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Home > MacroLetter > 14.1 - Summer 2010 > Customer Interest
MacroLetter 14.1 - Summer 2010
Contents:
Customer Interest
A Process to Benefit Both the Supplier and the Customer
When Macro Engineering & Technology embarks on a new project with existing or new customers the sales process of customer interest is of paramount importance. Customer interest is the ability to get to know the customer and the needs of the customer in as much depth as possible. At Macro, sales is approached from a project point of view. Macro has extensive experience and capabilities to offer not only complex extrusion systems but can also guide a customer through the process of purchasing a new line and advise on what materials are to be used for producing the film and discuss with customers the film structures to meet their end uses.
The wealth of experience within Macro is built upon a solid production process that is combined with an extensive understanding of raw materials, film structures and machine configuration. Macro also has a committed R&D department and can offer customers development time on our extrusion machinery to test new film structures and review quality, physical properties and production outputs. This service provides a significant advantage to our customers before committing to a new investment.
Customer interest also takes into account the future business of the customer. Macro can assist in providing information to determine the customer's return on their investment. We often identify and discuss with customers the products and markets that we perceive to have potential opportunity for growth. With no commitments, Macro can also discuss new technologies with customers.
Customer interest involves interaction with as many departments within the customer's operations so all areas of concerns can be addressed. A typical example would be a small, privately held company prepared to order a new line with only the involvement of the owners. Production and engineering staff may not get ample opportunity to have input on the configuration of the machine. Through Macro's sales process, we reinforce the importance of involving as many departments of the customer to help find the best possible configuration of the line before the purchase is made. Lessons learned by customer's production, quality and engineering staff go a long way to successful design of a line that meets all requirements.
Customer interest involves taking the time to visit the customer's plant and engulf ourselves in the customer's world. By doing so Macro can develop and offer systems that customers may not realize to be possible; creating a mutualistic benefit for both the customer and supplier. With a deeper understanding of the customer's needs and challenges we can focus on innovations that have real value for the customer and help ensure the ongoing success of both parties involved.
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