Erica Carson “We will do it for 10 percent less than what you are paying right now.” Erica Carson, purchasing manager at Wesbank, a large western financial institution, had agreed to meet with Art Evans, a sales representative from D.Killoran Inc., a printing supplier from which Wesbank currently was not buying anything. Art Evans’s impromptu and un- solicited price quote concerned the printing and mailing of checks from Wesbank. Wesbank, well known for its active promotional ef- forts to attract consumer deposits, provided standard per- sonalized consumer checks free of charge. Despite the increasing popularity of Internet banking, the printing of free checks and mailing to customers cost Wesbank $8 million in the past year. Erica Carson was purchasing manager in charge of all printing for Wesbank and reported directly to the vice president of supply. It had been Erica’s decision to split the printing and mailing of checks equally between two suppliers. During he last five years, both suppliers had provided quick and quality service, a vital concern of the bank. Almost all checks were mailed directly to the consumer’s home or business address by the suppliers. Because of the impor- tance of check printing, Erica had requested a special cost analysis study a year ago, with the cooperation of both suppliers. The conclusion of this study had been that both suppliers were receiving an adequate profit margin and were efficient and cost-conscious and that the price struc­ ture was fair. Each supplier was on a two-year contract. One supplier’s contract had been renewed eight months ago; the other’s expired in another four months. Erica believed that Killoran was underbidding to gain part of the check-printing business. This in turn would give Killoran access to Wesbank’s customers’ names. Erica suspected that Killoran might then try to pursue these customers more actively than the current two sup- pliers to sell special “scenic checks” that customers paid for themselves. 3. How would you evaluete a supplier of check printing for this bank?

Check printing and mailing is part of the value proposition of Wesbank. I would evaluate on the basis of
supplier relationship
transparency
quality of service-reliability, delivery on time etc
supplier’s contribution to the bank’s value proposition/competitive advantage/strategy
fairness of price structure
supplier intentions
The existing suppliers score high in many of the above measures:
Quick and quality service is a key requirement from the suppliers.
Cost analysis shows that existing suppliers are fair in their price structure. They are also efficient and offer cost-conscious service to Wesbank
Erica has a long association (5 years) with the existing suppliers. They are contributing to the value proposition of Erica.
Erica should try to understand how Killoran makes such discount and still have a fair profit margin for them,. whereas other players cannot make such discount. We are not sure whether such discount can for last long. It seems Killoran is trying to match for the discounted money by selling scenic checks to Wesbank’s customers. Though customers are getting free checks form Wesbank they have to pay for scenic checks.
This reduction helps only the bank to reduce costs. Also reduction in costs for Wesbank does not transfer to bank customers. There is no added advantage to the bank’s value proposition. There seems to ba lack of transparency in supplier motive.
Hence I would go for the existing suppliers.
 
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