eShop Logistic | Logistics and shipping for your ecommerce

Fulfillment for Europe: KPI & SLA

Are you an international brand and want to access the Italian ecommerce market through an ecommerce logistic that offers specialized fulfillment services?

Are you an international logistic company and want to access the Italian market and are looking for a fulfillment solution service provider in Italy?

Are you an American brand and want to access the B2C and B2B market in Europe looking for a specific Fulfillment for Europe solution?

eShop Logistic is the best fulfillment solution, thanks to its structures and network!

Here is a case study: company specialized in dietary products, food supplements, MLM (Multi Level Marketing) products, Direct Selling.

Our client company was looking for fast and safe solutions to manage its logistical needs:

Import services with container customs clearance, shuttle from port to warehouse, unloading of goods.

Quantity and quality control, registration of batches and deadlines, storage (put-a-way).

Goods storage service on shelves and pallets.

E-commerce logistics services, e-commerce logistics services, retail logistics services, wholesale logistics services, B2B logistics services and B2C logistics services.

Goods picking solutions (picking services).

Wrapping and packaging solutions.

Consultancy for the logistical supply of packaging and filling materials.

Wide range of transport and shipping solutions with cash on delivery (COD) and non-cash services.

Returns management services with quantity and quality control, restoration, relabelling and repackaging. Value-added services (VAS) such as kitting.

Thanks to the quality of our services, the service level is over 99.999% both in terms of the logistical management of orders in terms of quantity and quality, and in terms of inventory precision.

All of this, as established in the contractual phase with SLA, KPI, SOW, ILSA according to Tender ‘s requests (RFQ, ​​RFP, logistics RFI).

For more information regarding ecommerce fulfillment solutions, e-commerce fulfillment, fulfillment for Europe, fulfillment in Italy, logistics services, contact us via the customer request form on the website: www.eshoplogistic.com

Sei un brand internazionale e desideri accedere al mercato ecommerce italiano attraverso una logistica e-commerce che offra servizi logistici di approntamento ordini specializzati?

Sei un’azienda logistica internazionale e desideri accedere al mercato italiano e stai cercando un fornitore di servizi di soluzioni logistiche in Italia?

Sei un marchio americano e desideri accedere al mercato B2C e B2B in Europa alla ricerca di una soluzione specifica di Fulfillment for Europe?

eShop Logistic è la migliore soluzione di evasione ordini, grazie alle sue strutture e alla sua rete!

Ecco un caso studio: azienda specializzata in prodotti dietetici, integratori alimentari, prodotti MLM (Multi Level Marketing), vendita diretta.

La nostra azienda cliente era alla ricerca di soluzioni veloci e sicure per gestire le proprie esigenze logistiche: servizi di import con sdoganamento container, servizi di navettaggio dal porto di La Spezia, servizi di navettaggio dal porto di Genova, servizi navetta dal Porto di Livorno al magazzino, scarico merci.

Controllo quantità e qualità, registrazione lotti e scadenze, stoccaggio (put-a-way).

Servizio di stoccaggio merci su scaffali e servizio di stoccaggio pallet.

Servizi logistici e-commerce, servizi logistici ecommerce, servizi logistici al dettaglio, servizi logistici all’ingrosso, servizi logistici B2B e servizi logistici B2C.

Soluzioni di picking delle merci (servizi di picking).

Soluzioni per il confezionamento e l’imballaggio.

Consulenza per la fornitura logistica di materiali di imballaggio e riempimento.

Ampia gamma di soluzioni di trasporto e spedizione con servizi in contrassegno (COD) e non.

Servizi di gestione dei resi con controllo quantitativo e qualitativo, ripristino, rietichettatura e riconfezionamento.

Servizi a valore aggiunto (VAS) come il kitting.

Grazie alla qualità dei nostri servizi, il livello di servizio è superiore al 99,999% sia in termini di gestione logistica degli ordini in termini di quantità e qualità, sia in termini di precisione di inventario.

Il tutto, come stabilito in fase contrattuale con SLA, KPI, SOW, ILSA in base alle richieste del Tender (RFQ, ​​RFP, logistica RFI).

Per ulteriori informazioni relative alle soluzioni di e-commerce, fulfillment e-commerce, Fulfillment for Europe, fulfilment Italy, servizi logistici, contattateci tramite il modulo di richiesta cliente sul sito web: www.eshoplogistic.com

Ecommerce Logistics, Ecommerce Logistics, Ecommerce Logistic Italy, E-commerce Logistic Italy

A very important part of evaluating the quality of the e-commerce logistics order preparation process is to determine which key performance indicators (KPIs) are most valuable in an e-commerce or retail or full outsourcing activity.

Once you recognize and understand the most important parameters for an online, retail or omnichannel sales activity, you can compare current performance and monitor improvements and progress towards your targets and goals.

Although the formulas used to calculate and evaluate KPIs may seem simple, it is useful to explain them so you can understand which is applicable to your specific business situation. Below, we report some important formulas for the KPIs of the Italian and global supply chain and order fulfillment.

Key formulas of the ecommerce Supply Chain

Perfect order rate

The percentage of perfect orders verifies the % of orders shipped on time, complete, without damage, without errors and with correct and suitable documentation. We are talking about a measure to evaluate whether or not a retail e-commerce order fulfillment service involves an order fulfillment operation that satisfies the expectations of the retail or end customer or not.

Formula: % orders on time X % orders shipped complete X % orders shipped without damage X % orders with suitable and correct documentation

On-time shipping rate

Punctual B2B e-commerce shipping verifies and calculates the % of orders shipped on time by the Italian and foreign logistics system and service. Like perfect order rate, on-time shipping rate is a critical KPI considered to monitor whether or not an operation meets end customer expectations in both e-commerce and omnichannel retail.

Formula: number of orders shipped on time / number of orders shipped

Order fulfillment rate

The order fulfillment rate reflects the % of orders fulfilled at 100% compared to the total number of orders fulfilled. It can be considered as a general indicator of the accuracy and efficiency of a logistics service.

Formula: total orders executed upon customer request / total orders executed

Like order fulfillment rate above, line item fulfillment rate is another way an operation can measure its overall efficiency and identify room for improvement. Reflects the ratio of 100% filled order lines to the total number of lines.

Formula: total completed order lines/total processed order lines

Orders taken per hour

Orders collected per hour is a metric that measures order fulfillment and shipping productivity in lines per person per hour. This is a profit benchmark that allows an operation to compare its performance with that of others in the industry. It should include all functions within the operation and total hours worked across shifts.

Formula: total orders successfully collected and shipped / total hours worked in picking and shipping

Order lines picked and shipped per hour

Picked and shipped lines per hour measures the productivity of e-commerce pick and ship operations in lines per person per hour. By determining the total lines processed during your operation, you can get an accurate representation of your operational efficiency.

Formula: total order lines successfully picked and shipped / total hours worked on picking and shipping

Inventory accuracy

Inventory accuracy, as the name indicates, is used to calculate the accuracy of your inventory management process. It works by counting the items in stock and comparing that number to what is recorded in your database. Benchmarking and monitoring inventory accuracy can help ensure your accounting and data management practices are in order.

Formula: Number of items counted

Space utilization rate in warehousing and logistics services

Your storage space utilization rate reflects how efficiently you use the amount of available space in your ecommerce warehouse or fulfillment center. Operations with less than optimal stock utilization can take advantage of a number of options to recover lost warehouse space (pallet, shelf, hanging item storage).

Formula:  cubic meters of inventory / total cubic meters of e-commerce warehouse and B2B retail warehouse.

You are likely to find that the logistics warehouse utilization rate is low. This is because sufficient space must be maintained around the inventory to allow for the operation and movement of machinery and personnel.

Days of inventory supply

Inventory days supply measures the amount of inventory available within the logistics business to cover a number of days of expected usage. For most operations, a lower GFI is ideal, but should only be measured within the scope of the operation’s content. It can vary widely across industries, product lines, business models, and even warehouse strategies. For example, consider logistics services for fashion, logistics services for fashion, logistics services for cosmetics, logistics services for beauty products and perfumes, logistics services for dry food products, logistics services for health products, and sports. Food supplements, dietary products, logistics services for sporting goods, logistics services for footwear.

Formula: Value of Finished Goods Inventory on Hand / Total Annual GFI (Cost of Goods Sold) / 365

Total order cycle time

Total order cycle time, also known as inventory cycle time, reflects the average time between the customer placing an order and shipping the order, whether this is an ecommerce order or a retail order. Because the speed and efficiency with which orders move through the fulfillment process impacts profitability and customer service, tracking and improving total order cycle time is critical for most fulfillment logistics companies. orders.

Formula: temporal order received from the customer – temporal order placed / total number of orders shipped

Internal order cycle time reflects the average time it takes from the time the customer’s ecommerce or retail order is released into the warehouse for processing and from the time the order is shipped. It is a key reflection of all aspects of order fulfillment that a fulfillment center has control over.

Formula: order time shipped – order time received / number of orders shipped

Bottom line

Once key performance indicators have been compared, it is possible to monitor performance over time and identify which areas of Italian and foreign logistics activity and operations could benefit from greater attention. Once you know which component of your logistics business you want to optimize, a trusted third-party logistics (3PL) provider can help ecommerce, omnichannel, retail, wholesale, full outsourcing companies consider options, whether that includes changes to internal workflows, the implementation of automation technologies, or something else.

If a customer has difficulty setting KPIs and could certainly use a 3PL or 4PL to outsource their Italian e-commerce logistics, Italian e-commerce logistics, Italian and foreign logistics services. A brand or company can also make use of a logistics site to outsource specific value-added services: see for example the list of VAS services, the numerous companies with which we collaborate and our network to guarantee excellent logistical support. Send us a note to see how eshop logistics srl can help a company grow.

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Logistics Services

Logistics services represent a step beyond third-party logistics (3PL).

Logistics services are an essential part of supply chain management.

3PL logistics can shift the needle on your ability to meet demand, deliver products to customers and increase profit margins.

Logistics services constitute the value chain that connects the producer to the consumer. Here is an overview of logistics services.

Integrated logistics services

Logistics services include all elements of the supply chain, from the factory to the end customer.

They include transportation from the manufacturer to the warehouse, storage, order fulfillment and delivery to the end customer.

A 3PL in Italy and around the world can facilitate all or part of the logistics as part of order fulfillment.

Logistics services include:

  • Transport from the factory to the logistics warehouse.
  • Warehousing, storage, management and order fulfillment.
  • Supply of packaging.
  • Outbound shipments and delivery of orders to customers, with or without cash on delivery service (COD).
  • Returns management

This is a simplified overview of logistics services.

When you dig deeper, there are different options, choices and dynamics in each of these stages of the Supply Chain.

You can choose different types of logistics services to meet the needs of your e-commerce, retail, omnichannel company.

Here are some of the most common types of managed logistics services, otherwise known as 4PL services, used by e-commerce, retail, wholesale, omnichannel companies.

 

Shipping of goods

When you place a purchase order with your manufacturer, wholesale supplier, or distributor, logistics is involved in getting the goods from the point of origin to the logistics warehouse.

Freight forwarding is the process of managing a shipment from the manufacturer to the fulfillment center.

Domestic freight forwarding includes arranging trucking, rail shipping or air freight. Full truckload (FTL) or less than truckload (LTL) transportation of bulky or heavy items is almost always done by rail or truck. Shippers may use air freight for orders requiring fast shipping or high-value products.

International freight forwarding and logistics management solutions involve additional layers of complexity, including customs clearance at both ends of the journey, duties and multimodal transportation.

International goods generally travel via container ships in FCL or LCL (less than container load) shipments or, for lighter or higher-value products, via air freight. THE

Electronics manufacturers also commonly use air freight to transport their goods.

Container ships carry everything from automotive parts to clothing.

As the supply chain becomes increasingly global, international freight shipping is something that many e-commerce companies need.

You can work directly with a shipping company to handle paperwork and organize the transportation of your goods.

Or you can use a logistics provider to handle international freight shipments along with other 4PL services.

The option you choose will depend, at least in part, on the size of your company.

A 4PL or shipping company can bundle your LCL shipments with those of other companies to save you money on shipping. The advantage of using a logistics provider is that the 4PL aggregates a large volume of shipments, so the shippers it partners with are incentivized to provide better service.

Inventory management

Inventory management and related logistics flows are fundamental for every successful e-commerce, retail, omnichannel business. Inventory management can also be a hassle. The best way to alleviate the problem is to automate inventory management as much as possible.

A logistics provider may have an inventory management solution that integrates with warehousing services.

For example, eShop Logistic Srl’s inventory management system for Fulfillment services in Italy and around the world offers inventory visibility, stock projections and data on order trends.

An inventory management solution from your logistics provider can provide data to help you generate inventory forecasts and improve replenishment processes.

The net result of better inventory management is fewer backorders and greater profitability.

 

Third party logistics

Third party logistics is a generic service for a series of logistics services.

Most 3PL service companies will provide the basics of e-commerce fulfillment: receiving, warehousing, order fulfillment, picking and packing, and outbound shipping.

A 3PL can also provide additional logistics services, including:

Returns (reverse logistics)
Kitting and assembly
FTL and LTL shipping

For e-commerce companies that outsource order fulfillment, logistics companies become valuable business partners. At ESL we provide all the services listed above and go above and beyond. We want our logistics services to drive the success of your e-commerce.

Examples of logistics services

It is easier to understand how logistics services work by looking at an example. Let’s start with a hypothetical company that needs logistics services for fashion products, footwear, cosmetics, dietary products, food supplements, dry food products such as coffee, in short, a Consumer Products company.

This sells items online to Italian consumers. Fashion items, footwear, cosmetics, diet products, nutritional supplements, dry food products such as coffee are produced in China, so the company needs help with logistics to transport the products to its third-party logistics company in Italy.

Its shipments weigh at least 2 kg.

Supply chain management from manufacturer to logistics center

The logistics service provider evaluates its shipping options and finds the right freight forwarder to ship the items by sea or air.

The freight forwarder ensures that the documentation meets local border control requirements before the furniture container is loaded onto the ship in China.

He also ensures that the container has cargo insurance.

If the container is not full, the shipper could save money by consolidating the shipment with other compatible goods.

A few weeks later, when the container ship reaches the port in Italy, the freight forwarder once again makes sure that the documents are in order so that the furniture can clear customs.

After the container arrives, a 4PL service might consist of splitting or splitting the container into LTL shipments for distribution to multiple fulfillment centers.

The final step for the freight forwarder is to organize the transportation of the trucks to the logistics warehouse. Since the customer uses a logistics provider, the supply chain manager has a single point of contact throughout the process. Additionally, the 4PL handled any issues that arose during the process of shipping the goods.

Inventory management and fulfillment

In the warehouse, the customer benefits from multiple logistics services. Its 3PL stores goods and ships wholesale orders to retailers using LTL freight shipping. Customer deliveries weighing more than 2kg are also good candidates for LTL shipping if in large quantities and on pallets. The shipping company can deliver the items directly to the customer’s home. For shipments, the ecommerce logistics company can use the shipping services UPS, GLS, BRT and FedEx.

Better yet, the 4PL inventory management system helps you stay on top of your inventory and avoid stockouts.

The system analyzes order performance, helping the customer know when their inventory reaches the reorder point.

By leveraging eShop Logistic Srl’s full range of logistics services, the company frees up its staff to focus on higher-level tasks to expand the business and increase profits. Outsourcing part of its operations was an excellent choice for this online, retail or omnichannel retailer.

Summary of frequently asked questions about logistics services

What are logistics services?

To define logistics services, they include all elements of the supply chain, from the factory to the end customer. Logistics services include transportation from the manufacturer to the logistics warehouse, which includes storage and order fulfillment, and finally outbound shipping and delivery of orders to customers.

What is the meaning of logistics service provider?

Logistics services go beyond typical 3PL services, so logistics providers are often referred to as 4PL services. Logistics providers are a critical part of supply chain management as they can move the needle in meeting demand and delivering products to customers. Expect to increase your profit margins when you implement logistics services.

What is a logistics company?

A logistics company is a company that offers logistics services that go well beyond 3PL and include:

Product/goods/inventory transportation service from the manufacturer to the logistics warehouse.
Warehousing and order fulfillment services.
Outbound shipping services and delivery directly to customers.

eShop Logistic’s logistics services can help you optimize your supply chain management

www.eshoplogistic.com is one of the main 3PL companies in Italy. We provide fast, accurate and guaranteed order fulfillment for our satisfied customers.

But it’s not enough. We are always looking for new and better ways to serve our customers. That’s why we’ve created an inventory management system that gives you visibility and insights into your inventory planning. And we are working with shipping partners to offer additional logistics services. We are moving into the 7PL space, combining world-class 3PL services with 4PL supply chain management.

As a world-class logistics company, our goal is to optimize logistics for our customers by collaborating with partners up and down the supply chain. You will benefit from greater supply chain visibility. This collaboration is a great way to find efficiencies that can save you money. Plus, you can have a single point of contact for all your logistics services instead of juggling multiple providers.

Servizi Logistici Online ecommerce B2C e B2B

SERVIZI DI LOGISTICA ONLINE ECOMMERCE B2C B2B

La logistica retail ovvero al dettaglio ovvero B2B è responsabile della consegna dei prodotti ai clienti sia nei negozi fisici che online. Questo processo inizia dal momento in cui un prodotto viene fornito dal fornitore al cliente. La complessità della logistica al dettaglio è aumentata con la crescita dell’e-commerce, richiedendo ai rivenditori di essere più strategici ed efficienti nelle loro operazioni.

La logistica ecommece ovvero online ovvero B2C e’ responsabile della gestione dei prodotti ch vengono venduti online tramite siti ecommerce.

eShop Logistic S.r.l. puo’ aiutare questi settori in vari modi, tra i quali:

La gestione dei resi è fondamentale per il successo economico e strategico della tua azienda. attività e ovviamente per garantire la soddisfazione del consumatore finale.

Grazie alle nostre soluzioni operative possiamo gestire al meglio i tuoi resi: ritiro a domicilio, accettazione resi, controllo qualità, controllo quantità, ripristino articoli, rietichettatura, riconfezionamento, smacchiatura e molto altro.

Ogni processo viene automaticamente registrato nel ns. Sistema informatico per una visibilità completa dei tuoi resi.

Siamo disponibili anche all’utilizzo del nostro WMS. clienti.

Possibilità di cross-docking con rispedizione dei resi su pallet o su pallet in cartone a strutture logistiche terze, anche all’estero.

Per ulteriori info visitare sessione news: LOGISTICA ECOMMERCE

Per ulteriori info visitare sessione news: LOGISTICA E-COMMERCE

 

COMMERCE

LOGISTICA PER SITI E COMMERCE VENDITA

LOGISTICA PER SITI E COMMERCE AZIENDE

LOGISTICA PER SITI E COMMERCE ONLINE

LOGISTICA PER SITI E COMMERCE PREVENTIVI

LOGISTICA PER SITI E COMMERCE DESCRIZIONE

LOGISTICA PER SITI E COMMERCE PARMA

LOGISTICA PER SITI E COMMERCE MILANO

LOGISTICA PER SITI E COMMERCE TORINO

LOGISTICA PER SITI E COMMERCE BRESCIA

LOGISTICA PER SITI E COMMERCE LODI

LOGISTICA PER SITI E COMMERCE PIACENZA

LOGISTICA PER SITI E COMMERCE BERGAMO

LOGISTICA PER SITI E COMMERCE BOLOGNA

Scopri di più sull’e-commerce B2B e resi

Scopri di più sulla Gestione Magazzino e vas

Scopri di più sulla Gestione Logistica e spedizioni

 

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Servizi Logistici Italia – Logistic Services Italy

La logistica è il processo di trasporto delle merci tra il punto di origine e il punto di consumo.

Comprende la gestione dell’intero processo della catena di fornitura, che comprende materie prime e altri input, produzione, inventario, distribuzione e servizio clienti per soddisfare la domanda dei clienti in modo efficiente.

La logistica è vitale perché può essere utilizzata per ridurre i costi e aumentare i profitti migliorando l’efficienza della catena di fornitura di un’azienda.

Aiuta anche a soddisfare la soddisfazione dei clienti infermieristici fornendo loro rapidamente i prodotti.

Cos’è un fornitore di servizi logistici e quali sono le funzioni di base di un fornitore di servizi logistici?

I fornitori di servizi logistici vengono utilizzati nella gestione della catena di fornitura per garantire che le merci e i prodotti vengano consegnati in tempo e in modo economicamente vantaggioso. Forniscono una vasta gamma di servizi, tra cui imballaggio, immagazzinamento, trasporto, controllo dell’inventario e distribuzione.

I fornitori di servizi logistici offrono un’ampia gamma di servizi relativi allo spostamento di merci da un luogo a un altro fornendo servizi di magazzinaggio, trasporto, controllo dell’inventario e distribuzione. Spesso collaborano con altre organizzazioni per garantire che la consegna sia tempestiva ed economicamente vantaggiosa.

Tipi di fornitori di servizi logistici

I fornitori di servizi logistici (es. eShop Logistic) sono la spina dorsale del settore logistico. Forniscono vari servizi come spedizionieri, fornitori di servizi logistici di terze parti e fornitori di servizi di consegna.

Esempi di servizi di logistica:

Scarico container

Scarico merci sfuse

Scarico colli

Scarico bancali

Scarico scatole

Scarico capi appesi

Controllo di qualità

Controllo quantità

Put away

Stoccaggio a bancale

Stoccaggio master carton

Stoccaggio a colli o scatole

Stoccaggio su scaffali

Stoccaggio capi appesi

Stoccaggio a unità singola

Conteggio del ciclo periodico

Stoccaggio in pick tower o mezzanin

Automazione, Intelligenza Artificiale

Autostore

Open Shuttle

Conveyor

Auto packaging systems

Picking

Prelievo

Imballaggio

Packing

Servizio Imballaggio

Gestione Ordini

Gestione Spedizioni

Spedizioni carico parziale

LTL

Spedizioni carico completo

FTL

Spedizioni colli o scatole

Spedizioni espresse

Spedizioni postali

Spedizioni navali

Spedizioni e Trasposto mezzo camion, aereo, container, navali

Servizi a valore aggiunto

Servizi di logistica

Servizi di fulfillment

Servizi supply chain

Gestione dei resi

Controlli Quantita’

Controlli Qualita’

Kitting e gestione kit

Etichettatura

Stiratura

Vaporizzazione

Pulizia

eShop Logistic Srl

Pulitura

Smacchiamento

TMS

WMS

ERP

CRM

Ricondizionare

Cross Docking

Drop Shipping

Imballaggio in cartoni

Imballaggio in buste

Logistica ecommerce

Logistica B2C

Logistica B2B

Logistica per retail

Wholesale

Omnichannel

Metaverso

Ecommerce Logistic

eShop Logistic logistica ecommerce, logistica retail, logistica omnichannel, magazzinaggio, stoccaggio, spedizioni, trasporti, gestione resi, servizi a valore aggiunto, logistica italia. Ecommerce logistic, retail logistic, omnichannel logistic, warehousing, storage, shipments, transportation, return management, returns management, logistic italy, value added services.

Per maggiori info: www.eshoplogistic.com

RFI, RFQ e RFP Logistici: qual è la differenza?

http://www.eshoplogistic.com Se hai lavorato per un certo periodo di tempo come fornitore di un’azienda B2B, probabilmente sei abituato a ricevere richieste di proposta da clienti interessati ai tuoi prodotti e servizi.

Abbreviazione di “richiesta di proposta”, una RFP è un documento che un’azienda alla ricerca di servizi di livello aziendale può utilizzare per ottenere una panoramica delle offerte e dei costi di diversi fornitori contemporaneamente. Se un fornitore partecipa a una RFP, risponde a una serie di domande su prodotti, servizi, metodologia e costi necessari per soddisfare le esigenze dell’azienda.

Un problema che affligge la moderna RFP è che, in molti casi, non si tratta affatto di una RFP. È diventato un termine generico applicato a RFP, RFI e RFQ. Tutti e tre hanno alcune caratteristiche in comune, ma ognuno presenta chiare distinzioni e la comprensione di tali distinzioni migliorerà notevolmente il processo di selezione durante la ricerca di un fornitore. Ecco una carrellata delle distinzioni di ciascun documento e delle indicazioni su quando utilizzarlo:

RFI

Abbreviazione di “richiesta di informazioni”, la RFI è in realtà un documento preliminare utilizzato dalle aziende che non comprendono il mercato in cui stanno per entrare.

Poiché la RFI è più un documento conoscitivo, ti consigliamo di porre domande aperte, che consentano al venditore di parlare della sua gamma completa di offerte.

In genere, la RFI indicherà le sfide aziendali generali che stai affrontando e quindi il fornitore potrà personalizzare la sua risposta nel contesto di tali sfide. Spesso, il venditore spiega la sua posizione sul mercato (ad esempio, in quali settori è specializzato), come concede in licenza il suo prodotto e quali altre tariffe puoi aspettarti.

Richiesta di offerta

Una RFP, “Richiesta di proposta”, è un documento che chiede ai fornitori di proporre soluzioni ai problemi o ai requisiti aziendali di un cliente. Una RFP è solitamente ciò che segue una RFI; infatti, è raro che un’azienda passi da una RFI a una RFQ (per ragioni che diventeranno chiare di seguito). Una RFP dovrebbe contenere molta più specificità in termini di quali sono le esigenze di un’azienda, delineando gli obiettivi aziendali per il progetto e identificando i requisiti specifici necessari per il lavoro richiesto. La chiave di questo documento è che ci siano dettagli sufficienti per fornire ai fornitori il contesto di cui hanno bisogno per proporre una soluzione valida, ma deve comunque consentire un margine di manovra sufficiente affinché i fornitori possano applicare creatività e migliori pratiche per soddisfare tali esigenze.

Richiesta di offerta

Abbreviazione di “richiesta di preventivo”, la RFQ è un documento ancora più dettagliato che approfondisce le specifiche esatte richieste dall’azienda. In una situazione in cui una richiesta di offerta viene utilizzata per un progetto software B2B, l’azienda sa abbastanza del suo sistema attuale e esattamente come intende cambiarlo o migliorarlo in futuro.

A differenza della RFP, che consente al fornitore la flessibilità di suggerire soluzioni creative al problema, un’azienda che distribuisce una RFQ non cerca creatività. In genere, la richiesta di offerta contiene una tabella che elenca ciascun requisito e quindi chiede al fornitore di valutare la propria capacità di soddisfare tale requisito. Il fornitore specificherà quindi se può soddisfare i requisiti immediatamente, se richiederà qualche configurazione, se richiederà del codice personalizzato o se richiederà l’utilizzo di un fornitore di terze parti.

Qual è il migliore?

Come fornitore, affronto questo problema con alcuni pregiudizi, ma preferisco il percorso RFI-RFP rispetto a una RFQ. Perché? In genere, i clienti che si rivolgono a noi con una richiesta di offerta tendono ad avere una mentalità chiusa nel loro approccio. Poiché non ti stai aprendo alla creatività e alla conoscenza istituzionale accumulata dal venditore, stai sostanzialmente segnalando che non vuoi imparare nulla di nuovo, né vuoi aprirti a nuovi approcci.

Nella mia esperienza, molti clienti chiamano erroneamente le loro richieste di offerta come RFP, ma quando si risponde non è consentito “proporre” una varietà di soluzioni e avere successive conversazioni sulle opzioni proposte, che è lo scopo di una RFP. In questi casi, ti viene semplicemente chiesto di compilare un elenco di requisiti e fornire costi dettagliati per ciascuna voce, che per definizione è semplicemente una richiesta di offerta.

Una richiesta di offerta è appropriata per un progetto in cui si sta aggiungendo o potenziando un sistema esistente.

Tuttavia, ritengo che l’approccio RFQ sia inappropriato per un progetto in cui si prevede di implementare un sistema completamente nuovo.

Puoi facilmente cadere nella trappola di chiedere ai fornitori di fornirti un sistema che faccia esattamente quello che fa il tuo sistema attuale. Se è così, allora devi innanzitutto esaminare attentamente il motivo per cui stai implementando un nuovo sistema e assicurarti che i tuoi obiettivi aziendali siano in linea con gli obiettivi del tuo progetto.

In genere, stai cercando di implementare un nuovo sistema perché quello che stai utilizzando oggi non soddisfa le tue esigenze. Se è davvero così, come puoi sapere quali sistemi disponibili soddisferanno le tue esigenze a meno che tu non conceda ai fornitori la flessibilità di discutere i tuoi attuali processi aziendali in modo collaborativo?

Se pubblichi semplicemente un elenco di esigenze dettagliate in base a ciò che fai oggi, otterrai risposte in cui i fornitori cercano di adattare le loro soluzioni per soddisfare tale elenco e perdere l’opportunità di cambiare veramente la tua attività in meglio. La mentalità della RFQ, in breve, mina alcuni dei cambiamenti positivi che puoi vedere nei tuoi processi aziendali nel loro insieme. E chiudere un occhio di fronte al cambiamento è la strada più rapida verso l’obsolescenza di un’azienda.

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