Opportunities for Useful Information to Increase Your Differentiation and Value
PROGRAM: Opportunities for Useful Information – to Increase Your Differentiation and Value
Many in our industry believe that Print has become a commodity, and all that remains is “low price wins.” This session chooses – to prove otherwise, while improving Quote wins percentages, and winning prices….!
Changing Market Conditions:
Most suppliers have decent quality, and quick-turn delivery, plus several other production specialties. As a snapshot of current buyer-seller transactions, and Quote Letters, inexperienced buyers too often look at the price – immediately, and not much else. Too worsen conditions, few new Reps are taught to gather buyer information of a broad design early on, and use that information in developing a successful Quote – not based on “low price wins.” As a result, experienced, successful Reps continue to win more than their share of bids, and new Reps tend to believe their Estimating System – is flawed.
Company Performance Benefits Expected:
Your organization learns when to offer “What Services,” and “What Useful Information” – to elevate your differentiation & value – for important Quoting opportunities.
Key Knowledge Areas Introduced:
Multiple examples of Useful Information – many of which are gained from the customer; plus, when and how to present – that leads to discussions – with your Rep. We then go “live” – tracking multiple opportunities with your customers.
Unusual Instruction Features:
All sessions are recorded. Assignments and homework are to be expected. Examples become quickly recognized, and implemented.
Fee: $390. Sessions include articles to read, illustrations & examples to study, and homework assignments – over several weeks – for the Business Development
Team. (Zoom instruction has proven effective.)
If interested in learning more or registering for the next session, please contact:
Sid Chadwick – President
336-558-4939 – sidchadwickcc@gmail.com OR
Sarah Ogburn – Research Manager/Administrative Assistant