What do you say to people who say that MPS has become a commodity? In our continuing series, Sarah Henderson, director, MPS operations for West Point Products offers these comments on the subject.
“Don’t sell on price, sell on value. If you follow a consultative sales process and uncover pain points that are solved via your MPS solution, you can rise above the fray of penny page pricing. This requires consultative sales and also offering a program that solves issues, mitigates end user frustration, and provides process improvements that go beyond just initial cost savings. Dealers can also look to differentiate their programs via offering comprehensive recycling and green solutions. MPS is really only a commodity for dealers that treat it that way.”
