ScottLear65
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Contact
Us
at
www.tomingraminc.com
972-394-5736
or
tom@tomingraminc.com
Welcome
to
Interviews
With
the
Sales
Experts!
Interview
with
Scott
Lear,
15
Years
with
Schneider
Electric
including
Area
Manager
and
Director,
Business
Development
Automation
and
Control
Click
Play
to
Continue
(if
needed)
For
more
Interviews
with
the
Sales
Experts,
go
to
www.tomingraminc.com
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division.
(5:12)
$1
Million+
Services
Success
Story,
Beating
Competitor's
Product
Sales
With
a
Service:
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division.
(5:40)
$1
Million+
Services
Success
Story,
Beating
Competitor's
Product
Sales
With
a
Service:
Customer
Problem:
When
a
30
year
old
electric
substation
need
replacement
(e.g.
4,000
volt
system
for
a
refinery),
competitors
want
to
sell
all
new
equipment,
which
creates
three
weeks+
of
disruption
and
outages.
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division.
(6:00)
$1
Million+
Services
Success
Story,
Beating
Competitor's
Product
Sales
With
a
Service:
Customer
Problem:
When
a
30
year
old
electric
substation
need
replacement
(e.g.
4,000
volt
system
for
a
refinery),
competitors
want
to
sell
all
new
equipment,
which
creates
three
weeks+
of
disruption
and
outages.
Schneider
pioneered
"in-place-refurbishment"
for
both
its
equipment
and
competitor's
equipment,
which
resulted
in
near
zero
down
time.
Ultimately
was
able
to
earn
more
profit
than
selling
new
equipment
to
customer
because
of
extreme
value
customer
placed
on
no
outages.
(SL)*
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(6:15)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(6:39)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Internal
parts
were
new
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(7:30)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Internal
parts
were
new
Priced
on
value
brought
to
customer
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(8:29)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Internal
parts
were
new
Priced
on
value
brought
to
customer
Class
4
services
strategy:
3-week
refinery
downtime
to
0!
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(11:05)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Internal
parts
were
new
Priced
on
value
brought
to
customer
Class
4
services
strategy:
3-week
refinery
downtime
to
0!
Customers
will
start
with
“Price
is
#1”
–
In
the
end
it
is
not!
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(12:09)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Internal
parts
were
new
Priced
on
value
brought
to
customer
Class
4
services
strategy:
3-week
refinery
downtime
to
0!
Customers
will
start
with
“Price
is
#1”
–
In
the
end
it
is
not!
Not
“Plug
&
Play”
equipment,
not
standardized
Interviews
With
the
Experts
(604.2)
Schneider
Electric,
U.S.
Division
(12:37)
Big
customer
problem
–
shut
down,
discovers
and
creates
other
problems
Internal
parts
were
new
Priced
on
value
brought
to
customer
Class
4
services
strategy:
3-week
refinery
downtime
to
0!
Customers
will
start
with
“Price
is
#1”
–
In
the
end
it
is
not!
Not
“Plug
&
Play”
equipment,
not
standardized
Offer
became
“No
headaches
for
customer”
Thanks
for
Joining
Us
–
Some
Details:
(31:25)
Names
are
disguised
*
“Summaries
of
complex,
long
term
efforts…
Intended
to
communicate
principals
and
concepts…
Estimates
of
benefits…
May
have
been
altered
to
protect
confidentiality…”
Remember
to
ask
us
for
the
rest
of
the
story…
For
more
Interviews
with
the
Sales
Experts,
go
to
www.tomingraminc.com
Contact
Us
at
972-394-5736
or
tom@tomingraminc.com
6.5
How
We
Discovered
Our
Core
Technical
/
Process
/
Quality
Competitive
Advantage
Take