09 · Discovery questionnaire (answer before starting any AI project)
Everything in this repository was built from public information. The AI plan
becomes much sharper once the questions below are answered. Most take a minute.
Answers can be written straight into this file (Turkish is fine).
A. Systems and data (Sistemler ve veri)
#
Question
Why it matters
Answer
A1
Which ERP / accounting system is used (Logo, Netsis, Mikro, SAP B1, other)? Version? Is e-Fatura / e-İrsaliye integrated?
Every AI use case that touches orders, invoices or stock reads from here.
A2
Is there a print MIS (estimating / job-ticket system), or are quotes built in Excel? Who prepares quotes and how long does one take?
Quoting speed is the fastest commercial win.
A3
Prepress software: Esko, Heidelberg Prinect, Kodak Prinergy, Enfocus, ArtiosCAD, Adobe only? Are there automated preflight rules today?
Determines whether artwork checking can be automated.
A4
Press list (brand, model, year) for offset and digital; die-cutters; folder-gluers; foil/embossing. Do the presses report data (JDF/JMF, Prinect, Bobst Connect, KAMA)?
Machine data enables scheduling, OEE and predictive maintenance.
A5
Is there a CRM? Where do customer contacts, RFQs and e-mails live (Outlook, Gmail, WhatsApp, personal phones)?
Sales AI needs one place where leads and conversations are stored.
A6
How do orders arrive: e-mail with PDF, customer portal, EDI, WhatsApp, phone? Roughly how many order lines per month?
Defines order-intake automation.
A7
Quality records: are defects / customer complaints logged (spreadsheet, ERP, paper)? Is there any camera inspection on press or gluer?
Baseline for vision QC and complaint analytics.
A8
Languages used with customers (TR/EN/DE/other) and share of each.
Multilingual assistants and outreach.
B. Customers and sales (Müşteriler ve satış)
#
Question
Why it matters
Answer
B1
Top 20 customers by revenue (name, country, sector, products bought, yearly revenue band). A CRM/ERP export is ideal.
The ideal customer profile in doc 04 is built from public data; the real list will re-weight it.
B2
Share of revenue: textile vs cosmetics vs food vs pharma vs other; Türkiye vs Germany vs rest of EU vs other.
Focus of prospecting.
B3
Typical order size (units, EUR) and minimum economic order per product family.
Sets the lower limit of the customer profile.
B4
How do new customers currently arrive (fairs, referrals, brand nominations, agents, web)? Which fairs are attended?
Channel strategy.
B5
Win/loss reasons in the last 12 months (price, lead time, MOQ, certification, distance).
Positioning and disqualifiers.
B6
Which certifications are held today (ISO 9001, ISO 12647-2, FSC CoC, ISO 14001, BRCGS, Sedex/SMETA, EcoVadis, ISO 15378)? Which are asked for and missing?
Some prospects are unreachable without FSC or BRCGS.
B7
Role of the Hamburg office today (sales, logistics, warehousing, invoicing in EUR)? Headcount?
Determines DACH outreach capacity.
C. Operations (Operasyon)
#
Question
Why it matters
Answer
C1
Monthly job count, average run length, share of digital vs offset jobs, share of repeat jobs.
Ganging/scheduling value scales with job count.
C2
Average lead time quote → delivery, and where jobs wait longest (artwork approval, board supply, press, finishing, shipping).
Points to the bottleneck AI should target first.
C3
Board/paper suppliers, stock policy and how purchase quantities are decided.
Demand forecasting scope.
C4
Waste and remake rate (%), most common defect types.
Vision QC business case.
C5
Export logistics: who prepares ATR / EUR.1 / customs paperwork and how long it takes per shipment.
Document automation.
D. People and constraints (İnsanlar ve kısıtlar)
#
Question
Why it matters
Answer
D1
Is there an IT person or external IT firm? Any developer?
Build vs buy vs partner.
D2
Budget appetite for a 6-month pilot (EUR/TL band) and acceptable payback period.
Prioritisation.
D3
Data residency or customer NDA constraints (brands often forbid artwork leaving approved systems).
Where AI tools may run.
D4
Who would own the AI programme internally (sponsor + one day-to-day owner)?