#InstituteMarket #CreateValue #RelationshipGoals #GoLive!

1.  InstituteMarket
 Value
 Relationship
 Importance of
Digital Age

2. #InstituteMarket
SHOULD YOU BID IN INSTITUTIONAL MARKETS?

3. SMARTMATIC:
508M

4.  Follow the
Guidelines
 Adapt offers to the
special needs and
procedures

5. #ValueCreation
DO YOU CONCENTRATE ONLY ON THE PRICE?

6.  Research the Customer
 Specify the diff. bet YOUR
offerings and those of
competitors
 Create written accounts of cost
savings or added value that
existing customers have
captured by using your
offerings

7. WHY?

8. DO YOU WANT A SHORT OR LONG TERM
RELATIONSHIP?

9.  SOLUTION TO THE
CLIENT’S PROBLEM
 VMI
 Stockless
Purchase Plan
 Vertical Coordination

10. #
HOW DO PURCHASERS/BUYERS FIND YOU?

11.  Websites
 Search Results
 Leverage E-mails
 Social Media
 Webinars
 You have to be visible at
the eyes of the public

12. Too slow to adapt
“Netflix & Chill” - 9gag