3M description of solution Manuale Utente
Industrial Markets Solution Guide
Automotive Interior Trim Attachment
2
Ideal Customer for this Solution
An ideal customer is a Tier who can make design and purchasing decisions for materials used in
components that support the interior production needs of an Automotive OEM. The tier will provide
good price/value products to the OEM that meet OEM specifications. The solutions they provide will
be innovative, perform well to specs and satisfy OEM cost requirements. Parts will be provided in a
timely manner.
components that support the interior production needs of an Automotive OEM. The tier will provide
good price/value products to the OEM that meet OEM specifications. The solutions they provide will
be innovative, perform well to specs and satisfy OEM cost requirements. Parts will be provided in a
timely manner.
The Solution QICpic below identifies the key early sales cycle components. It helps you assess the key
information that needs to be gathered and evaluated to qualify the opportunity. The assumption is that a sales
relationship with the customer exists or can exist.
information that needs to be gathered and evaluated to qualify the opportunity. The assumption is that a sales
relationship with the customer exists or can exist.
The lower half of the QICpic notes the criteria and sales cycle qualifiers that should be met through the sales
process. These qualifiers are likely to exist in accounts where we can be more successful. Depending on the
account, this information should be acquired by the Account Manager, the Account Team, and/or regional Sales
resources. This forms the basis for Sales calls that introduce subject matter experts.
process. These qualifiers are likely to exist in accounts where we can be more successful. Depending on the
account, this information should be acquired by the Account Manager, the Account Team, and/or regional Sales
resources. This forms the basis for Sales calls that introduce subject matter experts.
The upper half of the chart indicates where we are not as well positioned for the solutions sale.
A stop sign indicates a qualifier that means we are unlikely to be able to bring a satisfactory solution to the
customer, at this time. A caution sign means we can anticipate a more challenging sales cycle, with more
information gathering needed or more objections. A solution will likely require considerably more time and effort
and involve many other resources.
A stop sign indicates a qualifier that means we are unlikely to be able to bring a satisfactory solution to the
customer, at this time. A caution sign means we can anticipate a more challenging sales cycle, with more
information gathering needed or more objections. A solution will likely require considerably more time and effort
and involve many other resources.
Target Market
Segment:
Automotive
Interior
Components
Segment:
Automotive
Interior
Components
Problems They
Have
Attributes of the
Business
.
Attitudes &
Beliefs
Test for these
Attitudes and
beliefs
Look for these
attributes
Qualified
Customer
Customer
Look for these
problems
Cost Effective
Solutions
Specifications
Required
Required
LSE Substrates
Increasing
Throughput
Throughput
Value technical
support & quick
response
support & quick
response
Needs products that
meet OEM specs
meet OEM specs
Want innovative
solutions
solutions
Product quality
essential
essential
Need to Meet a
OEM Spec
OEM Spec
Quick
turnaround
time required
(solution/meets
spec)
turnaround
time required
(solution/meets
spec)
Cost down
pressures
(5%/year)
pressures
(5%/year)
Price sensitive
Competitor
spec’d in
spec’d in
Tier HQ makes
spec decisions
spec decisions
Price
determining
factor
determining
factor
Calls competitor
first
first
Commodity
product needed
product needed
We haven’t tested to
OEM spec
OEM spec
Already have
relationship developed
with competitive
supplier
relationship developed
with competitive
supplier
Don’t understand
automotive terminology
& requirements
automotive terminology
& requirements
Reduce
Warranty Costs
Warranty Costs
Legend
=Caution
=Stop
Caution/Stop for these
boxes above the line –
See Anticipated
Objections
Section for handling
boxes above the line –
See Anticipated
Objections
Section for handling
Boxes in the blue
are good potential
prospects
are good potential
prospects
Good Price
Value Story
Value Story
Plant level
Tiers making
design
decisions
Tiers making
design
decisions
Alternative
forms of
attachment
forms of
attachment
Products don’t
stick to
substrate
stick to
substrate