Covaris Success Story: Trade-in Program and Customer Engagement
Covaris successfully implemented a trade-in program to encourage customers with old units to upgrade to newer models, resulting in increased sales and customer satisfaction. By approaching customers directly, through email, and with the help of local dealers, Covaris was able to guide customers through the process and address their specific needs. The program led to several customers purchasing new models and retaining old units as backup devices. Customer feedback highlighted the convenience and efficiency of the trade-in process, with some expressing interest in future upgrades. Covaris also faced challenges with customer requests for specific upgrades, such as from S2 to M220, and addressed these concerns to enhance customer experience and meet demands effectively.
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Presentation Transcript
Success Story Sharing xx June 19, 2019 www.covaris.com
Agenda Topic Presenter Time Background xx xx Key obstacles xx xx Solutions and outcomes xx xx 1~3 takeaways xx xx Q&A All xx Total 10 min Proprietary 2
Trade-in Program M&S have more than fifty customers who have old units, such as S2, E210(R) and L8 in Japan. Several customers still have been using those old units for their research. Since the old units are no longer available for servicing and repairing and new application will be developed with new units, we have been approaching them to replace with the current model using Trade-in Program . Covaris offers additional discount for those customers and we have provided them special price. Proprietary 3
How to approach to the customers Based on the customer lists we have, - Directly visit with promotion leaflet - Email news - Follow up by local dealers Periodically approach will make - Customer satisfaction - Consumable sales - Introduction new application - Keep them as active customers Proprietary 4
Trade-in Program Results Around fifteen customers purchased another models of M220, S220, E220 and LE220 additionally. Those customers would like to keep the old unit for backup devices. Some customers had replacements with current models using Trade-in Program. - S2 to E220 Evo (NGS prep) - E210 to E220 (NGS prep) - E210R to E220R (Compound Management) Several customers are still considering to have new units using this program. Some have applied the budget for purchasing. Proprietary 5
Customer requests for Trade-in Unavailability for replacing from S2 to M220 - One by one treatment is enough - No more waiting for chiller - Saving the work area Unavailability for replacing from M220 to ME220 - Limited to old units for Trade-in - Demands for multiple sample treatment - E220 or LE220 is much expensive Proprietary 6
