要推出新产品但买家说除非降价20%否则不会购买问.docVIP

1.要推出新产品，但买家说除非降价20%，否则不会购买，问如何negotiate Buzz ut aside the price, understand client’s needs and calculate their budgets How our new product can help you to solve the problem? (our solution and highlight key value and benefits compared with our old product and the competitor’s ones) Extended lubricant service life Improved thermal and oxidative stability—allowing for higher operating temperature Improved volatility—allowing for less lubricant loss Extreme flexibility—used in a wide range of operating conditions Lower energy consumption Improved biodegradability Improved wear protection Reduced deposit formation Share successful business case in clients’ industry and testimonial to win the trust Sample free/Pay some minimum charge for test and performance measurement Get the feedback and make economic feasibility analysis for projection If they still have concerns about the price or total budgets. We might propose that 5%-10% discount for great amount (company policy) Special discount for further comparison/testing if the client is with good potential 2. 公司自行研发在中国推出的产品，竞争者变多，利润越来越低，去年亏损了，问如何改变这个局面，improve business。 Do the right thing: to keep this product line or not? If this product line is coming to the end of its life cycle/or gonna to be a doggie product, we might exit from the current competition and produce new replacement to address the popping up needs. Do things right: -Goal: improve profit -As-is Analysis: Suppliers, Competitors, Client, Replacement, Entry barrier, Macro economical environment and SWOT of our company, IPR -Do (1) Benchmark with our competitors (product, price, promotion, place) to find out our weakness and clarify our competitive advantage (2) Understand the clients’ feedback and needs again (3) Improve our products/packaging to address new needs and client’s buying experiences to enhance the loyalty of them (4) Understand our suppliers and control our production costs better to win more space for pricing (5) If the clients’ are