User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
12
KEY
CUSTOMER
PROBLEMS
CONTACT OPENING
QUESTION/
STATEMENT
CURRENT
SITUATION
QUESTION
DESIRED
RESULT
QUESTION
IMPACT
application?
Analysis/Value
Engineering
(VA/VE)
process?
this reduce
your overall
cost?
efficiency
Your price is
too high –
what can you
do to help us
change this?
Purchasing What do you
mean by our
price is too
high? What are
we being
compared to?
(Apples-to-
apples?)
What are you
currently
paying? Are
you buying
direct?
Does your
other source
offer technical
and sales
support?
Better
understanding
and
appreciation
of 3M’s
Value
Proposition