User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
13
Qualification Questions
Ideal Buying Criteria Questions
Do you make the design decisions on what you are going to do? (If yes – then ask what
is the next step? If no – Ask whom you should be working with to make these
decisions?)
Does this product need to meet an OEM Spec? (If so, which one?)
Will this product be manufactured here or at another tier location or facility? (If another
location, who should I contact and where are they located?)
When will this purchase take place and what will be the determining factors in
purchasing this product? (Price, technical support, delivery requirements?)
What are your volumes? When will you start production? What platforms will this
application be on? Will we be shipping to more than one location?
Are there any other programs/applications that this could be used on? (If so, who is the
contact that I could speak to about this solution?)
What type of application is this – Designed-in, Quick Fix, or Competitive Replacement?
(Depending on the answer, this will affect the timing of the application and the
price the customer will be willing to pay)
Decision Process
Questions
What is the process that you will use to select a vendor?
Who are your preferred suppliers?
Who, beside yourself, will be involved in making a decision?
Is there anyone else you recommend I meet with at this point? Can you
introduce me to him/her?
What are you testing requirements? What are your timing requirements?
Time frame
Questions
(Gaining
commitment)
When do you anticipate making a final decision?
What is the target for delivery and installation?
Based on that, when would you like to begin the implementation?
Will you need sales & technical support?
Will you need product/process training?
When can we get you samples for your plant trial/testing?
Who should we work with to provide you samples?
Budget
Questions
Do you have a price target currently in mind for this application?
If so, what are your price parameters (such as cost-down demands, hold
pricing, etc.)?
Our price includes all the Price/Value services 3M offers:
• Sales Support
• Technical Support (Product testing, Application Testing)
• Quality Infrastructure (Products that consistently meet OEM Specs)
• Dedicated Market Support (Trusted Brand name in the Industry)
• Full provide of Solutions (always looking at improving your process)