Ti-News n. 19 // March 2018 - page 13

Ti
news
13
Selling Specialty Films
in high-duty countries
When it comes to selling films in high-duty countries, you’re not only competing
on price, you’re also often competing against local commodity suppliers.
It’s important to impress upon your client that you are the source that
can fulfill their specialized needs and that you have the product and
technical knowledge to help them maximize their returns long after
the initial purchase has been completed.
Customers know that pricing is just one part of the equation,
and the salesperson—by fully understanding the client’s
objectives, technology, end-user demands, and
aesthetics and performance requirements—
effectively becomes a partner in the client’s
success.
Consider the example of Brazil, where
there is a 16% duty plus 5% taxes
added to the price of film. The
only way the
Ti
technical
representative can overcome
an initial price objection,
especially one so significant, is
to demonstrate that the Taghleef
film excels in every other category:
high and consistent quality throughout
the entire roll, appearance, feel, barrier
properties, shrink percentage, and reliable
performance from start to finish on even the most
complex and technologically advanced processing line.
After all, what good is a lower-priced film if it’s going
to break during processing and cause costly delays on the
production floor?
Exceptional quality, reliability, and performance pay off in the end,
even when initial pricing seems to be a barrier in the beginning. With their
advanced product and technical knowledge, and their willingness to work
as partners to deeply understand all their customers’ needs, expectations,
and pressures, Taghleef salespeople excel at highlighting value over cost and
performance over price.
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