
99Finding Product Opportunity
while the production schedule is optimized in response to changing order
patterns and process upsets. Find out early in the selling cycle whether
the customer expects product customization and intensive service. The
sales compensation package should incent salespeople to concentrate
on nding high-margin applications. Consider partnering with market-
focused companies that can sell your material as part of their portfolio of
solutions.
Be prepared to provide samples of products that the process can make, but
for which no orders currently exist. Keep a database of properties, availabil-
ity, and potential sales prices ...