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 6.7 How to Move the Customer Away from the Insane Focus on Cost Take notes – be ready for the POP Quiz at the end!