Q fate é price calculation

yeah in the neighborhood hello hey come on in how you doing good any you yeah not bad and your vacations it was awesome really yeah skiing in Colorado the snow was great I it I didn't didn't break anything missing fingers or I didn't crash into this isimportant yeah no it was good snow was good you did you say you ski or no never that's so fun yeah in the CH I have I have beautiful I am afraid to broke self yeah yeah yeah I know and I'm older and I haven't done like I didn't go

last year at all so I was kind of a little bit nervous really about going you know um so like the First first day I'm just going real slow and just trying to go back and forth then second day a little faster third day and then the fourth day I'm I'm moving but I don't do any of the crazy like jumps and all the big bumps I try to stick to the trails that are just like that are groomed by the machine so like every night they they Gloom certain trails and they have like basically

green which is the easiest blue which is intermediate and then black is Advanced and double black is expert oh my God so double black is down and trees and rocks oh my God yeah so I don't do that stuff I mean some people like perar from uh Jorgenson from system TM he he does he does helicopter Ste so he'll he'll rent a helicopter all the way to top drops them off and then um they ski in open terrain like you know the snow is deep and it's not been no Noah tracks right it's they're making

their own tracks and they go down and the helicopter brings it back up they do this like four four or five times in a day or something it's like oh my gosh there's no way yeah I mean it's possible in the chair chairs yeah that's it yeah for me this is impossible for me yeah exactly well when you get off the chairs too right you come down to get off you come down like a like a a ramp kind of there's there's snow on it right some are some are steep some are not that Steep

and then we've got sometimes up to six people on the chairs so you have to be all trying to get off without crashing into each other oh yeah that's actually that's actually was the most nervous part of the beginning is just getting the hang of that again but yeah in the tra you can uh what is the name it oh my God it's you can um take your hand like beat your yeah it doesn't move that fast they're pretty smooth sometimes we were in like the gondolas and stuff like that like um they had open

chair list let me see if I have some pictures and did this was really cool yeah this is my son and this is this was an enclosed one okay so it's um completely en closed light like those so you take your skis off and you walk into it and then the door shut and it moves up but it goes up some pretty high terrain yeah and then others it's just um yeah there was me and my son the top of ASP up at the top they have a cool sign there you can take a picture

from oh yeah the scenery is just absolutely amazing yeah yeah there's another picture rooms I could just stand there all and look at that stuff it's so beautiful oh yeah so yeah they a lot of snow there was fun but it's expensive I mean I already had pass and my son Trevor has an apartment near there so I stayed with him so it didn't cost me anything I used my Airline to fly out you know my you just PID for food and drink yeah I didn't have to rent a car he has his C picked

me up from the airport so probably spent $700 and beer and and wine and alcohol and food and we drank a lot so and drank while we were ski and even but you have to be careful yeah you know that you don't get too stupid on on the I'm actually still usually it doesn't matter how much I drink I'm like okay think about what you're doing and be careful so yeah you need a little bit of alcohol to kind of like loosen you up a little bit just to take the edge off but yeah it

was fun it was really fun so um what was your message you were sending me yesterday I did not understand what you were asking you about price calculation General timeline and and responsibilities for new project I I wanted to understand better uh about the Q gate so the timeline what happen uh step by step and when I or when and where I can come in okay got you got you yeah um so we pretty much do the Q gates for any project over $2 million mhm yes from from from and I don't know how from

you are with this homeg actually has a oh it's their specification I have this stuff pretty much now memorized but yeah okay and they're rewriting this I think this is the last version but it's also on the the homeade group process model mhm and maybe you and I looked at this before I can't remember but more or less this chart here tells when we need to get approval from from 2 to 3 Mill milon it's just more or less Barry an application engineer so Regional Regional head of application engineering and Regional sales director which is

Barry then it goes from 3 to 6 million and then we add a couple more people head of homade sales which is Daniel Schmidt and The Bu head and then from 6 to 20 you add a couple more people on here um it's anything with an yeah maybe I did say then you got head of application engineering you have sales yeah yeah that's head of sales that's dami be head it's basically the Sr approver all the people with the fs have to be invited to the meeting but so but when do you do this when

do you do this that's the question you're asking so we're supposed to do it when the customers is getting ready to buy but we have not presented a final offer so meaning that we've only given them budgetary pricing maybe technical specifications mhm and a drawing but we've given them it has to be a number that's not in a proposal right it's a non-binding number so uh just to understand uh the client uh looking us search us for for bu some project or the machines whatever um and this point you started to Q gate right so

you so the Q gate is basically let me show you the one for wings are one cuz that's the last one we did right so basically I get involved because I get notified from sales or whatever hey that there is this project is getting ready to close and it's X millions of dollars it's it's usually my group because it's usually system TM ciso or Winan which is my group my product area or it could be a big large hemade project which is still also my product area because I've got David Mau and Martin kovski h

on we met Martin a couple weeks ago the older gentleman set over there and then the only other projects typically would be like finishing projects which are thir party which as arands group down here and then that's who that's really the only ones we're doing Q games for so I either get notified through Aaron through dougm because his salespeople um or one of the regional directors comes to me and says hey this customer is getting ready to buy they start this and there's kind of a template that sales fills out so they are respons ible

for doing this slide this slide this is like internal people involved right and then information about the customer who is the buying Center in other words customer names titles this is what homeg wants to see competitors who's in who else is involved right you know in this case there was only one and then how do we differ between wine EG and home egg um the overview of the project what it is that we're actually selling them right like the scope I think I sent you this didn't I send you this one I don't PowerPoint no

I don't think okay and then this is we we basically insert like the machine drawings we don't really get technical and the Q Gates they don't really want to get technical on that they don't care about all the details okay and who are responsible to do sales people this is all sales we really only have two slides on the whole from qba presentation but they take yeah and these I I wanted to know uh responsible to step by step you know and when happened that yep so the the value proposition risk assessment really honestly home

only cares about this slide when we get to this one are there technical risks are there special conditions liability um things that the customer's asking for that we know we're going to have to fulfill that could require paying a penalty maybe or something um is there anything special about the Machinery is it custom um what's the credit status of the customer you know and then we have a commercial fact sheet we have the second part of the commercial fact sheet and then I have the graphs that Anderson I sent you the cash flow graphs that

he kind of developed on his own on this slide we hide this slide for the presentation this is the sales people fill this out which has our margin and this and that but Daniel Schmidt cares only about what our total margin is which is calculated here that's why when I put in the cost for system TM and I know you can't see this but like you put cost for the system TM cost for Styles mhm it calculates an overall group margin and we put in uh Target usually I never use customer requests the customer usually

is doesn't negotiate payment terms mhm until they see our proposal with our payment terms and they get ready to buy so I put the target payment terms deposit so in other words everything's got to be 100% And then we come up with and a lot of times this is made up but we come up with a scenario of walkway payment terms in other words we give ourselves some room for negotiating but the purpose of the qate meeting is for it's typically Daniel to agree we can go to the walkway terms if we need to and

the walk away price that's the whole purpose having the Q gate meeting is there is there any risk can we if we need to go to the walkway price and if we need to go to the walkway payment terms and conditions it's really those three things MH and then he says yes he almost always says yes yes CU it's always usually good numbers right so so so that is so so honestly Juliana I don't I know what these slides say but I don't prepare any of these M the sales people are responsible for doing okay

so just to understand better the timeline so we'll receive the I don't know the request from customer and after that after that we uh starting to do the Q gate right so we receive like a sales opportunity you're talking about the very start right the very beginning right customer calls a Salesman or hopefully the salesman calls the customer and they start talking about a project okay honestly with things like Windsor one and stuff it's years could be years seriously that that process could start one to two years easily and we talk about Concepts the salesman

does he gets with the product person they talk about the project the the application of the project part sizes things like this and then it um eventually develops into budgetary pricing drawing maybe the customer's not ready to buy yet but they just want to know roughly what it is but they don't have a building yet the case the ones are one they didn't have a building so so it's different every time it's different every time could be a year could be two years could be sometimes a couple of weeks mhm sometimes customers will call and

say hey I've got a big order from my customer I need to buy a machine I need to get going right now and we don't have much notice so there is no answer I can give you that honestly it's at least a Year's process in most cases okay and after that and we don't really even there's no Q gate even this this part even being done until they're getting ready to buy and we got to do a final proposal so as long as we are giving the customer budgetary and it says budgetary and we're giving

them drawings and text BS we don't need to do any of this okay so that's kind of like our normal sales process for projects really but uh in the case the in qate case the process is Sal opportunity and after we start the the Q gate that's it yeah then the the sales opportunity should be created at the very beginning when we know about the opportunity right M and then it's left open and then we have um we discuss in our group not inv to these meetings are you do you want to be invited to

like our we we have a meeting every two weeks that I have all my technical people on there and we talk about all the upcoming projects and when they're going to close that's kind of how I get my information to to do the Q I should add you on there if you're interested and then you kind of get an idea of what we're talking about and the projects coming up um when's our next one it's March 7 can I add you to these yeah sure you don't have to everyone if you can um I do

a I do a meeting once a month I mean this this would help you to if you can attend these this would kind of help you also you're listening and you're yeah you're trying to say okay this one sounds like this one's ready to be done you might even hear us talk about okay um we need to start doing the Q G and and from my team from the technical team they need to get me the pricing the cost right like our price calculation that's what I need from them and then I can do the

commercial fact sheet and I need things like what's the delivery time out of the factory and things like that um and then I need the cost from a factory um in the case of system TM I usually go right to them or we can go to Erin oswalt's team and we can ask them what the costs are for this project for this proposal like their their true cost to build a machine mhm um and more that said I have to enter the project into project Center I usually do that at the time that we're getting

ready to do the Q gate if it's a homeg project they put it in anyways homeg puts the project in but it's TM ciso or third party like benj cor we have to do it cuz they don't have access to the project Center so just after the this meeting you select some project and do the Q gate right yeah it's honestly we don't even do one qate a month there's not very many times into a q because it's it's got to be it's it's got to really be over 3 million in before I'm doing the

Q gate and getting it ready to go to H right so sometimes we have a couple in a month and sometimes I go two months three months with no Q gates at all right you know um and then I send an email to the Q Gates basically with a copy of the presentation when it's all done to there's a q gate email address and they have a little template they want you to fill out soell lots of little templates and everything like that of the project and I don't know if am I am I answering

am I helping you or am I not uh or do you not want to talk about some of this information or is it okay for you so so once a once the Q gate is done there is this let me see when I did the request so send it to the Q Gates organization please see attached table and the presentation presentation which is what I'm showing here this will be approval for assistant TM project CES as the business unit please let me know if anything further is required you type in anything in the yellow right

so customer name project number which is our sales opportunity number that's why it's got to being in Project Center the dollar amount land is USA is it a cell or a systems project no main business unit CES application Engineers name uh sales Engineers name I put those in Regional sales director always Barry Keller you you can skip this other stuff early as possible date for the meeting last possible date for the meeting and I I usually early as possible is probably the next day okay the latest would be if the sales gu is like hey

yeah we got to get the proposal of the customer by March 10 or something like that right so that's where that comes in and then they want to know the time difference between Germany and where the main participants and I said in this case minus 9 hours from Germany some particip are on the west coast which is California that's why and then third party is no because the system TM and that's how it was make aveng veng cop I'd say yes and then I said for the meeting please invite from the style side and I

give her them it usually goes to like burget Daniel Schmid's secretary is there's like two or three uh ladies at home egg that check this email inbox and then they look for they check with Daniel Schmid and then they look for everybody else as they check their calendar to see the openings and when they can put the meeting in and then I said according to mgu approval specifications for offer price between 3 to 6 million which was this mhm I said we needed to invite Dr Schmidt head of sales Darko simov bu head Barry Keller

Regional sales director Perry organs and head of application engineer if I give them all this I open up the last email sent and Juliana and I I do the next one based on the last one I sent right I just go in and change everything cuz wow I do it doesn't take this is easy it takes a few minutes and then that means that the presentation is done this whole thing is done how long do you spend to do the presentation with sales personal so I for this commercial part here if we go back to

the beginning I'm typically not involved in any of it so zero time there they might ask me questions on this risk assessment this and this several hours two to three hours another yeah just to understand for example okay we uh you targeted Q gate after the the meeting uh the new about the new project so okay I started the Q gate and I don't know my first date for the approval meeting it's like no after one month something like that I don't know if you understand my question from the time that if they're getting ready

to buy and I'm told okay this thing for Windsor one we had a few days to put this in together it was wasn't the greatest situation but it sometimes happens mhm and and how and why that happened so fast is the customer called our salesperson and said uh I found a building we're buying a building we're ready to go and after they push this weeks months we check in on them we're not ready we don't have a building yet and they called and said we had a building we're ready to buy everything okay so now

we have to hurry right but we don't have a process just to say like okay you need to do the Q gate um in two weeks and after that we don't doesn't mean we can't develop one but we really don't and it's so different in each case CU sometimes a customer just doesn't give us much notice and then in this case I have it somewhere here the way in in this case the Windsor one so I do this Q gate and I prep this for a $4 million order right that's what it was supposed to

be and then we do the sales agreement that's what the sales agreement is they've already signed it and then they said oh by the way we want to buy the rest of the equipment but this is uh this is after we've got the approval yeah after what after the approval from homech yeah after the qate meeting right okay and then they said oh we want to buy this too phase two at the same time well I only did the Q gate oh my God yeah I only did the Q gate for for this one yeah

so what happened last week okay first of all my email is saying hey we need the que gate done by February 19th homeg said they couldn't do it there's all this back and forth from um Michelle call saying you know uh Dana Schmidt's not available Sergey Schwarz also gets invited to these cuz he's on the board he's not Avail they're not available until like February 28th well that's too late so what per Jorgenson did from system TM is he contacted Daniel Schmidt by email and said Daniel we have this ready to go yeah and Daniel

Schmidt looked through it all and approved it by email but now he's waiting for us to finalize this with the new numbers based on the two sales and then he said to email it to that group that we had invited to the meeting and then I have to put this in this workflow process um after we've gotten approval and then they digitally sign this so so this they're all they're all different they're not always handled correctly sometimes I've had Q Gates where I've done this and Barry's on the phone with Daniel Schmidt and he's like

oh yeah I saw it and I approve it we never really had a meeting and technically he's not supposed to do that because you have to have other people on the meeting right so even even doesn't follow any real process to be honest with you so then I have to go in here so now we got a verbal let's say let's say we had a meeting the qate meeting Daniel Schmidt says yes go ahead our Gro payment terms walkway payment terms walkway price then I have to go in here sometime after the meeting I usually

try to do it within a couple days at the latest I have to go into this so we got a verbal right so there's nothing in writing from anybody you show me in the last meeting about yeah okay and I upload the presentation the commercial fact sheet and then they they all get emails and they have to they approval online a okay yeah so here's all of them in here the ones I've done and they all say approved and the Press calculation happened after the sales agreement or before um price calculations before the sales agreement

so we know what to put on the sales agreement for price when you say price calculation what do you mean uh like um s play when we useing installation how much you use before yep but it's actually done at the same time the Q gate or not usually usually it's it's like our price calculation for winds are one this is done before we have to send the proposal out we do this in smile and um we have to know what to put for selling price as a starting that's because I need to participate to the

meeting about the price Coalition I don't know if you have a meeting about that I don't even do them my product people do it but no I don't have a meeting on them they just I say Steve I said Steve call I think you met a yesterday taller guy here he's my system TM product manager yeah they said Steve Steve yeah hey I need your price CS for wins or one he gives them to me and then I need the price C from the factory for their costs so uh if I want to involve that

in this process I need to talk to Steve and just St or um if it's system Tim it's Steve if it's if it's ciso or weinan it's going to be Casey Harless if it's third party which is like I said is typically mainly vob and that's Aaron Aaron Brink ven vcob is our vendor um so they're not a homemade company but we've been working with them for a long time and we saw a lot a lot of project stuff with them so honestly Juliana I don't know how involved you want to be if you can

help me I would I would appreciate it but maybe since people don't know you yet and what I would like to do at the next meeting is make an introduction of you if you can be on the meeting not this Friday but the following Friday you'll see the meeting invite and then don't least get to know you and um I think I'll probably know about it before you and then maybe I get you involved when we have the next one what do you think about that yeah just to understand uh how the pr culation is

is done like uh okay how how Steve for example um so in the case of winter one it was Steve call cuz he's the product manager and I sent him a message and I said Steve can you send me the final price calc for the TM main line drawing for this so can I can include in the Q2 grip PowerPoint MH just the larger order is all I need because I already had the smaller order the one for 4 milon um I have the total cost of sales from system TM so just need to add

RS and update the cash flow for written approval we don't have to do the formal Q2 meeting it's already been approved um and then he sends me the different price CS and I'll open them up here for you there it is and then what I did is I combined all the price cups into one I used to do that all the time so I know how to do it so in the case of Windsor one I literally took he actually had five different price calculations cuz there's there's like different machines in this in this and

this is the total so this number plus this number equals that okay and then our cost is in yellow the Styles cost mhm and then okay I ignore the manufacturer's cost cuz pair gets me a separate number so what I got from Pair Jorgenson from system TM is sends me this which kind of helps with the cash flow I think I showed you this or S this to you yeah I talk it with total his total cost is €7 million uhhuh and then um he gives me his cost by month up to the shipment date

but this is about percentage right yeah he's using a they're using a formula I talk with J Peter about the amount the cost estimate a Mon Mon uh and he told me he waiting for the PO from Styles okay but he already knows what the cost is cuz they gave it to me already yeah I know so what's he going to yeah he's waiting for the PO because we have to order the equipment to get it an order but I already have the cost yeah he just say yo I'm waiting for uh Styles Po from

and after that can i s that's all system needs to do right now and then after that what I'm sorry I interrupted you and after that I will send I will send you the the cost already sent it's too late at that point we already have the order from the customer so I need it before the Q gate meeting so maybe he misunderstood what you were asking for because it this should never change mhm per gave me an amount and I confirmed it with him 7,527 th000 and he gave me the numbers by month for

the qate that's all I needed I don't have the cost for Styles in here I just have the TM costs but you're right when they start to do order engineering then they've got 5% then they have 5% the next month then they go to 15 then 20 20 so all these numbers are are the percentages of that total cost number so I don't know what he would provide to you after we send the PO what would be different about it I don't know yeah so I don't know why uh why right now we have a

percentage about that but we don't have the amount so we have a total we have percentage but we don't have mon by m it's I mean we do but it's estimated by percentages yeah yeah as itim maybe he means maybe what he means is once he has the purchase order and they actually have the order in hand they can maybe they Define these numbers a little better percentages but the total number shouldn't change yeah and after that I don't do anything once we have the Q2 and got everything approved and stuff we don't do anything

else I don't know what they do on their end of system tole we don't have to do anything else okay so just until we start getting into the project management and they start doing the project management cockpit charts then we then we we start playing with the pricing again when we're when we're doing the installation right okay so just confirm uh in the same time when you do the Q gate uh for example Steve is doing press calculation Eric J oh Eric Eric Json yeah yes uh it's CR assignment and I can help you about

the cash flow that's it or we have anything that would be a huge for me would be a big help if you could help create the um I kind of open up Anderson's I always open up the last one and that's T that's that I usually take the last one I did and I open it up and I start making changes this is a document that Anderson developed so the only thing once we enter in all the values and this has to all be redone because it was for 4 million um I copy and paste

these MH into the qate so that's what you see there MH and then this is from the commercial fact sheet this is the first page of the commercial faction the rest of the world uses the graphs from the commercial fact sheet and Anderson didn't like it because it's not really a true cost and he's right but this creates a lot of work because now I have system tm's costs in Euros I got to convert into dollars and then put in by month what the cost are then I have to add the Styles cost in there

somewhere in in in those months right yeah so it's a lot of work yeah I'm need in the price calculation to do the cash flow yeah you need you need the system TM pricing and then you need only the Styles price which is our Landing costs our priced add-ons and our passrs so that's what I highlighted but what I do with these our costs really don't start until the machine arrives here so I take when it leaves the factory I add four weeks typically for ocean free and then I I put the landing costs in

right because that's Duty broker Freight ocean Freight we pretty much pay that right away when it lands here priced add-ons this is mainly our project management cost that we have M it's usually what we we put in there and I'll usually put those in uh I did Styles importation and then the next month I just put all the priced add-ons in normally it's not such a big number and then the install I kind of then maybe break this out into two or three different months or yeah months so at the end of this I've got

a make sure that the total cost from system TM and styles is accounted for mm so the number that I got from in this case pair that 7,200 number plus these three um I got to make sure that that's our that's our cash out that that's accounted for here and then the cash inside is just customer payments okay if you have a better way of doing all this and I'm sure that it's not a very efficient way then please do so I think Anderson developed this really fast but I have to go I've got to

take okay our stuff's in US Dollars this is in US dollars so I got to take the system TM and convert it all into US dollars and put all that in here then when I go back to the commercial fact sheet okay system TM cost in Euros I have then I put that 7 million number in there Styles Machinery costs these are now by the way the commercial fact sheets all in Euros so then I got to take our costs and convert them back to euros uh Which tax uh which XA rate you use I'm

us I'm using what our um uh well I was using what our conversion rate was when we did the price calc because we don't have a head yet correct yeah so I'm using what in smile we can click like let me pull up a price C Steve did these and he did it at 1.05 so that's what I'm using okay yep and then then I've got to take our walkway price which I calculated it in dollars on here and I've got to convert that to euros using 1.05 so I I get TM cost in Euros

that I got to put in dollars here mhm I get our cost in dollars that I put in here then I got to go to this form the commercial fact sheet put their's Euro number in there then I've got to convert our cost to Euro then I have to convert the walkway cost price to Euro there there's no way to change currency in this document so um so it's that lot of that back and forth and double checking all those numbers to make sure I have it right takes a long time yeah and I'm not

very good at Excel by the way I'm I'm not very good at I try improve that uh I don't remember I don't remember if you sent me this file the commercial I do I have a new one updated they just changed it so I got the new version so we should use the new version I'll send it to you right now um I don't know whether you're thinking about uh for example keep the both the both uh files in the same in just one file so for example I I do the the first one yeah

and this first one replying this one so like you mean you have it in here in the same like cable for yeah I don't know whether you think it it's wrong or but I you think about that so the only one really the only one in the whole company that's doing any of this mhm um Casey Harless sometimes helped out a little bit with his winman stuff um so I nobody really even knows how we're doing you and I now probably know are the only two that really know how this whole process is going even

though I explained it really fast to you um I don't know if you understood at all yes but this whole process of requesting the qate working with the sales people to make sure the presentation's done and doing the commercial fact sheet and the cash flow and requesting from the factory yeah I'm the only one doing it okay and it's a lot of work mm you know I I could easily have each for each one of these 3 to four hours minimum not counting the actual meeting which is usually less than 30 minutes and then afterwards

submitting the meeting notes the in the in the workflow and the risk opportunity CH check checklist workflow that I did this it takes a while to go through this because I don't do it so often right you create a new let's see what say submit a new RLC what time is it what time is it yeah uh 9:47 okay yeah and then this is how you start and you can upload your documents and everything but because I don't do it so often sometimes I get to the fields I'm like oh what do I put in

this I got to save it and go back to the other one I did before right you know um I could easily be four or five hours into each one of these okay for $15 million that's worth it I don't care but but I'm sure that if you know like Excel and once you understand this I'm sure you can shorten that significantly you know uh is K said what is the last name Harless h r l s h a a r h a r yeah one a um and then L SS okay he sits right

on the other side of Rob guy he's out traveling this week so mhm okay so he's going to be doing them in the future probably because we're going to make the it sounds like we're going to make the CES stuff a little bit separated in case he's going to be responsible for that mhm with the exception of system TM on the non like Mass non-mass Timber projects which is what this is most of our projects are non-mass Timber it's Crosscut saws and microt Tech scanning equipment and material handling which is system Tam's main business I

will still do that along with Steve call he's my he works for me and then Aaron stuff still but I think Casey will be doing his own in the future he's he kind of knows he's really good he knows he already kind of knows his process he's not this R but we should have multiple people trained to do this rather than like one person right if today I get hit by a bus or something and uh there's nobody to do this so you know we should probably yeah so was it any of this helpful no

just did did I talk too fast no okay so I don't know if you need uh helping anything else so with Windsor one I've got to finish this now because I only had this part done now I got to add this so I have everything to do it but it's not done mm and I'm debating about within the presentation having a commercial fact sheet and this for one order how do you know this for the other order uh when happen the the costs for example okay in June we will starting the installation how do I

know that yeah usually it's been discussed or I take the time frame in which it took to get here to the US usually it's one we delivery to the customer and then we usually start the installation right away so it's like it's like five weeks after the factory has delivered the machine it's usually when we start the installation okay good so 4 weeks you hit your Landing costs um and sometimes it's not always that it's it's kind of a guess you know I look at the sales agreement okay this case the sales agreement should come

after that we've already done this anyways but I might go to the product your project uh we happen in the same time different it's different so and that's a good question this one leaves the factory week 45 mhm this one leaves the factory week 14 I think the easiest thing to do is in the presentation um can you one second sure hello this is Ken yeah very good thank you yeah 22269 yep 38 yeah that's a yeah I think I'll probably come in next week to do that um I'm going to I'm going to set

that up and probably get that done like next Wednesday or Thursday so yeah good anything else all right I appreciate it thank you I know I think I I think what I should do because these have two different delivery dates normally it's always on one I think what I should do I have the one done I think I should duplicate the commercial fact sheet and the cash flow for this order I think it's the easiest way to do it yeah because they're they're leaving at different times do you do you agree but pear gave me

the timeline for the to for his cost together but he also he also gave me the separate one so like yeah I think we I think we can we need to do this separate because it's a different different delivery do you think it should be I should just have another commercial fact sheet another cash flow in there yeah that that would be easier okay um I do want to get this done and get this emailed out preferably by tomorrow I should do this and have this all done okay the commercial part is pretty much stays

the same M and this slide stays the same there's R is about the the both or just one both yeah apply for both and I got to change the drawings but I've got the new drawings in there right so I think I'll duplicate the commercial fact sheet with the correct pricing from here MH and then I I'll maybe put a separation in here I'll maybe call this you know line one or line two or something I I'll see I'll see in our nomenclature how we've um how we identified that I mean here we have it

system TM Finger Joint system system TM cross cut and scanning line and then this one we call it Mainline MH um yeah I ask that uh in the style we don't use a name for the project right so typically not you use the customers sometimes the customer gives the project a name they'll call it uh face frame cabinet project or end panel Project B and then we'll use that name but most of the time the customers don't really have a name for the project we make it up mhm so okay because I think in this

case we have true project the same client yeah it's very unusual to have this like I said it's but it's always it's just there always is a Different Twist to something but hey look at this man5 and5 million dollar that's awesome I should go on vacation more you know uh what do you want to me to send you you want you want the new version of of the of commercial sheet right mhm okay so I'm going to send you the blank one I didn't remember if you send me the part points let me said the

wins are one I'll do that better do you want the cost that we're given the cost about what sorry let me ask you a question do you have time to work on this today or tomorrow if not I'll finish it and you take my data and then you have it ready for the next one that we do it's up to you probably tomorrow I think but I don't know exactly time about that and there really is since we've already got approval if it's Monday it's Monday it's not a big deal mhm I'll show you that

the approval is um Daniel Schmid said I P okay just to send the per email which is this and then initiate the RLC workflow no meeting required okay so then there's a lot of back and forth so I got copied in on all of this so so I told yeah he says approximately 16 million EUR right and then so Daniel Schmidt got the this presentation when it requested the meeting but he was on vacation so PA was basically going back and forth from saying hey the customer is ready to sign and we don't have the

meeting yet mhm and then Daniel Smith said um and of course he said wow wonderful and he said um then then peris said do we still need to do the qate meeting for wsor one if you already got the order it will be enough to submit the presentation and Commercial confection RC workflow Daniel says hi per okay to just send info per email and initiate RC workflow no meeting required so then I emailed the Q2 people back mhm and I said I think I copied them on this and I said please cancel the meeting cuz

was scheduled for tomorrow CU he says no meetings required you know what's would be ideal in this thing is why do we even have to have the the meeting the teams meeting Daniel wants it but if you think about this alls I have to do is do the workflow document and they can just look at it and if they have questions they can either reach out otherwise they can say approve and we don't even have to do the meeting mhm the meeting is rather okay it's not very long but it's it's this big event yeah

cuz the sales gu is nervous cuz he's going to be talking to the homak CEO and and by the way I let during the presentation I'm always sitting in on there sales guy does the whole thing Daniel Schmidt wants the sales guy only talking just through this whole thing he might ask questions then when it comes to this the sales guys freak out with this thing because I did it right and they don't understand it how to explain it so we get to this slide I'll usually start talking through this one and I'll talk through

this One MH and then maybe there's some back and forth with system TM or whoever is on whatever project is whether it's Wyman or whatever but I'm mostly just listening technically I'm not even supposed to be on the meeting you see the workflow the the U mgu thing it doesn't have director of engineered Solutions on there but since I know how to do the document I'm always on there Daniel doesn't care so I talk and I I go through this slide this slide MH um he asks questions like he might ask cuz we have remember

the factory is on there somebody from the application engineer for the factories on there and he might ask about any technical risks is there anything that you haven't done before you know is there new new equipment on this that the customer asked for that's custom and yes and how much how much uh risk is that maybe it's 5% or something or it's they've got just one little piece of the whole line that they made Customs for that customer and they never did it before they have to divulge that I don't know that so the factory

has to tell us that almost always it's never custom uh so what do you think about tomorrow sorry yeah that's fine no so what do you think about uh to do what for tomorrow s um if I send you windows open now I started to send you something if I send you the the new commercial fact sheet I kind of already started it I'm going to send you the blank one the template from from the beginning basically asks you questions like in this case it'll say is systems involved I say no is the order value

over 2 million I say yes and then you haveit the and then you have to have the green checks send me a example too oh I'm I'm about ready no just just I think she it's 10:00 do you have another meeting or no yeah I have okay she's got to go anyway so I'll send you the new commercial fact sheet you can ask me questions if you if you need to when you go through it you got to have all the green checks to get to the next page and then I'll send you the two

different um c c costs from system tmh and the two different cost cost calculations from um styles if you want to play around with it you can let me know tomorrow I don't have time or I can't finish it but I'll I'll work on it for the next one and then I can just finish it so we okay we can work as a team I would I would really appreciate your help and I'm sure that I'm doing this if you're really good at this stuff in Excel you could probably rewrite this and make it a

lot simpler because it's not very efficient that we're doing it yeah and then you don't do it that often so every like if I do it only once a month and the next time I go through it I'm like okay how did what do I put in there and I you know what I mean it's yeah I know it's it's kind of a lot of chaos you're you're working with the sales guy you're working with the product guy you're working with the factory and trying to get all this information and it's it's chaotic especially if

you only have couple days to to get this thing done do you create uh a template to credit assessment no okay the one you sent me I think Eric sent an accounting we did send it to the customer and they sent it back I don't know if I copied you in on this or not I don't know but so as far so we don't have that in this we probably should put a slide in there on that but we haven't done it mhm cuz we've struggled with what to show mhm okay so that's another thing

we need to do uh you want me to send you that also okay um I don't know if I copied you in on it but Adam the sales manager on the west coast got the customer to do the credit app that Eric sent mhm so we S I sent it to him yesterday or whatever but I haven't heard anything okay so send me the play send me a example chill please and the PowerPoint so PowerPoint Point PowerPoint commercial effect sheet yeah and then AO whatever and then the costs and everything you need no an example

about that for this another client just example to do this I mean you want me to send you this one yeah this is one okay but it's not done yet I've got to and uh clash cash flow to this part because I don't know when happen the you'll need you'll need the price CS the cost and you will need the cash flow for each sales agreement yes and cost the Styles cost for each okay because I don't know when I happen the the costs I might take me a while you might I might send it

to you late this morning early this afternoon but I'll send it to you okay cool thank you thank you hi hi