BUILDING VALUE DEAL BRIEF Summit Food Packaging | Line inspection system 01 — CUSTOMER CRITERIA Outcome: Increase production output without adding another shift. Obstacle: Manual inspections are slowing the line and creating avoidable rework. Why now: A new contract begins next quarter, and the current process cannot support the expected volume. 02 — BUYING REASON New features and capabilities Evidence: The customer needs automated inspection that can keep pace with the new production volume. Next move: Demonstrate the inspection speed on the customer's line and measure the reduction in rework. 03 — COMPARISONS 1. Inspection process Current: Manual inspection Proposed: Automated in-line inspection Customer benefit: Increase output without adding another shift 2. Defect detection Current: Sample-based checks Proposed: Every unit checked Customer benefit: Catch defects before product leaves the line 3. Reporting Current: Handwritten logs Proposed: Automatic production record Customer benefit: Give managers proof without more paperwork 04 — ORIGIN STORY Problem: Food manufacturers were losing production time because manual inspection could not keep up with faster lines. Proof: A similar packaging operation tested automated inspection on its own line and documented fewer escapes and less rework. Lesson: The useful evidence was not the customer name. It was the assessment method, measured test, and result the next customer could evaluate. Use in this deal: Use the story before the demo, then ask what a similar test should measure in Summit's environment. 05 — FIVE VALUE PILLARS expertise: 4/5 environment: 4/5 process: 3/5 emotional: 2/5 relationship: 3/5 Action: Run an on-line trial before the proposal so operations can experience the speed and defect detection. 06 — FINANCIAL COMPARISON Visible product / service cost: $4,200 per month — Current inspection labor allocation Labor and manual work: $6,800 per month — Two inspectors across the active shifts Errors and rework: $2,400 per month — Customer-validated monthly average Hard costs and outside vendors: $900 per month — Rush sorting support Risk or downtime: Not quantified per month — Visible, but not forced into the total Known current monthly cost: $14,300 Recommended monthly cost: $11,200 Monthly difference: $3,100 (positive = savings; negative = additional investment) Unknowns / exclusions: Potential contract penalties remain unknown and are excluded from the comparison. 07 — URGENCY Reason: The new contract begins next quarter and the current inspection process cannot support the expected volume. Decision timing: Approve by September 12 to preserve the October installation and validation window. Special offer: Include operator training for both shifts when authorization is received by September 12. Written proof: Manager-approved letter states the reason, training value, deadline, conditions, and September 10 follow-up. 08 — WINNING PROCESS [x] First appointment: Director of operations confirmed the production goal and contract date. [x] Assessment: Observed the line, measured inspection time, and validated rework costs. [ ] Demonstration / proof: Schedule the on-line trial with operations and quality. [ ] Proposal meeting: Hold until the trial is validated and finance can attend. Missing stakeholders: Quality manager and finance leader Next process step: Schedule the on-line trial and validation meeting before presenting the proposal. 09 — PROPOSAL INSPECTOR [x] Cover page (must-have) [ ] Introduction letter [ ] Agenda [x] Current challenges / criteria (must-have) [x] Product / technology comparison (must-have) — Connect inspection speed and every-unit checking to the new contract volume. [ ] Lockout spotlight [ ] Vendor comparison [x] Financial comparison (must-have) [ ] Genuine special offer [ ] Executive summary (must-have) [ ] Implementation schedule [ ] Contracts / digital authorization Final preparation: Complete the demonstration before finalizing the executive summary and contracts.
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