Export-KA1
Customer deep-dive · Jun 2026 · Tier 2 · Corrugated Cases
This week, Export-KA1 ran at 93% of plan — a RMB 4M revenue shortfall — with ASP -1.5% QoQ and OTIF 96.1% (2 late). The biggest risk is Attainment 93% vs plan1, driven by volume shortfall against committed plan. Next, ASP -1.5% QoQ2, driven by price-down pressure outpacing premium mix shift. Next, Defect 133 PPM3, driven by process capability drift at supplying site. Focus next on commercial recovery — lock volume allocation & renegotiate shortfall.
- Attainment slipped -4.0pp to 93%
- Open complaints rose by 1 to 1
- Satisfaction down -0.2 to 4.0/5
- FG inventory built 3 days to 25 DOH
- P2Lift OTIF to 97% — 2 late shipment(s) to clearOpenOwner:Due:Impact:Why:OTIF96.1%Late shipments2
- P2Close revenue attainment gap vs planOpenOwner:Due:Impact:Why:Attainment93%Revenue gapRMB -4M
- P3Reduce DSO — collect on RMB 76M AROpenOwner:Due:Impact:Why:DSO49 dAR balanceRMB 76M
Week-over-Week Movement
2 improved4 worsened· Jun 2026 vs May 2026Biggest Drivers
- Attainment 93% vs plan — Volume shortfall against committed plan
- ASP -1.5% QoQ — Price-down pressure outpacing premium mix shift
- Defect 133 PPM — Process capability drift at supplying site
Automated Risk Signals
Attainment 93% vs plan
Driver: Volume shortfall against committed plan
Focus: Commercial recovery — lock volume allocation & renegotiate shortfall
ASP -1.5% QoQ
Driver: Price-down pressure outpacing premium mix shift
Focus: Accelerate premium qualifications to defend blended ASP
Defect 133 PPM
Driver: Process capability drift at supplying site
Focus: Tighten SPC limits; verify incoming liner moisture
Revenue: plan, actual, forecast & last year
Export-KA1 — monthly RMB M · actual bars turn amber/red below plan · forecast next 3 months
Commercial & Financial
Jun 2026
| Revenue (actual) | RMB 47M | plan RMB 50M |
| Attainment | 93% | |
| ASP | ¥3.08/m² | -1.5% QoQ |
| Share of wallet | 28.2% | |
| Channel | Export | 100% of revenue exported |
| FX exposure | RMB 47M | export revenue at FX risk |
| Contract | Active | ends 2027-12 |
| AR balance | RMB 76M | DSO 49 d |
Fulfillment & Inventory
Jun 2026
| OTIF | 96.1% | target 96% |
| Late shipments | 2 | |
| Volume | 15,133 KSqM | plan 16,276 KSqM |
| FG stock | 12,611 KSqM | 25 DOH |
| Aging >60d | 3.4% |
Quality & NPI
Jun 2026
| Satisfaction | 4.0/5 | |
| Quality PPM | 133 | |
| Open complaints | 1 | 0 crit / 0 major |
| Claim cost | RMB 0M | |
| NPI pending | 0 | 0 delayed |
| NPI rev at risk | RMB 0M |
Qualification Pipeline
NPI projects & revenue at risk
| Project | Product | Phase | Target MP | Status | Rev at risk | Delay reason |
|---|---|---|---|---|---|---|
| FibreBased-P1 | Fibre-based protective insert pilot | Sample | 2027-Q4 | ON TRACK | – | – |
Complaint Tracker
Root cause linked to originating site
No open complaints.
4-Week Execution Plan
Weekly focus & status
| Week | Dates | Focus / plan | Owner | Status |
|---|---|---|---|---|
| Week 1 | Jul 2026 1–7 | Weekly demand review & lock production allocation | Kevin Zhao (Account Mgr) | ON TRACK |
| Week 2 | Jul 2026 8–14 | Expedite open POs & confirm OTIF recovery plan | David Chen (Supply Planner) | AT RISK |
| Week 3 | Jul 2026 15–21 | Inventory rebalancing — trim FG DOH to target | Mia Liu (Ops Planner) | ON TRACK |
| Week 4 | Jul 2026 22–28 | Commercial recovery — price/volume negotiation to close attainment gap | Kevin Zhao (Account Mgr) | AT RISK |
Major Milestones
Upcoming commitments
| Milestone | Target | Owner | Status |
|---|---|---|---|
| Contract renewal — Active | 2027-12 | Account Manager | ON TRACK |
| Sep 2026 volume commit (16,276 t plan) | Sep 2026 | Supply Planner | PLANNED |
Action Plans
Prioritised for the next 4 weeks
| Prio | Action | Owner | Impact | Due |
|---|---|---|---|---|
| P2 | Lift OTIF to 97% — 2 late shipment(s) to clear | David Chen (Supply Planner) | OTIF 96.1% | Jul 14, 2026 |
| P2 | Close revenue attainment gap vs plan | Kevin Zhao (Account Mgr) | 93% attainment | Jul 28, 2026 |
| P3 | Reduce DSO — collect on RMB 76M AR | Helen Xu (Finance) | DSO 49 d | Jul 28, 2026 |
CRM Engagement Records
Logged sales engagement · Jun 2026
- 2026-06-26Meeting· VP ProcurementKevin Zhao
Confirmed H2 tender cadence; volume commit review to start next month.
- 2026-06-08Visit· Purchasing HeadKevin Zhao
Presented VMI joint-inventory proposal; customer interested, wants draft this month.
- 2026-06-03Email· Category BuyerDavid Chen
Shared quarterly ASP benchmark; flagged price-down expectation for next cycle.
Account Engagement Risk Board
Owner Kevin Zhao · cadence & signals
- Open commitment: Open commitment — VMI draft due — from Visit on 2026-06-08