What happened the last time the current program failed?
What cost showed up because of that failure: damage, labor, downtime, freight, emergency buying, or paperwork?
Besides price, what would make this supplier decision successful ninety days from now?
If those questions reveal no operational cost, no service risk, no recurring need, and no access beyond procurement, quote carefully and protect your time. If they reveal real business consequences, slow down enough to build the right proposal.Value-based selling does not begin when the proposal is written. It begins before the quote is given.
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North American Forest Products
Viking Engineering & Development
38 WESTERN PALLET
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The Pallet Playbook is a special series on value-based selling in the pallet industry.