A company seeking bids for a new, faster stretch wrap machine to keep up with growing production contacted our team. In the process of providing the quote the equipment expert inquired about why they thought a new machine was necessary.
The discussion led the expert to request a visit to inspect the existing machine. Knowing the model and application well he suggested a small component modification to the equipment offered by the company. The new component would upgrade the machine beyond the needed capabilities for a cost of about $4,000, as compared to the $45,000 price of a new machine.
Foregoing a likely sale with a hefty profit for a small sale with almost none doesn’t happen every day, but putting the client’s best interest first is always good business. And it’s a good example of why our sales reps don’t work on commission. The modification solved the customer’s problem, and saved them more than $40,000.