WIN THE RIGHT CUSTOMERS. PROVE YOUR VALUE. GROW FREE CASH FLOW.
Josef David | RapidKnowHow® — THE DECISION COMPANY™
Your customer buys gas to achieve an operating result: an acceptable weld, consistent product quality or reliable production.
Your commercial opportunity is to connect gas supply, application expertise and service to a result worth paying for.
ONE decision: sell a measurable improvement
Choose one customer problem you can solve profitably:
| Customer problem | Your opportunity |
|---|---|
| Excessive gas consumption | Improve consumption per accepted unit |
| Rework and rejects | Combine application support with suitable gas |
| Emergency deliveries | Improve replenishment and supply planning |
| Unreliable production | Agree a feasible supply-and-service solution |
| Unclear total cost | Make gas, delivery, rental and service costs visible |
Technical suitability and safe implementation require approval by the responsible qualified people.
Your TOP 3 actions
1. Choose the right opportunity.
Find a customer with a costly operating problem, an identifiable decision-maker and requirements your supply network can meet.
2. Prove the value.
Agree the baseline before proposing savings. Define the improvement, measurement method, implementation costs and customer responsibilities.
3. Win business that earns cash.
Price the complete offer. Include delivery, equipment, service, working capital and payment terms. When lower consumption reduces gas sales, include the lost contribution in your calculation.
Illustrative customer case
Assume an improvement produces:
| Annual benefit or cost | Amount |
|---|---|
| Lower gas consumption | €5,000 |
| Reduced rework cash cost | €8,000 |
| Fewer emergency delivery charges | €2,000 |
| Gross recurring benefit | €15,000 |
| Additional service fee | −€4,000 |
| Net recurring customer benefit | €11,000 |
With a €2,000 one-time pilot fee, the first full operating-year benefit becomes €9,000.
Illustrative assumptions only. Verify savings, avoid double counting and include all implementation costs.
The supplier must also earn a positive contribution after service costs and lost gas margin.
Your 30-day result
ONE qualified opportunity. ONE credible offer. ONE customer decision.
Use the Selling Industrial Gases PowerBook to prepare your discovery questions, value case, pilot proposal and negotiation.