Essay on IBM Selling Plan

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IBM Selling Plan

Working Together to Achieve Excellence
We have selected IBM as a prospective buyer for Nidec’s spindle motors. For the past several months, Nidec has been the sole supplier of cooling fans for the production of IBM’s servers. Using this strong relationship as a base, we will present three main reasons for IBM to use Nidec as a supplier for spindle motors as well.
First, Nidec is able to charge a lower price than competitors. This feature is possible because Nidec’s 70% spindle motor market share allows the company to achieve economies of scale. Second, Nidec is committed to pursuing a double-win philosophy with its customers. IBM can count on Nidec to provide the best solution to its many design and production problems. Nidec will work with IBM and IBM’s suppliers to facilitate the design and production of new products. Finally, Nidec places primary focus on the quality of its products from design to delivery. With one of the lowest DPPM’s in the industry, Nidec has demonstrated its ability and dedication to maintaining a high level of consistency and reliability.
We are scheduled to give a presentation to a commodity manager and commodity engineer from IBM’s hard disk drive department on February 22, 2000. This presentation will be persuasive in nature. It has one primary objective: closing the sale! By “closing the sale,” we mean securing a two-year agreement with IBM to purchase spindle moto

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