Case Studies: Practice!
Case 3: The Unexpected Feature
From the original Sourcing Communication Playbook, kept unchanged. Practitioner advice, not yet source-checked. The English version is written for buyers; the Chinese version is written for young sales staff and gives different advice.
Scenario: Indian supplier suggests a new, expensive, but game-changing feature. Your buyer only cared about cost.
Approach: Express appreciation to the supplier. Present to your buyer: "The factory introduced an interesting feature. Considering your market's trend towards [X], could this give you a competitive edge? What are your thoughts?" Let the buyer discover the value.