Negotiating the Numbers

JAM, the manufacturer that will be producing the emergency response wheelchairs, is based in Suzhou in eastern China. Motivation’s supply chain controller Neil Beckitt visited the factory at the end of December.

Neil’s role is to manage relationships with Motivation’s suppliers and to ensure products meet our expectations. He works with our suppliers to drive down product costs and make sure logistics and operational processes run as smoothly as possible.

Although most of his role is carried out from Motivation’s UK base near Bristol, as Neil says, “Face to face meetings are vital for developing good working relationships. It’s important to look at the processes suppliers have in place. That way we can be confident they’re producing products we’re happy to provide to our beneficiaries.”

During his visit to JAM, Neil negotiated all the terms of the agreement for the production of the emergency response wheelchair, including minimum order quantities and storage of chairs before shipping. Initial negotiations can be difficult with limited production quantities while the product finds its feet, but JAM agreed to lower some of their order requirements to support Motivation while the project is starting to build.

JAM is happy to be working with Motivation and we hope for a long and fruitful relationship. So a successful trip for Neil, and positive steps for the emergency wheelchair project.