Case Study: The Value of Sales Specialists
A hospital was preparing an RFQ for their garbage bags, upon receipt of the bid the Paper Products Company Market Specialist noticed the quantity of bags requested was extremely high based upon the size of the Hospital. Her market knowledge was extensive being assigned to other health care units of roughly the same size. She checked with the buyer who was quite sure of the quantity being purchased. Something was wrong. The Paper Products Company rep went to work to see how she could be of assistance and offered a review and facility tour to see how the product flowed from dock to dumpster.
She noticed that multiple bags were being placed in the receptacles, a practice not uncommon in housekeeping. As the trash was being collected in the dumpster area she began to poke holes in the bagged garbage, it was obvious that almost all of the trash was being double bagged. When she reported this to the Housekeeping director he was not surprised, the bags utilized had been specified in at thinner and thinner gauge, the result was a low case price but a very high cost in use.
The Paper Products Company rep notified purchasing of the issue, the spec was changed and the business awarded to her based upon utilizing a high performance bag that could handle all of the trash with a single use. The result was a 30% reduction in cost to the hospital a higher quality product and happier Environmental workers
Now that is a value added!