User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
4
Win/Lose Ground Rules
WHEN, WHY WE WIN WHEN, WHY WE LOSE
We win when the application requirements call for
high-performance products and solution.
We lose when it is a lower performance application.
We win when we have a product that meets an
OEM Spec or Tier Spec.
We lose when we don’t meet Specs.
We win when the customer values quality, service
and innovation from a supplier.
We lose when they are only concerned about who has
the cheapest price.
We win when we have key contacts at all levels
(OEM, Tier, HQ and plant level).
We lose when we don’t have contacts or relationships
at all levels (OEM, Tier, HQ and plant level).
We win when we are the First Choice/First Call
Supplier.
We lose when they call the competitor first.
We when win we respond in a timely manner with
sales/technical solutions in a timely manner.
We lose when we don’t respond in a timely manner.
We win when we are a full solutions provider of
Tapes, Adhesives and Reclosable Fasteners.
We lose when we don’t have a lower cost commodity
product.
We win when we understand the customer’s
requirements.
We lose when we don’t know the customer’s
requirements.
We win because we have an Automotive Interior
Focused Team (Sales/Technical/marketing) to
understand industry requirements.
We lose when we haven’t developed the relationships
at the key tier plants and HQ locations.
We win when the customer values 3M’s broad
range of products (cross-divisional) for Interior
Solutions.
We lose when we limit ourselves and don’t think of
the big picture for problem solving.