14-Jul-13
Paulus Gunawan
Concerns
In making this study/ recommendation, evaluate a number of potential concerns, feedback against the following criteria : Special treatment for raw materials Capacity Quality (Machine Workmanship) Maintenance and support requirement Historical data of present machines
14-Jul-13 Paulus Gunawan 2
Concerns
Initial investment (company resources) Set up time, changing size parts and cleaning consumption time Easy and friendly to operate Comply to cGMP standard other standards Support of agent including past experience GMP knowledge and Up-date Regulations Company/ agent reputation and support
14-Jul-13 Paulus Gunawan 3
Concerns
Future machine features to meet our coming demand and various products Life time and Life Cycle Resale / Salvage Value and Market Value Compatibility to our existing and future manufacturing machine Operators/ Users skills to operate the machines (adaptable) Human Resources
14-Jul-13 Paulus Gunawan 4
Concerns
Information from other users/ benchmark from users who have been using the machine/ equipment Accuracy cost due to weight variation (more raw material / exceeding weight standard, and fills into capsule) - Yields Excess raw material cost due to waste (lost materials that cannot be utilized)
14-Jul-13 Paulus Gunawan 5
Concerns
Validation Documents (Qualifications) Completeness of Documents Yearly Operating Cost including consumable parts Calculation for 5 years ahead Guarantee and after sales service Trade in with old machine Equipment Inspection (Pre factory visit, FAT, SAT and Commissioning)
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Waste packaging/ raw materials Operating and energy cost Availability of spare part Training provided by manufacturers Update information from the manufacturers regarding same type of machine/ similar one Periodical Inspection (quarterly/annual) either by agent or principals to check the machine/ equipment performance
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Other concerns
Continuity of equipment model and type Availability critical part to be supplied within certain period Accessible to get the latest equipment information, latest and update of information from OEM on the subject of purchased equipment. Including OEM decision prior to discontinue / terminate the purchased equipment or experimental machine Long term support / on-line support even the local agent changed/ no longer exist
14-Jul-13 Paulus Gunawan 8
Other Concern
Service agreement and willingness to keep maintaining and monitoring equipment that have been sold to customers Regular and periodical customer visit by principals whilst giving advices to improper equipment operation, inappropriate preventive maintenance and unacceptable replacement parts (not genuine/ not recommended)
14-Jul-13
Paulus Gunawan
Other
Available to have material equivalence (composition, treatment etc), which could give effect to equipment performance. OEE Other aspects related to financial, physical and appearance, performance, supporting documents etc.
14-Jul-13
Paulus Gunawan
10
Supporting Data
List of users that have utilized the machines, at least 2 years + the very old purchased and the latest one List of projects (on-going projects) List of potential /prospective / promising customers nearly miss project including unsatisfied
customers
v Contact Persons/ Factory, email address, phone numbers and address (local and overseas)
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Other important factors --- Regulation and Regulators : equipment must be in line (not obsolete) with the guide line based on cGMP EHS (environment health and safety) factors have to be considered Green Machinery Concept
14-Jul-13
Paulus Gunawan
15
Possibility to expand to combine to integrate with existing machine and coming equipment in the future Engineering Economy : Discount, Flexible payment, equipment life time, spare-parts and after sales service, salvage/ resale value Machine purchased at the exhibition is commonly cheaper than normal one, with some reasons : first batch, prototype model or do not have to pay extra transportation cost, handling charges etc/ extra cost
14-Jul-13 Paulus Gunawan 16
Business Agreement
Step / Sequential Process
Preliminary Last Decision
How to satisfy all parties (win-win-win solution) long term /life cycle approach including risk-based approach (technical, service etc) reputation reliable entity
14-Jul-13
Paulus Gunawan
17
THE UTMOST
Data and Information from 3rd Party Trust Business Ethics Historical / Background of OEM Principals / Agent Their Long Term Business Relation including knowledge of cGMP and other standards.
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Paulus Gunawan
18
3 C : Critical
quality, traceability, good documented evidences, manufactured under proper GMP conditions, in compliance with regulatory agencies, good quality agreements, good product stability and shelf life.
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Paulus Gunawan
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Paulus Gunawan
20
Business Terms
Different perception of the Term :
Turn-Key Project Delivery Systems (ex. Factory, FOB, CIF, at users warehouse or at dedicated production room) Nation Ethic / Behaviour
14-Jul-13
Paulus Gunawan
21
Suggestion
Comment Other Concern
14-Jul-13
Paulus Gunawan
22
GOODS PATHWAY
From Seller to Buyer From Manufacturer to User
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Paulus Gunawan
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Manufacturer
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Paulus Gunawan
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14-Jul-13
Your Name
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