This document discusses several key topics for businesses: 1) It discusses whether companies should bid on institutional markets and emphasizes following specific guidelines and adapting offers to customer needs. 2) It stresses that companies should not focus solely on price but should understand customers, differentiate their offerings, and illustrate value and cost savings customers have achieved. 3) It highlights the importance of establishing long-term relationships with customers by solving their problems through value-added services and coordination.

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