Five habits of effective price defenders

摘要

In his presentation to the American Mold Builders Assn. in March, Stephen Rose provided convention attendees with these five must-follow practices: Broaden the picture. While the mold is the core product, what are the other products and/or services and value offerings you bring to the OEM that you can talk about? Talk to the OEM buyer about total', valine realized, and focus on the supplier; "Broaden the discussion to more than just the metric of the price of the mold," said Rose. "Talk; about valued."