Margin Increase as a Function of Quote Precision Optimization for Packaging Automation Projects and Services

Abstract

This document describes design and development of quote optimization process using margin increase as a critical process response. It analyzes the aspects of estimating project or service in the packaging machinery industry. The process begins by acquiring specifications; designing or coordinating resources, time and order fulfillment. Resources considered a range of factors from machinery to spare parts, labor to travel expenditures and hardware accessories. A 35% margin was established as acceptable by customer and management. Invoicing and other metrics acknowledged a profit lower than 35% target. This states an opportunity to increase and maintain goal margin. The procedure and resources were studied to assess over-expenditures deficiencies. Current economy scarceness has increased competition to the extent of company earning trade-offs for "survival". Methodology used included a Pareto diagram which was developed to determine which price range or project scale was most impacted to concentrate efforts and assign causes. Six Sigma methodology: Define, Measure, Analyze, Improve and Control was selected for implementation. Supplier Input Process Output Customer diagram which lists manufacturers, resources, operation, services and clients, was used to evaluate all possible factors impacting the response. Value Added Analysis was performed with resource expenditures derived from invoices reconciled over the year 2013. Standardize, Mistake Proofing, Pull System and Work Balance strategies were combined to generate improvement forms that calculate and keep track of progress performance while enabling scope deviation detection. Key Terms - Margin, Packaging, Quote, Specifications.