Start Here — What's Most Pressing Right Now?

• What's the single most urgent supply issue you want us to help with today? Options: Production line at risk, Need samples for prototype, Single-source part end-of-life, Allocation / long lead times, Quality / counterfeit concern, Other
• Which part numbers or BOM lines are involved? (paste up to 10 SKUs or BOM IDs)
• By when do you need a resolution or first delivery to avoid a critical impact? Options: Immediate / today, This week, This month, Next quarter, No firm deadline
• Who on your team owns this issue day-to-day (role and contact preferred)? Options: Commodity Manager, Design Engineer, Production Manager, Supply Chain Planner, VP Procurement, Other
• What workaround are you using right now, and how well is it holding up?

When the Line Hits the Red — Tell Us About Your Worst Case

• What would it mean for your business if a single part's shortage halted production for a week? Options: $0–$10k impact, $10k–$100k, $100k–$1M, >$1M, Strategic/brand impact beyond direct revenue
• How many week-plus production disruptions have you experienced in the last 12 months? Options: None, 1–2 times, 3–6 times, More than 6 times
• Which product lines or customers are most exposed when shortages occur? (list product IDs or customer names)
• How are those events typically resolved today (select all that apply)? Options: Expedite from current supplier, Spot-market / brokers, Direct-to-manufacturer order, Redesign / substitute, Customer schedule changes, Other
• When you choose one of those workarounds, how does it change cost, quality, or lead time in practice?

Are You Comfortable Betting Production on the Spot Market?

• How much of your active BOM is exposed to spot-market or broker purchases when primary channels are out? Options: None, Under 10%, 10–25%, 25–50%, Over 50%
• Which part families or categories do you most often source off-market? (e.g., legacy MCU, RF transceivers, power MOSFETs)
• Have you experienced quality or counterfeit issues from non-authorized sources? If so, what happened? Options: No incidents, Occasional discrepancies, Failed inspection, Field failures, Unknown / not tracked
• How do you currently vet or approve an alternate non-authorized supplier under time pressure?
• If an authorized distributor could demonstrably reduce your spot-market exposure, how likely would you be to shift more BOM share to them? Options: Very likely, Somewhat likely, Neutral / need proof, Unlikely

Who's Really in the Room When Risk Is Decided?

• If a critical shortage appears tomorrow, who drives the decision to reallocate limited stock in your organization? Options: Procurement / Commodity, Engineering, Production / Plant, Executive leadership, Cross-functional allocation committee, Other
• List the roles (or names) we should include on escalation calls to resolve allocation quickly.
• How quickly can that decision-making group convene in an emergency? Options: Within 1 hour, Same day, 24–48 hours, Several days
• What allocation priorities or rules do you currently apply (select all that match)? Options: Top-tier customers first, Production-critical SKUs, Long-term contracts guaranteed, Design-win projects prioritized, First-come / first-served, Other
• Describe a recent internal conflict over allocation and how it was resolved (what worked / what failed).

If We Could Lock One Thing Down, What Would Change Everything?

• What's the single measurable supply outcome that would make you change suppliers or consolidate more of your BOM? Options: Guaranteed same-day regional stock, Samples delivered by engineer deadline, Allocation protection during shortages, Vendor-managed inventory (VMI) with buffers, Reliable demand planning & forecasts, Preferential pricing / registration premiums
• Which KPIs do you use today to judge distributor performance? (select all that apply) Options: Fill rate, Quote response time, On-time delivery, Lead-time adherence, Quality / reject rate, Forecast accuracy
• What specific target numbers matter to you (for example: 99% fill rate, 48-hour quoting, 24-hour sample delivery)?
• How do you currently collect and review these supplier metrics? Options: Internal ERP/BI dashboards, Supplier scorecards, Monthly business reviews, Ad hoc emails and calls, Other
• Would real-time access to distributor inventory and allocation dashboards change decisions on consolidating spend? Options: Yes — need dashboard access, Maybe — weekly reports okay, No — not useful

Samples, Substitutes, and 'Good Enough' — How Do You Decide?

• When engineers ask for three alternatives by Friday, what usually prevents suppliers from delivering all three on time? Options: No local stock, Long manufacturer lead times, Supplier sample policies, Logistics / shipping delays, Insufficient local distribution network, Other
• How often have sample delays caused you to miss prototype or validation milestones? Options: Almost always, Often, Sometimes, Rarely
• What supporting materials or services do engineers require with samples to make a decision? (select all that apply) Options: Datasheets / specifications, Application notes / app support, Reference designs / eval boards, Local FAE assistance, Quality certificates / traceability, No extras required
• Do you have internal rules for accepting substitutes (e.g., equivalent spec, vendor approval, qualification run)? Please describe.
• If a distributor guaranteed regional sample delivery timelines and FAE support, how would that change your design or prototyping cadence?

What Would Make This Feel Like a True Partnership?

• What would push you to consolidate more of your BOM with a single authorized distributor despite the risks of concentrated sourcing? Options: Demonstrated allocation protection, Preferential pricing / registration premiums, VMI / consignment buffers, Dedicated FAE and design support, Guaranteed lead-time SLAs, Other
• Which services would you prioritize in a pilot (select up to three)? Options: Vendor-managed inventory (VMI), Regional buffer stock, Allocation protection, Demand planning & S&OP support, Design-win registration / premium, Rapid-sample program
• What governance, SLA, or contractual terms would make consolidation acceptable to your procurement and legal teams?
• How should escalation work between your team, distributor, and manufacturer during a shortage? (select all that apply) Options: Tiered SLAs with response times, Dedicated account war-room, Executive escalation path, Automated alerts + weekly calls, Other
• What outstanding concerns would you want addressed before increasing share-of-wallet with a distributor?

Ready for a Small, Low-Risk Test?

• If we proposed a 60–90 day pilot guaranteeing samples and a small buffer for a set of SKUs, what would keep you from saying yes? Options: Internal approvals / procurement policy, Budget constraints, Lack of trust / track record, Data integration effort, No interest in pilot, Other
• Which 5–10 SKUs would you include in a pilot? Please list part numbers and typical monthly usage for each.
• Who would be the single point of contact and decision owner for onboarding and approvals? Options: Commodity Manager, Supply Chain Planner, Design Engineer, Operations Manager / Plant Lead, VP Procurement, Other
• What success criteria would you require to consider the pilot successful (specific KPIs, financial or operational thresholds)?
• How soon could you begin a pilot if terms and SLAs were acceptable? Options: Immediately, Within 2 weeks, Within a month, Longer than a month, Unsure
• What integrations or data access would you allow during a pilot (select all that apply)? Options: ERP read-only access, EDI transactions, API integration, CSV / scheduled uploads, No integration / manual reports

• Prework & Current-State Alignment
• Scenario Workshop — Diagnose & Quantify Consequences
• Proof Session — Inventory, Allocation & VMI Simulations
• Trade-offs, Scope & Commercial Framework
• Validation, Sign-off & Pilot Launch Plan

• Clarify internal approvals and timeline to transition to Deployment.
• Prepare supporting data for simulation demo: regional warehouse locations, current allocation rules, and VMI thresholds.
• One-sentence Future State (read & confirm)
• Prove, with customer data, that the proposed inventory and allocation actions meet the defined future-state outcomes.
• Force validation from customer for each proof step so there is no ambiguity about benefit.
• Identify any gaps in assumptions or data that would change the outcome and agree fixes.
• Seller to deliver simulation exports (inventory positions, shipment timelines, allocation reservations) and a one-page proof summary.
• Customer to confirm validation statements or list corrections to assumptions within 48 hours.
• If gaps found, schedule a 30-minute follow-up to re-run simulations with corrected inputs.
• Recap Proof Findings
• Select buffer/VMI option and agree allocation priorities that will be implemented for the pilot or initial deployment.
• Agree sample SLAs and any registration premiums or commercial terms required to secure allocation.
• Introductions & Meeting Objectives
• Seller to provision a commercial term sheet with chosen buffer option, sample SLA, and allocation rules.
• Customer to route the term sheet to procurement/finance for approval and return a signed go/no-go decision within the agreed timeline.
• Agree owners and dates for the pilot start (inventory provisioning, VMI feed initiation).
• Read Final Future-State Sentence
• Obtain explicit customer sign-off on the future-state outcome and pilot KPI targets.
• Agree a concrete 30/60/90 day pilot plan with owners and success criteria.
• Establish governance and escalation process for the pilot period.
• Both parties to sign the pilot statement of work (scope, SKUs, buffers, SLAs, KPIs).
• Seller to provision agreed buffer inventory, enable VMI/data feeds, and confirm shipping routes for regional same-day fulfillment.
• Schedule weekly pilot review cadence and 30/60/90 day executive reviews with owners invited.
• Customer and seller share a single, one-sentence current-state statement.
• Capture quantified consequences (cost/time/risk) for top-impact parts.
• Agree the specific BOM lines and real scenarios to be modeled in the Solution Experience.
• Customer to upload final BOM extract, 12-month usage, on-hand inventory, and shortlist of top-25 risk parts.
• Seller to prepare a draft one-sentence current-state and a preliminary consequence estimate for top 5 parts.
• Schedule Scenario Workshop and allocate 90 minutes with stakeholders (procurement, design, operations).
• Recap Current-State Sentence
• Produce quantified, scenario-level consequences (downtime $/hr, delay days, expedite costs, redesign/qualification cost).
• Select 1–2 high-priority scenarios that will be used for inventory/allocation proofs.
• Ensure stakeholders acknowledge urgency and approve moving to outcome simulations.
• Seller to build scenario models (lead-time, fill-rate, expedited cost) for the selected BOM lines.
• Customer to confirm decision criteria for acceptable outcomes (e.g., samples by X date, <24‑hour line-down exposure).
• Confirm Prework Received
• Simulation Setup Overview
• Scenario A — Line-Down Diagnosis
• Review KPIs & Success Signals
• Buffer & VMI Options
• Proof A — Regional Same-Day Fulfillment
• Allocation & Registration Priorities
• Scenario B — Sample/Prototype Rush
• Pilot Scope & Timeline
• Establish Current State (one sentence)
• Scenario C — EOL/Substitution Risk
• Proof B — VMI Buffer & Allocation Protection
• Samples & SLA Commitments
• Escalation & Governance
• Surface Immediate Consequences
• Proof C — Sample & Design-Win Support
• Commercial Trade-offs & Approval Path
• Consolidate Consequences & Prioritize Scenarios
• Agree Prework for Next Session
• Sign-off & Next Steps
• Tie-Back & Validation Checks
• Decision & Next Steps

• Same-day shipping from regional warehouses
• Ship evaluation samples with datasheets and test fixtures
• Stock and replenish VMI bins at customer site
• Place consignment inventory and invoice on consumption
• Kit and label BOM assemblies with barcodes
• Hold allocation-protected safety stock for critical parts
• Reserve and ship buffer inventory for line-down events
• Deliver form-fit-function alternative samples with cross-reference
• Provide authenticated parts with traceability certificates
• Deliver anti-counterfeit inspection and traceability report
• Expedite orders and arrange carrier bookings
• Handle manufacturer RMAs and warranty claims
• Deliver lot-controlled ESD-safe packaging and labels

Same-day shipping from regional warehouses

• Do you require same-day shipping as a standard service or only on request? Options: Standard, On request, Not required
• Which customer ship-to regions should be covered by same-day inventory? Options: North America, EMEA, APAC, LATAM, Other
• What is the latest cut-off time for same-day shipment dispatch (local time) in each region?
• Which carrier preference should we use for same-day shipments? Options: Distributor-chosen carrier, Customer-preferred carrier/account, Collect/Third-party carrier, No preference
• What SLA do you expect for warehouse dispatch (e.g., leave facility) for same-day orders? Options: Dispatch within 2 hours, Dispatch within 4 hours, Dispatch by same-day cut-off, Next business day
• Are there export controls, ITAR, ECCN or hazardous-handling restrictions we must observe? Options: Yes, No

Ship evaluation samples with datasheets and test fixtures

• What sample quantities are required per part for evaluation? Options: 1-5, 6-25, 26-100, Custom
• Which accompanying documents or items must ship with samples? Options: Datasheet, Application notes, Test fixture, Reference design, None
• Do samples require NDAs, MTA, or other agreements signed before shipment? Options: Yes, No
• What is the firm delivery deadline for these samples (date/time)?
• Do sample shipments require unique identifiers, labeling, or lot traceability? Options: Yes, No
• Should sample shipments be tracked and a delivery notification sent to a named contact? Options: Yes, No

Stock and replenish VMI bins at customer site

• Where should VMI bins be installed (production line, storeroom, or both)? Options: Production line, Central storeroom, Both
• How many SKUs and average units per bin do you plan to include in VMI?
• Which replenishment trigger method do you prefer for VMI? Options: Min/Max thresholds, Kanban scan (barcode/RFID), Scheduled replenishment, Consumption-based forecast
• What replenishment frequency do you require (per SKU or per bin)? Options: Daily, Weekly, Bi-weekly, Monthly, On demand
• Who will perform bin counts and scanning: distributor, customer, or shared ops? Options: Distributor, Customer, Shared
• Do bins require ESD-safe hardware, lot traceability, or serialized containers? Options: Yes, No

Place consignment inventory and invoice on consumption

• Which parts or SKUs are candidates for consignment (list or criteria)?
• Preferred consignment billing cadence? Options: Real-time on consumption, Weekly invoice, Monthly invoice, Quarterly invoice
• Do you require integration (scan-to-bill) with your ERP/POS for consumption invoicing? Options: Yes, No
• Who holds inventory ownership/risk until consumption (customer, distributor, shared)? Options: Customer, Distributor, Shared
• Are there maximum consignment value caps or quantity limits per SKU? Options: Yes, No
• Do consignment items require separate storage, segregation, or special labeling? Options: Yes, No

Kit and label BOM assemblies with barcodes

• Should kitting be assembled from BOM lines or from predefined kit SKUs? Options: BOM lines, Predefined kit SKUs, Both
• What is the average kit size and typical component count per kit?
• Which barcode symbologies and data elements are required on kit labels? Options: Code128, QR, GS1-128, Custom
• Do kits require forward kitting (build to stock) or pick-to-order assembly? Options: Pick-to-order, Forward kitting (build to stock), Both
• Are customer-specific label templates, logos, or PO mapping required? Options: Yes, No
• Is serialization or lot-level traceability required at the kit level? Options: Yes, No

Hold allocation-protected safety stock for critical parts

• Which part numbers are in scope as allocation-protected critical parts?
• Which method should determine safety stock levels? Options: Fixed days of cover, Fixed quantity, Percent of forecast, Custom formula
• What minimum service level (fill-rate) target is required during manufacturer shortages? Options: 95%+, 90-95%, 85-90%, Custom
• Do you require contractual allocation priority tiers during manufacturer shortages? Options: Yes, No
• How should releases from protected stock be authorized during shortages? Options: Customer PO release, Planned schedule, Distributor auto-release per rules, Other
• Is a registration premium or design-win protection required to secure allocation for certain SKUs? Options: Yes, No

Reserve and ship buffer inventory for line-down events

• What is the allowable time to ship buffer inventory after a line-down notification? Options: Same day, 24 hours, 48 hours, 72+ hours
• How many hours or days of production coverage should each buffer allocation provide?
• Where should buffer stock be held: local warehouse, regional hub, or on-site? Options: Local warehouse, Regional hub, Customer site, Hybrid
• Do buffer reserves require dedicated holds or special release controls? Options: Yes, No
• Who is authorized to trigger buffer release (roles or contacts)? Options: Customer procurement, Plant manager, Distributor sales rep, System auto-trigger
• Should the distributor absorb expedited shipping costs for declared line-down events or should costs be shared? Options: Distributor covers, Shared cost, Customer covers, Case-by-case

Deliver form-fit-function alternative samples with cross-reference

• Do you accept form-fit-function (FFF) alternatives or require exact form-factor matches only? Options: Accept FFF alternatives, Require exact drop-in, Evaluate case-by-case
• What electrical, mechanical, or thermal parameters must alternatives match or exceed?
• How many alternative parts per original SKU should be presented for evaluation? Options: 1, 2-3, 4+
• Do alternative parts require manufacturer qualification, cross-reference documentation, or equivalency reports? Options: Yes, No
• Are software/firmware or package pinout compatibility checks required for alternatives? Options: Yes, No
• Should alternative samples include full traceability (lot/date code/manufacturer) with cross-reference notes? Options: Yes, No

Provide authenticated parts with traceability certificates

• Do you require authentication certificates for all shipments or only for selected high-risk SKUs? Options: All shipments, High-risk SKUs only, On request
• Which traceability fields are mandatory (e.g., lot, date code, manufacturer lot, country of origin)? Options: Lot, Date code, Manufacturer lot, Country of origin, Other
• Are third-party lab authentication or material test reports required? Options: Yes, No
• Do you require digital certificates, paper copies, or both with shipments? Options: Digital, Paper, Both
• Are there retention or audit requirements for traceability records (duration or format)? Options: Yes, No
• Who should receive traceability certificates and where should they be filed (procurement, quality, engineering)? Options: Procurement, Quality, Engineering, Other

Deliver anti-counterfeit inspection and traceability report

• Should anti-counterfeit inspection be applied to all incoming stock or only selected SKUs? Options: All incoming stock, Selected SKUs, On-demand/By exception
• Which inspection techniques are required (visual, XRF, decapsulation, electrical test)? Options: Visual, XRF, Decapsulation, Electrical test, Other
• Do you require pre-shipment inspection reports with photos and a pass/fail determination? Options: Yes, No
• Is chain-of-custody or controlled handling documentation required for sensitive parts? Options: Yes, No
• What turnaround time is acceptable for inspection and reporting before shipment? Options: 48 hours, 72 hours, 1 week, Longer
• Who should receive counterfeit inspection reports and be notified of failures? Options: Quality, Procurement, Engineering, Other

• Master Services Agreement (MSA)
• Statement of Work (SOW)
• Supply Agreement / Purchase Terms
• Pricing, Registration Premiums & Rebate Schedule
• Allocation & Priority Agreement
• Quoting & Fulfillment SLA
• Inventory Buffer, Consignment & VMI Agreement
• Sample & Evaluation Support Agreement
• Demand Planning & Data Sharing Agreement
• Escalation & Governance Plan
• Change Order & Amendment Procedure
• Data Protection & Compliance Addendum (DPA)
• Termination, Renewal & Exit Plan

• Monthly Success Review — Outcomes vs Targets
• Consolidation Opportunity Workshop
• Allocation & Risk Escalation Governance
• Operational Continuous Improvement (Weekly/BI‑Weekly Sync)
• Customer Health & Renewal / Expansion Review

• Ensure data feeds and VMI are healthy and that any data issues are prioritized for resolution.
• Capture required commercial adjustments (registration premiums, allocation prioritization) to support the pilot.
• Distributor to deliver detailed pilot plan (parts, inventory buffers, SLA changes) within 3 business days.
• Customer to authorize pilot scope and provide any additional part equivalence approvals.
• Operations to configure VMI/kitting changes and schedule initial buffer provisioning.
• Finance to model expected cost/savings for pilot and share with stakeholders.
• Opening & Current Allocation State
• Agree a documented allocation governance model and scenario playbooks.
• Designate escalation owners and SLA timeframes for incident response.
• Ensure the customer and distributor are aligned on what constitutes activation of allocation protections.
• Draft and circulate the Allocation Governance document for signature within 5 business days.
• Set up the dedicated escalation channel (Slack/Teams/email) and populate with primary/secondary contacts.
• Schedule a tabletop exercise to validate the playbook within 30 days.
• Roll Call & Objectives
• Keep open operational issues resolved or progressing with clear owners and timelines.
• Welcome & Objectives
• Maintain a short improvement backlog and rapidly validate small changes.
• Operations to resolve top P1 within 48 hours or escalate to governance owners.
• IT to remediate any EDI/API errors and confirm recovery steps in the shared channel.
• Product owner to log outcomes of experiments and propose next tweaks.
• Account Health Snapshot
• Confirm renewal intent or identify blockers preventing renewal.
• Agree 1–3 expansion plays with owners and commercial terms to be negotiated.
• Ensure executives on both sides are aligned on top risks and mitigation commitments.
• Commercial to produce a renewal and expansion proposal with clear KPIs within 7 business days.
• Customer exec to confirm internal budget/timeline for expansion decisions.
• Distributor to schedule a pilot kickoff for any approved expansion within agreed SLAs.
• Confirm whether fill‑rate, lead‑time, and allocation targets were met and where gaps exist.
• Agree on prioritized corrective actions with owners and deadlines.
• Validate that reported consequences align with the customer's operational impact.
• Ensure clear visibility of status updates in shared channel and dashboard cadence.
• Owner to publish updated KPI dashboard slices and root‑cause findings within 48 hours.
• Supply operations to open escalation with supplier(s) for top 3 parts and report response timelines.
• Customer to confirm any additional production impacts or unreported expedite costs.
• Set target date for re‑review of outstanding corrective actions (date + owner).
• Prework Review & Objectives
• Agree a prioritized pilot list of parts for consolidation with measurable KPIs.
• Validate projected improvements tie directly to the customer's stated pain (fewer line‑stops, lower expedite spend).
• Define owners, timelines, and decision gates for the pilot.
• One‑Sentence Consequence
• One‑Sentence Current State
• Current State Snapshot
• One‑Sentence Future State Review
• Open Issue Triage
• Consequence Summary
• Policy Review
• Candidate Identification
• VMI / Data Feed Health Check
• ROI & Consequence Validation
• Expansion Opportunities
• KPI Deep‑Dive
• Experiment Backlog & A/Bs
• Shortage Scenario Playbooks
• Impact Simulations
• Root Cause & Trend Analysis
• Commercial & Renewal Next Steps
• Prioritization & Pilot Scope
• Escalations & Risks
• Escalation Paths & SLAs
• Confirm Actions & Owners