Commercial Director WeylChem US Inc.
The personal chemistry between us and our customers must also be right. In the final analysis, the quality of the product is always important, but people buy from people, and they tend to buy from those they respect and trust. How can we earn this trust? It begins with listening. We must listen carefully to what the market and our customers are saying so that we can understand precisely what they are lacking, and begin to anticipate their future wishes. This takes place on a human level, on a level where you speak honestly and openly to each other. That’s why it’s not enough to merely provide the right product and the necessary service.
The people in R&D, production, customer service and sales – they all do a great deal that is visible to the outside world and creates trust. So to differentiate ourselves from the competition, we need to have the best team with the best people. This is how we move away from mere price considerations towards a close cooperation with our customers on solutions that create added value for both sides. Good interpersonal chemistry gives us a competitive advantage and is therefore an essential part of our mission.