Chromium-
Molybdenum
 Carbon
Steel

Low Medium High

Carbon Carbon Carbon

SITUATION ENCOUNTERED
NEW TASK Some one start a Business
STRAIGHT REBUY Factory Owners
MODIFIED REBUY Blacksmiths
 BUYING CLASSES FOLLOWED BY THE BUYER

 Buy Classes
Modified
  Straight Rebuy Rebuy New Task
1. Problem Recognition  Moderate High High
2. General Need
Description   High High  High
3. Product Specification   High  High  High
4. Supplier Search   Low Moderate High
Buy Phases
5. Proposal Solicitation   High Moderate High
  6. Supplier Selection  Low Moderate  High
7. Order-routine
Specification Moderate Moderate High

8. Performance Review   High High  High

VALUE PROPOSITION

Functional Benefits :-

1. strength
2. surface finish
3. Controlled dimensional tolerance and
concentricity
4. straightness
5. machinability.
 PERCEIVED VALUE OF THE PRODUCT TO
CONVENIENCE THE BUYER

Perceived Value Calculation

 
Value Attribute
Perceived
Brands Price Quality On time Delivery Responsiveness Value

AB Steel
 5 5  4  4  18 
Supplier

Tata Steel  4 5  3  5 17 

JSW Steel  4 5  3  3  14 

Jindal
 5 4  3  3  15 
Steel
THE ROLES PLAYED BY PEOPLE IN THE ORGANIZATION

Buying Role Authority / Designation of person from the Buying

0000 Organization

Initiator
 Machine operator
Influencer
 Anyone
Decider
 Production Manager
Approver
 Finance Department
Buyer
 Commodity Manager/ Supply Manager
User
 Operation Team
Gate Keeper
 Secretary
 NEGOTIATE

DELIVERY FORWARDING
• Increase your • The supplier • It’s always
contract's • Delivered had patented • Too low you wise to get
its your business
regularly or at risk them
manufacturing cutting corners insured.
short notice process,  and your
DISCOUNT PACKAGING quality suffering INSURANCE
CONTRACT BUYING is good option for Steel
Suppliers

 Futures contracts are financial derivatives that oblige the

buyer to purchase some underlying asset (or the seller to sell
that asset) at a predetermined future price and date.
 A futures contract allows an investor to speculate on the
direction of a security, commodity, or a financial instrument,
either long or short, using leverage.
Futures are also often used to hedge the price movement of the
underlying asset to help prevent losses from unfavourable price
changes
 MAJOR FACTORS INFLUENCING THE
BUYING BEHAVIOR
  Influences on Business Buying Behaviour    

Environmental Degree of Organizational Degree of Interpersonal Degree of Individual Degree of

Influences Influence Influences Influence Influences Influence Influences Influence

Level of Demand  High Objectives  High  Interests  High  Age Moderate 

Economic
 High Policies   High Authority   High Income   High
Outlook
Interest Rate High Procedures   High Status   High Education   High

Rate of
Organizational
Technological  High   High Empathy  Moderate Job Position  low
Structures
Change

Political and
Regulatory   High Systems   High Persuasiveness   High Personality   High
Developments

Competitive
  High          Risk Attitude  High 
Developments

Social
Responsibility   High       Culture   High
Concerns