1.
How to evaluate
WIN -WIN solution benefit
in a B2B market
Mafia Offer from Sales
Superman:
How to evaluate more expensive solution
effectiveness, so that it would be possible
to transfer your business from price wars
to the Paradise of Economic Benefits?
Quantum Leap in Sales

2.
$old - old decision price for the client
$new - new solution(our offer) price for the client
t - operation lead time
$mm - production minute price
$RM (Raw Material) - raw material price for a
particular product
I - investment in to the stock of RM (acquisition
price related on quantity)
The Win (decision payback):
The formula has infinite depth
in its efficacy and application.
But it is staggeringly simple
and completely consistent.
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3.
Σt - Sum of operations processing time
® - original client solution, materials or RM, not depended on us (our offer)
© - our offered new Solution, Product or RM
C (competitor) - competitors product, solution or material
Q - Quantity
Δ - Delta
1.Production cost related to speed and Labour cost:
∆$operation = Σtnew (t® +t©)*$mm -Σtold(t® +tC)*$mm
if the production speeds up and, if you have queue of
orders, a win will be acquired
2. RM price, RM quantity and comparison with the
competitor
∆$inventory = $RM*(Q® + Q©) - $RM*(Q® +QC)
if new decision in sum allows to use less RM(details), than
even with higher unit price Win will be acquired
3. Quantity of RM, which a company has to buy to
receive the offered price $/I
Mafia Offer covers 3 different
aspects:
1. Time(production speed),
2. Quantity of materials and
3. Investment into stocks
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4.
The Goal

5.
Darius Radkevicius
Mob: + 370 698 41027
darius.radkevicius@gig-europe.eu
You can order a book
http://www.versloknyguklubas.lt/en/component/virtuemart/?
page=shop.product_details&flypage=flypage_images.tpl&product_id=121&cat
egory_id=30
www.3tonis.eu
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