To encourage a customer to test its RapidShield ultraviolet curing floor coating system, Quaker Chemical, a US provider of process chemicals, promised to discount the price. The customer (General Motors) agreed to act as a pilot and allowed Quaker to install a 200-square-foot floor "test bed," and have its plant personnel gather performance data. When the product proved successful RapidShield was applied in other areas of the plant. Not only did GM plant help Quaker develop the RapidShield offer...

BPIR Categories

4.1.4 Develop & implement marketing strategy
4.2.2 Negotiate terms
4.2.1 Manage sales & sell products & services
13.1 Develop and manage supplier/customer partnerships

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