Keelson team

The desk at a glance

Internal: Keelson channel team 2 registrations to review 1 conflict found Average review 1 day

How the Keelson channel team checks a project registration for conflicts and decides it within one business day, so a reseller never hears about another reseller and never gets a price Keelson cannot honour. Owned by Benedict Oyelaran, commercial operations manager, who decides registrations and extensions. Tobias Wren, channel manager, decides disagreements and marketing funds. Nathaniel Cruz, key account manager, keeps the key account list.

The desk today

The registrations the reseller has sent in the last 90 days are the volume this desk works through. Ridgeline alone sent five.

The review in five checks

1. Complete: plant, contact, pump models and quantities, parts, value, expected order date
2. Key account: the plant or its parent company is not on Keelson's key account list
3. Held: no approved registration for the same plant project by another reseller
4. Quoted: Keelson sales has not quoted the same project to the customer
5. Decide and record the reason in one sentence

A question is the right answer whenever a fact is missing. Two registrations this year named the plant but not the pump models, so the parts and the price band could not be checked. A registration needs the pump models and quantities before review starts.

Deciding a conflict

First approved holds

The earlier approved registration keeps the project for its protection period, including one extension

Same plant, different project

Not a conflict when the pumps and parts differ and both customers' contacts confirm separate projects

Expired or lost

An ended registration does not block; the plant can be registered again

Reseller's own record

A reseller's own expired, lost or not approved record is a note, never a conflict

Key accounts

Never open for registration; the list is kept by the key account manager

The Lindqvist Chemical case on the desk today shows the rule at work.

Case: Lindqvist Chemical, Baton Creek plant

- Earlier registration: Mesa Fluid Systems, wear ring sets for the same plant, $44,000, submitted Sep 9, approved Sep 10, protected until Dec 9. - New registration: Ridgeline Industrial Supply, wear ring sets for eight process pumps at the same plant, $41,000, submitted Oct 2 by Diego Farrow. - Check: same plant, same parts, same reliability engineer named on both. One project, not two. - Recommendation: not approved; Mesa holds the project until Dec 9. If Mesa's protection ends without an order, Ridgeline may register again. - Decision: Benedict Oyelaran, by Oct 6.

Key accounts and the price already given

Tarrow Pump Systems is a Keelson key account on a blanket order, managed by Nathaniel Cruz. Ridgeline registered Tarrow on Sep 21 after giving Tarrow a price, and the registration was not approved on Sep 22 with the reason "This company is already in Keelson's own sales pipeline." Tobias decided resellers register before they give a price, and Carmen Delgado made it a rule for Ridgeline's outside sales team.

Extensions

Grant one extension of 30 days when the customer confirms a new decision date in writing and the request arrives before the end date. Kessler Pulp & Board got one on Jun 9 after the mill moved its outage by four weeks, and Bayline Pump & Seal got one for Gulfport Refining on Aug 25 when the refinery turnaround moved by three weeks. Both projects were won inside the extended protection.

The Port Avery request meets both conditions: the authority moved its board vote to next month and confirmed the new date in writing, and Ridgeline asked on Oct 2 with the protection ending on Oct 15.

Service level

Registrations decided within one business day, 10 of 10

The last ten reviewed registrations were decided in one day on average, against a target of one business day. Questions are not counted against the target, because the registration waits for the reseller.

Owners and dates

• BO
  Benedict OyelaranCommercial operations manager, Keelson Precision Manufacturing, decides registrations

• TW
  Tobias WrenChannel manager, Keelson Precision Manufacturing, hears disagreements

• NC
  Nathaniel CruzKey account manager, Keelson Precision Manufacturing, keeps the key account list