ACG Worldwide Dalamal House, Nariman Point, Mumbai - 400 021, India www.acg-world.com.
Business Unit – ACG AVL
Solution Value Selling
(C) Preparing for a visit – every visit a) Pre-call
Time :
Date :
Objectives of the Meeting (Tick):
Customer :
Introducing ACG
Person(s) to be met :
Information gathering Engineering / Production/ Others
Person
Contact Stage (tick)
A. Being prepared - Always B. Customer Information Dossier - KYC
Presenting Solution Objection Handling
First Call
Negotiation
Follow-up Call
C. Preparing for a VISIT – EVERY VISIT
Closing Maintenance Visit Meeting New contacts Others (Pl. Specify Information gathered from website / financial reports / LinkedIn / YouTube
1. Objective of the meeting (Indicate in one or two sentences what you want to achieve at the end of the meeting) Main Aim : Retreat Aim: 2. Agenda for the meeting (List the various points that need to be discussed during the meeting) 1. 2. 3. Agenda for the meeting (List the various points that need to be discussed during the meeting)
Information Required
16
Questions to Ask
01
(C) Preparing for a visit – every visit 3. 3.2) Benefits to focus
(A) Being prepared - Always
Customer’s possible pain points
ACG possible benefits
Breakdown/ Service
Reliability/ Durability
Space concern
Customisation
Productivity
Accurate P
Price
ROI (8- 10 mins)
Manpower
Automation
b) During the Call : Information Gained
C) Post call - Next Steps (List actions that need to be taken on the basis of this call) Actions by customer
02
Action by ACG
15
(A) Being prepared – Always
(C) Preparing for a Visit Every visit
from ACG Worldwide. I am a part of ACG – AVL representing various technologies from across the globe in SAARC region for diverse industries like pharmaceutical – both oral and injectable facilities, food & beverages, medical devices & cosmetics. ACG worldwide is widely acknowledged for pioneering in helping pharmaceutical manufacturers in the areas of process improvement, optimization and simplification for whole spectrum of products and services for the past 5 decades Our objective is this visit is to explore how we could be of value to you and your organization In order to understand more about your operating markets and your regulatory requirements, may I request for a few details please… How much time can you spare?
14
03
(A) Being prepared – Always - Planning the Conversation
(B) Customer Information dossier - KYC
A2 Conversation with 5 different purchaser types A 2.1 Strategic Purchaser Typical Job Title
CEO / CTO / MD / GM
Key Roles & Responsibilities
Possible pain points / needs / wants / issues
A response to the company’s strategic issues
Cost Control
Ensures Healthy operations and make profit.
Productivity
Make the company competitive & innovative
Cash Flow
Choose right business partners
Increasing Business Total Cost of Ownership
Prompting Questions - Examples
Financial situation What is the budget for this opportunity? Customers financial situation? The P&L and BS What is the over all budget on Capex?
Key people involved Key departments involved in the project – Management / Technical / Project / User / Regulatory Who is the economic buyer / Signing authority Profile & nature of key people & How are they measured?
In your view where is the industry headed?
What influences them and their inclination to buy / change?
Where do you see, your company growing most significantly?
Who are the influencers- v(Consultant ) etc..
Customer Decision Making process A. 2.2 Economic Purchaser Typical Job Title
Purchasing Manager / Procurement Manager
Key Roles & Responsibilities
Possible pain points / needs / wants / issues
Buy at competitive price
Cost reduction
ROI of the solution and saving cost
Flexibility in payment terms
Sourcing of products
Flow of Decision- Circle of Influence Decision making process Time for decision process What is the budget How do they rate ACG and Competition Key criteria for considering a machine
Prompting Questions - Examples What are the details of the project? What are the major deliverables and key success factors? What are the time lines for this project?
04
13
(B) Customer Information dossier - KYC
(A) Being prepared – Always - Planning the Conversation A2 Conversation with 5 different purchaser types
Customer Business
A 2.3 Technical Purchaser
What is the budget for this opportunity?
Typical Job Title
Customers financial situation? The P&L and BS
Key Roles & Responsibilities
What is the over all budget on Capex?
Key people involved Key departments involved in the project – Management / Technical / Project / User / Regulatory
What influences them and their inclination to buy / change? Who are the influencers- v(Consultant ) etc..
Customer Decision Making process
Right Product and Solution
Optimal technical solution
Technical advice
Efficiency, reliability security, scalability, compatibility Prompting Questions - Examples What can make the process smoother? In your view, what makes a solution acceptable? What are your target markets?
Flow of Decision- Circle of Influence Decision making process Time for decision process
Possible pain points / needs / wants / issues
Compliance with technical requirements
Who is the economic buyer / Signing authority Profile & nature of key people & How are they measured?
Engineer / Design Engineer / Product Development Manager
A 2.4 User Purchaser Typical Job Title
Operations Manager
Key Roles & Responsibilities
Possible pain points / needs / wants / issues
What is the budget How do they rate ACG and Competition Key criteria for considering a machine
Solution is adapted to productivity requirements Better and quicker work.
Loss of revenue and loss of image Longer Guarantee Ease of operations Reduction or Nil Complaints
Prompting Questions - Examples What would you describe as your most frequently encountered challenge or issue? Are there any ‘show stopping’ events that your company needs to prevent?
12
How do you go about your ensuring the regulatory requirements?
05
(A) Being prepared – Always - Planning the Conversation A2 Conversation with 5 different purchaser types A 2.5 Project Purchaser Typical Job Title
Project Manager / Project Leader / Head- New project
Guarantee that the solution will be manageable and not have un-necessary delays and complications.
(B) Customer Information Dossier - KYC
Completing the project on time Reducing the cost Feasibility
A 2.5 Project Purchaser What are the details of the project? What are the major deliverables and key success factors? What are the time lines?
Some more prompting questions – AVL specific Manually/ Semi Automatic/ Automatic-How many years? How are you doing automation? Current batch size and required batch size? How much manpower are you using?
06
11
(A) Being prepared – Always A6 Why Pay More
(A) Being prepared – Always A6 Why Pay More
Value differential justifies additional investment Your key concerns on competition, compliance and counterfeit are well understood by us, and we have the experience and expertise of providing solutions to help the organization fulfill the requirements of meeting the global standard in product quality.
CustomerNeed LINK PHRASE
Our biggest differentiator in our team of committed service professionals Our methodology is to understand your requirements and provide optimal solutions specific to the Customer which are alive to challenges of pharma industry Service team committed to providing timely support and service through the entire life cycle of the machine.
LINK PHRASE
Our special training of operators to help optimise the machine usage Our solutions are focussed on helping the customers plug revenue leakages and mitigate reputation risks for the organisation by providing the high quality systems and solutions.
GO TO NEXT NEED
What We Offer
Actions by customer
10
ACG Feature / Proof
Customer Benefit / Value
While designing solutions, we maintain a holistic focus with a clear emphasis on cost reduction and resultant savings Our solutions are deployed in over 80 countries and we use our experience and expertise to design solutions considering various compliance and regulatory requirement that will help reduce the rejections and improve customers trust
Mr. Customer You said You wanted To take care of this To help you on this Therefore
What We Offer
What You Want
Action by ACG
07
(A) Being prepared - Always
(A) Being prepared – Always A5 Objection Bank
A4 Why ACG - Nine reasons 50 Years of industry expertise
Non Price Objections
Machines installed across India
Best Possible answers
Spare parts availability service
Stock and sales parts dedicated service team
Payment terms(50+50)
Possible and flexible payment terms with respect to customer (10/20+60/70+30/10)
Know- how to develop solutions
Domain specific reference
Reference list
Proven track record of improving productivity, scalability and quality products in many organization
Delivery time (10-120week)
Earliest possible delivery time (8-10 weeks)
5 Business units- customized solution provider Customer focus R & D cell- innovative solutions Wide range of products
GMP complaint Trusted partners offering best technologies from across Europe and Asia 350+ installations in 6 years time Best of the class sales/ service support ensuring peace of mind Lean and agile sales force
We can do this for you...
08
Because...
We will draw on our in-depth know-how of pharma manufacturing to customise innovative solutions for you
ACG enjoys close to 50 Years of industry expertise backed by a strong focus on research and development
Regardless of where in India your company is located, we can promise a seamless Customer experience
We have pan India experience in installing machines across the country
Regardless of where in India your company is located, we can promise a seamless Customer experience
ACG inspection a global company with installations in more than 60 countries
We have a demonstrated record of providing solutions to a large number of or anisations that prevent revenue loss and mitigate reputation risks
We are currently servicing customized solutions that we provided to several clients and helped organizations to improve their product quality to meet the global standards
09