With the support of Agence MVO, Mettler-Toledo SAS, laboratory division, has developed its constructive approach, with its customers and prospects, based on the joint definition of the need, the solution and its ROI calculation. The company offers products, solutions and services that play an important role in the competitiveness of companies through weighing, analysis and quality control.
" At a time when the competitiveness of French companies is a real issue, it's time to think of productive investment in terms of the gains it will generate, and not in terms of its acquisition value. says Fabrice Dejoux, President of Mettler-Toledo SAS. He adds that " Fortunately, many customers have taken the plunge and are more interested in total cost of ownership than in acquisition cost; further proof that return on investment is the preferred criterion that directly impacts industrial competitiveness, which is so important in the face of today's challenges. ". " Listening to our sales teams is essential. They have challenged themselves to collaborate even more actively with our customers to determine their needs and propose more profitable solutions. "explains Christophe Blaisse, Laboratory Division Manager.
The training was highly beneficial, as it was based on real-life case studies that highlighted the benefits of this new approach. Fabrice Dejoux points out that this way of proposing the best solution to our customers involves a much more proactive sales approach, which will henceforth be the rule within the company. " Our mission is to contribute to improving our customers' competitiveness with adapted, high-tech and high-quality solutions, in the form of a constructive partnership; this award from the Trophées Action Commerciale demonstrates the relevance of this approach. "concludes Fabrice Dejoux.