Help the team focus on customer pain
Company: Advanced Tooling Solutions, Inc.
Industry: Industrial tooling, aerospace and automotive industries.
Situation: Adapting an aerospace tooling method to save time and money in the automotive industry.
Success measure: Gain credibility and adoption by automotive supply chain.
BentonsEdge helped the ATS team focus on proving the benefits of its advanced tool on parts suppliers' production tooling lines like this one where sustainable cost and schedule advantages could translate into more orders from auto makers.
In meetings with the major automobile manufacturers, it became clear that buy-in for the new tooling approach would have to come from their suppliers of major automotive body panels. Generally, automobile manufacturers buy automotive parts & assemblies, not tools that fabricate parts. The new tool would have to be proven in suppliers’ production lines.
Having gained concrete market intelligence through our process of Value-Story Selling™, we could justify shifting the focus of the team's Value-Story™ from manufacturers to parts suppliers.
BentonsEdge led the team toward getting one or two suppliers to use the tool in suitable production runs. Discussing the value story with suppliers, we learned that small but sustainable cost and schedule advantages could help supplies differentiate themselves in the highly commoditized automotive component business. So we stressed the cost and flexibility advantages for suppliers that would adopt the new method.
Has your technical team and your sales team aligned on the right entry point for your industry?
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