Q 90Q 90
The Ford Motor Company's electronic components plant in Lansdale, Pennsylvania produces 124,000 engine controllers, anti-lock brake sensors, and speed-control units a day. Since each product has 400 to 500 parts, managers have to keep track of more than five million individual pieces daily. Lean inventories and quick production changeovers require dependable suppliers. To maintain tight control, Ford issues a monthly report card to suppliers listing quality rejects, conformance with schedule, and overshipments. In the words of the plant manager, "this puts our relationship with them on an objective basis." Describe the particular logistical capabilities that a business marketer must possess to successfully meet the requirements of this highly sophisticated Ford plant. Explore other elements of the business marketing strategy that may be crucial in initiating and sustaining a profitable relationship with this customer.