User manual 3M DESCRIPTION OF SOLUTION

[. . . ] The assumption is that a sales relationship with the customer exists or can exist. The lower half of the QICpic notes the criteria and sales cycle qualifiers that should be met through the sales process. These qualifiers are likely to exist in accounts where we can be more successful. Depending on the account, this information should be acquired by the Account Manager, the Account Team, and/or regional Sales resources. [. . . ] Specifications also available to Preferred Converters via Preferred Website. Application Engineering ­ Ability to provide engineering, product, process & design recommendations with test verification. What are our Silver Bullets ­ the key differentiation that we bring to this customer?Overview/Vision: To be the First Choice/First Call Supplier for Attachment Solutions in the Automotive Interior Marketplace. Differentiating Value Proposition: 3M offers High-performance Attachment Products with consistent quality and reliability that meet Automotive Specifications and help improve production efficiency. Our products help increase throughput and ease of assembly with die cut parts. We also help reduce application and warranty costs with quality products. 3M's Broad Range of Solutions provides Tiers one-stop shopping for many of their application needs. 3M Technical Support provides customers valuable expertise and testing to help them select the best solution for their application. We will achieve our vision by providing the following attributes to our customers: · Strong Price/Value Story · Dedicated Account Focus "Partnership with Key Customers" · Strong Channel Network 1. Low Surface Energy Bonding · Strong Quality/Technical Infrastructure to meet Customer needs 3M will Win by partnering with our Key Customers to understand their processes in order to provide innovative and cost effective solutions in a timely manner. · Deliver the best Value Proposition in the Market · Align dedicated Resources in our Key Customers "Sales and Technical" · Providing a wide range of Attachment Solutions to improve their competitive position · Provide Quick response to customer needs 10 Identifying Customer Priorities KEY CUSTOMER PROBLEMS We're having failures - not sticking to the substrate I need a product that meets this OEM Spec. I need an immediate response. Industrial Markets Solution Guide Automotive Interior Trim Attachment CONTACT OPENING QUESTION/ STATEMENT Quality Engineer or Product, Process, Manufacturing Engineers Quality or Process Engineer What are you currently using?What substrates are you trying to bond together? CURRENT SITUATION QUESTION Is this happening in production?What is the timing? DESIRED RESULT QUESTION IMPACT How can you help me reduce the cost of this If you could solve this bonding problem, what would it mean to you?Design, What are you Is this being If this meets Process or trying to bond done your bonding Manufacturing together?Mike Wiener, What would you How are you If we could Automotive like to improve?having failures help change the Market What don't you with your product at the Marketer or like about your current HQ location, specific Key current bonding bonding how would this Account system that you system?Quality Let me make Is this in If we meet Engineer or sure that I production your timing, Product, understand your now?How when will you Process, application soon do you be ready to Manufacturing requirements ­ need an order?Purchasing & What is your How do you If we improve Design current system?measure the your Engineer value of your efficiency, with Value VA/VE, will Reduced failures, Improved quality, Reduced costs Product that meets Spec, Happy customer Good bond for substrates, Improved productivity Better performance, Reduced Warranty Costs Timely response, Improved customer relations Profitability, improved customer relations & 11 Industrial Markets Solution Guide Automotive Interior Trim Attachment KEY CUSTOMER PROBLEMS application? CONTACT OPENING QUESTION/ STATEMENT CURRENT SITUATION QUESTION Analysis/Value Engineering (VA/VE) process? [. . . ] Our experience has been With our experience, we have run into that past sales reps do many situations where we have saved not have a good customers money and time, reduced their understanding of my warranty costs and increased throughput. processes and needs ­ as a result, I feel that my time is being wasted. 15 Opening the Sales Call Industrial Markets Solution Guide Automotive Interior Trim Attachment These are the first few questions you would ask to identify if the customer needs are aligned with the 3M solution offering: 1. I would like to see your facility to help me understand what you are using now and how you are doing things before I offer a solution. What is the timing of this project and when will you be making a decision on what product you will purchase? Typical Sales Cycle STEPS 1. [. . . ]