The Importance of Building Strong Rapport with Customers

Bayer Co. (M) Sdn Bhd is a German based company which was formed in 1863, operating in 60 over countries around the globe specializing in health care, nutrition & pharmaceutical.

The opportunity came when Bayer and few of its subsidiaries moved to a new corporate office. They were presented with a proposal on Toshiba Total Solutions with colour capabilities. At that moment they were using some MFPs, running on monochrome digital with network printing functionality and standalone devices such as fax machine, color printer & scanner.

The initial attitude was an unwillingness to switch to Toshiba MFPs, due to the negative effect of the global economic crisis and their current MFP leasing has yet to expire. Nevertheless, with sincerity and rapport building with Bayer, opportunity arised to meet up with the key person, Ms Amy Tang the Assistant Manager in Procurement & General Administration department.

Toshiba had worked out a good price to buy over Bayer’s existing rental agreements and replaced them with the new colour MFPs, e-STUDIO2820C and e-STUDIO3520C. In addition, the sales proposal was inclusive of trading in all standalone devices which was strongly supported by the head of IT department.

A product demonstration was conducted to Bayer to ensure all MFPs catered to their office requirement. The unique selling point of the e-STUDIO2820C/3520C/4520C was highlighted incorporating the e-Fleet Management System.

Thanks to the well-trained and sincere sales representative’s, the product demonstration was successful. Bayer was convinced that only Toshiba e-STUDIO is Bayer’s one and only ideal solutions. They are just one of the many happy customer Toshiba has now.