WINNING ON MFG.COM

At MFG.com, we want all of our suppliers, new and old, to succeed. So, this e-book shares the ingredients to our “secret sauce” – or the methodologies we believe will help job shops and contract manufacturers find success on the MFG.com platform. Our recommendations fall into three categories:

• Part One: Building the Foundation for Success

• Part Two: Learning to Win on the Platform — Day-to-Day Operations

• Part Three: Creating Relationships and Building Your Reputation

E - B O O K / D I G I TA L M A R K E T I N G

A GUIDE FOR NEW SUPPLIERSWINNING ON MFG.COM:

Winning on MFG.com: A Guide for New Suppliers | MFG.com 2

BUILDING THE FOUNDATION FOR SUCCESSCOMPLETE YOUR NEW-SUPPLIER ORIENTATION

S o, you’ve decided to subscribe to MFG.com and are eager to start quoting jobs and

winning business. But, before you get ahead of yourself, take a moment to step back and learn how to use our system. There are numerous tools and techniques that can put you on the fast track to success. Rather than relying on trial and error, take advantage of the training we offer. At MFG.com, we make learning easy and fun. And, the knowledge you gain will be invaluable.

If you’re ready to start your training, log into

your account, contact your supplier success

representative and schedule your training today.

Once your orientation is complete, keep learning.

Our supplier support team is available to the

maximum extent possible during business hours.

Every subscriber can use the general support

email address, which is posted on the platform.

Plus, ClickDesk, our online chat function, is

available on every page.

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CREATE A COMPELLING PROFILE

In today’s world, most buyers research potential suppliers using the internet. By the time they reach out to you (whether via MFG.com or directly), they likely have already made a decision about doing business with you.

While creating and maintaining a full website

may not be practical for all suppliers, every

MFG.com subscriber has the opportunity to

create a profile, which is a great secondary

option. Due to MFG.com’s internet footprint and

the high quality of its search engine optimization

(SEO) ranking, your profile will get a boost on

search engines such as Google. Most companies

must pay a lot for similar SEO services for their

websites. So, take advantage of this MFG.com–

provided tool and let your business profit from

the worldwide visibility as to who you are, what

you do and how well you do it.

MFG.com’s supplier support specialists are

available to help you through every step of

creating a profile and optimizing it for search

engines. And, if you already have a website,

your MFG.com profile is an outstanding way to

direct more traffic to it. The increased traffic will

enhance your company’s positioning in search

engine results.

Recommendation:

Create an MFG.com profile and make it as complete as possible.

• Add your logo and pictures.

• Mention your certifications.

• Offer your business philosophy and core values.

• List all the services and products you offer.

• Link to your website.

• Discuss your management team.


LEARNING TO WIN ON THE PLATFORM — DAY-TO-DAY OPERATIONSFAMILIARIZE YOURSELF WITH NEW OPPORTUNITIES AS THEY BECOME AVAILABLE

O nce you have completed the steps in Part One, it is time to understand the various strategies that can help you win jobs and further establish your reputation as a supplier.

Buyers who use the MFG.com marketplace are serious

about finding suppliers to complete their work. Because

they are motivated to make award decisions, the best RFQs

don’t stay live in the MFG.com system for long. Most only

last week or so before award.

If you only log in once every two weeks (or less frequently),

you are going to miss out on many great opportunities. In

fact, our most successful suppliers log in every day. Since

they rarely miss an opportunity, they tend to generate a

significant return on their investment over time.

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Recommendation:

Get in the habit of logging in daily. Over time you’ll develop a keen eye for the types of jobs you can win. And, when they appear, you’ll be ready for them.


Q U OT E F R E Q U E N T LY A N D TA R G E T A VA R I E T Y O F J O B S

When first using the platform, quote often and regularly. Frequent bidding increases the odds of winning and establishing a reputation (positive MFG.com ratings).

Even if you don’t win, the process provides you invaluable

experience on quote preparation. More important, it helps you

accumulate a bidding history that our ShopIQ tool can use

to provide feedback on your competitive strengths. ShopIQ

can specify the RFQ bids where you were most competitive

and where you were not. In reviewing these analyses, you can

understand how you may need to adjust your pricing or the

type of work sought to be more successful in the future.

Recommendation:

Quoting one or two jobs here and there does not yield the amount of data ShopIQ requires for analysis. Go after simpler jobs at first that are easier and faster to quote. Look, too, for diversity in the jobs you select. This combination will provide our ShopIQ tool the data needed to hone in on your “sweet spots.”


USE MFG.COM’s SAVED SEARCHES TO SCREEN THE RFQs YOU SEE

At any one time, there may be hundreds of RFQs posted on MFG.com. The sheer number of offerings makes it impossible to quote on every job. Plus, the size of your shop, the number of machines available and your specific areas of expertise are critical factors in determining the RFQs to target.

The MFG.com platform offers saved search filters that enable you to specify which types of RFQs you want to see and review.

You can specify numerous filter parameters, including the industry, the region, the language spoken, the manufacturing

process, the material, the buyer location, part quantity, delivery date, delivery location, job complexity (tolerances) and more.

Suppliers also can list specific keywords to further refine their search. These techniques let you see as many or as few RFQs as

desired. And, you can create as many different searches as you want, each reflecting a unique combination of filter settings.

Recommendation:

It is not enough to merely set up a variety of searches. You must check the search results frequently. We recommend daily review at first. Remember, RFQs are frequently awarded within seven days of being posted.


D E - P R I O R I T I Z E R F Q s O P E N TO C H I N E S E S U P P L I E R S

Chinese manufacturers have the ability to quote prices that American manufacturers often can’t match. Chinese bids are sometimes so low that suppliers can’t even purchase the needed materials at their bid prices.

But not every job is a good fit for China, and not every buyer

wants Chinese-made products. In general, jobs involving

tight-tolerance parts provide the best opportunity for U.S.

manufacturers to shine, whereas simpler parts with less

demanding tolerances can be successfully sourced to China.

MFG.com gives you the ability to look at the distribution of an

RFQ (just North America, global, etc.) and the buyer’s award

history. If you see an RFQ that has been sourced to China or a

buyer who has a history of awarding jobs to Chinese suppliers,

we recommend saving yourself time and effort by not bidding

on these RFQs. On the other hand, if you see a job with a short

delivery time, tight tolerances and a complex shape, you may

have a shot at beating out foreign suppliers. We recommend

quoting jobs sourced exclusively to the United States first. Then

spend time on RFQs distributed to overseas suppliers.

Recommendation:

Look, too, at the delivery date specified in the RFQ. A distant delivery date can be an indication of intent to award to a Chinese manufacturer.


E X P LO R E T H E CO N T E N T S O F M U LT I - PA R T R F Q s

MFG.com displays RFQs in tabular format showing RFQ number, a brief summary of RFQ contents, and a list of parts sought and the quantity associated with each.

While our summary can be a helpful tool, it does not

tell the whole story. To get a true feel for the parts being

procured, platform subscribers must open the RFQ and

read the contents in their entirety. While you may not

have the capability or capacity to bid on all the work in

the RFQ, you may be the most qualified bidder for one or

more of the parts listed.

Recommendation:

Trust your search results. If it highlights a multi-part RFQ as being within the parameters you’ve selected, take the time to check it out.


CREATING RELATIONSHIPS AND BUILDING YOUR REPUTATIONBUILD RAPPORT WITH BUYERS ON THE MFG.COM PLATFORM

T he MFG.com system gives you the ability to contact buyers who have open RFQs – sometimes by telephone (not all buyers will publish their telephone number), but always

via a direct email message. Contacting them can return amazing dividends. In fact, suppliers who have been members of the MFG.com marketplace for years, and who regularly win business, always cite “communicating with customers” as the secret weapon they use to win again and again.

If all you do is submit a quote without benefit of any kind of

relationship, you’re just going to be a number to the buyer.

And, with a limited reputation in our marketplace – and a

number that is likely further down on the list – the competitive

challenge you face is very real. The solution: Build relationships

by communicating with your potential customers.

Sending messages that build rapport, ask insightful questions

and/or suggest ways to improve the manufacturability

of a part (and thereby create an opportunity to lower the

cost) can serve to show the buyer that you are competent,

engaged and willing to go the extra mile to help that buyer

be successful. It’s a crucial step that shouldn’t be overlooked.

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A FEW TIPS FOR CONTAC TING BUYERS:

1. When you contact buyers, remember that you are a salesperson in this particular context. That means buyers may not respond as quickly as you would like. Don’t take it personally. They get lots of sales calls every day.

2. The message you send is important. You’ll know you’ve asked the right questions or made the right suggestions because you’ll get a reply. Generic messages are likely to elicit no response at all.

3. Timing is everything. Don’t pester buyers with repeated messages and phone calls in a short period of time. Checking in on a regular basis, though, is a good thing. Find the proper balance and recognize that if buyers want to talk to you, they will respond. Sooner or later your timing will be right.

4. Consider the size of the company you are contacting. Buyers from large organizations may be swamped with projects or they may be receiving inquiries from multiple MFG.com suppliers. Responding to your questions or phone calls may not be their top priority. Buyers from small to medium size companies, however, will often appreciate personal attention and advice. They’re a good target for successful communications.

5. Make reaching out a regular habit. Check in with your leads on a regular basis. Soon you’ll have a significant pipeline of potential customers. Eventually, you’re bound to succeed.

6. If at first you don’t win the job, keep in mind that the supplier who did win can fail to deliver. Whether it is quality, economics or poor service, these failures put buyers in need of a quick solution. By staying “top-of-mind” with buyers, you’ll increase the odds of being chosen to step in, fill the void and become the supplier of record.

A side benefit of ongoing communication is more effective quoting. You’ll have a better idea of what is driving the buyer. It could be price. It could be speed. Or, it could be quality. The only way to know is by conversing with the buyer. Sometimes, you’ll even learn that the job isn’t right for you, saving you wasted time and effort.


S TA R T B U I L D I N G YO U R R E P U TAT I O N

On the internet, reputation is everything. Think of it this way: You wouldn’t do business with a totally unknown company, so why would you expect buyers to entrust a manufacturing job to you if they know nothing about you?

Buyers who are considering awarding you work will want to

get as much information about you as possible. If the text and

images on your MFG.com profile look great, the next thing

they’ll want to know is: “What do customers who have worked

with your company in the past think?” They will want to see

ratings and reviews that give them a clearer picture of your

experience, aptitude and dependability. Will the quality be there?

Will you do what you say you will do? Will you deliver on time?

Ratings are the answer. And MFG.com makes it easy for

customers to rate you. But in order to do that, you first have to

complete jobs for them. So, as you start your journey to success

with MFG.com, think about how to win those first few jobs and

obtain some positive customer ratings. Once you have those

positive reviews, future buyers who are looking for quality – and

are willing to pay for it – will see you in a very positive light.

Recommendation:

The MFG.com marketplace does see small, low-quantity and prototype jobs on a regular basis. Consider bidding on these jobs solely for the purpose of winning them and building your reputation. You won’t be able to retire on these wins, but they will help you demonstrate to the marketplace that you really are as good as you say you are. As with so many other things, you have to earn your stripes.


SUMMARY

W inning on MFG.com is often about who you know. Our global marketplace provides you an opportunity to connect with business leads at the exact moment when

they require the services your shop provides. Leverage those leads by communicating and establishing good relationships. Then, use the platform’s tools – and the suggestions in this e-book – to quickly find your way to success.

MFG.com enables sourcing professionals and engineers to quickly and easily locate quality suppliers for CNC machining,

injection molding, metal stamping, metal fabrication and many other processes through an easy-to-use online marketplace.

Suppliers that subscribe can find open RFQs on MFG.com every day to help fill their manufacturing capacity. So, while not

marketing per se, MFG.com is another affordable tool to take your machine shop to the next level.

WINNING ON MFG.COM

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