Find the money your customer is losing and does not even know about.
Use this live in front of your customer. Walk through it with him. Let him watch the rupee number build in front of his eyes. That is the moment he stops seeing you as a supplier and starts seeing you as a partner.
By Raghu Kiran. Revenue Growth Transformation Leader.
Step 1 · The pain, in his words
What is the customer struggling with?
Tick every pain he describes. He may give you one. He may give you two or three. That is fine.
First, what does he make?
Ten seconds here puts the right metal rate behind the cost, and makes the report read like it was written for his floor.
Primary pain point
Even if you ticked a few, pick the one to build the conversation around. The questions below follow this one, so you never get a long list.
type the exact phrase the customer used. It makes the report feel specific to them.
For the primary pain, ask these
Ask these in every conversation
How often does this happen? Every batch, weekly, monthly.
How much metal are you casting a month? Gold, silver or platinum, and roughly how many grams.
What does it cost when it happens? Metal, labour, time.
Who gets hit? The karigars, the buyer, you.
Does it get worse in the wedding or Diwali season? This is where the real pressure shows.
If this was running clean six months from now, what would your floor look like? This is the picture the trial closes towards.
Step 2 · What it is doing on the floor
Operational impact
Tick everything he mentions. Four things to remember. People, Process, Efficiency, Quality.
PPeople
PProcess
EEfficiency
QQuality
Step 3 · What it is doing to the business
Business impact
The language he uses with his accountant. Four things to remember. Cost, Customer, Growth, Reputation.
CCost
CCustomer
GGrowth
RReputation
Step 4 · What it is doing to him
Personal impact
Hand him the screen and stay quiet while he ticks. Four things to remember. Stress, Time, Focus, Fear.
SStress
TTime
FFocus
FFear
optional. Capture his exact words if he opens up. This is softened in the customer report.
Step 5 · Putting a number to it
Now we make it real.
First the urgency question, then the numbers. Every input has a small i beside it. Tap it for a plain explanation.
The urgency question
Does this get worse during the wedding or Diwali season?
What you cast
rupees per gram, today's rate
Where the metal is leaking
%
of everything you cast
%
burning loss and refining charge
%
polish loss you never get back
rupees per kg redone
team hours lost to rework each week
labour and output per hour
What you are missing
extra grams a month
what you keep, not the metal value
Step 6 · The cost of doing nothing
This is where the room goes quiet.
First show him where he stands against the best. Then show him the number.
Where you stand against strong manufacturers
You are running at
5%
vs
Strong manufacturers run at
2 to 3%
That gap alone is costing you about
₹0
a year. Closing it does not make you the best in India. It only brings you level with the people you already compete against.
The leak, every month
₹0
Metal lost for good, the labour to redo it, and the production hours it steals.
The leak, every year
₹0
This is the price of staying exactly where you are.
That is about ₹0 burning away every single day it continues.
Even a modest twenty percent improvement is worth about ₹0 a year. That is the number we can move first.
And there is more on top. The clean capacity you cannot use today is production worth about ₹0 a year if you could free it up.
Step 7 · The pivot to a paid trial
Read this. Word for word.
Before you read the pivot, ask this
Who else would need to see this before we set up a trial?
For your own follow up. This is not shown on the customer report.
Say it like this
Sir, from what you have shared, the real issue is not the defect itself. It is the rework, the metal you lose for good, the hours your team burns redoing work, and the pressure all of it puts on you right before the season. On your own numbers this is costing roughly ₹0 a year. The fastest and lowest risk way to prove we can change this is one small paid trial, on one batch, with metal you were going to buy anyway. We measure the problem before and we measure it after, and we let the result speak for itself.
Step 1 · The pain, in his words
What is the customer struggling with?
Tick every pain he describes. He may give you one. He may give you two or three. That is fine.
First, what does he plate?
This grounds the conversation and makes the report specific to his line.
Primary pain point
Even if you ticked a few, pick the one to build the conversation around. The questions below follow this one, so you never get a long list.
type the exact phrase the customer used. It makes the report feel specific to them.
For the primary pain, ask these
Ask these in every plating conversation
How often does this happen? Every batch, every day, now and then.
How many pieces do you plate a month? Roughly, so we can size it.
What does a failure cost you? Re-plating, salt, time.
Who gets hit? Your line, the buyer, you.
Does it get worse in the season rush? That is where it bites.
When the bath goes off in the morning and pieces are waiting to dispatch, what does that do to your day? The bath is invisible. This brings the pressure into the room.
If this was running clean six months from now, what would your floor look like? This is the picture the trial closes towards.
Step 2 · What it is doing on the floor
Operational impact
Tick everything he mentions. Four things to remember. People, Process, Efficiency, Quality.
PPeople
PProcess
EEfficiency
QQuality
Step 3 · What it is doing to the business
Business impact
The language he uses with his accountant. Four things to remember. Cost, Customer, Growth, Reputation.
CCost
CCustomer
GGrowth
RReputation
Step 4 · What it is doing to him
Personal impact
Hand him the screen and stay quiet while he ticks. Four things to remember. Stress, Time, Focus, Fear.
SStress
TTime
FFocus
FFear
optional. Capture his exact words if he opens up. This is softened in the customer report.
Step 5 · Putting a number to it
Now we make it real.
First the urgency question, then the numbers. Every input has a small i beside it. Tap it for a plain explanation.
The urgency question
Does this get worse during the wedding or Diwali season?
Your plating volume
rough monthly count of pieces through plating
%
fail for spots, dullness, colour or peeling
precious metal, chemical and labour to redo one piece
Your chemical and salt spend
rhodium, gold salt and plating chemicals together
%
drag-out, dumping spoiled baths, over-use
What you are missing
extra pieces a month a clean line could plate and sell
what you keep per piece, not the cost
Step 6 · The cost of doing nothing
This is where the room goes quiet.
First show him where he stands against the best. Then show him the number.
Where you stand against a clean plating line
You are re-plating at
5%
vs
A clean line runs at under
3%
That gap alone is costing you about
₹0
a year. That is rhodium, gold salt and rework you pay for and the buyer never sees. A clean line wins most of it back.
The leak, every month
₹0
Failed pieces re-plated plus precious salt and chemicals wasted every month.
The leak, every year
₹0
This is the price of staying exactly where you are.
That is about ₹0 burning away every single day it continues.
Even a modest twenty percent improvement is worth about ₹0 a year. That is the number we can move first.
And there is more on top. The clean pieces you cannot plate today are production worth about ₹0 a year if you could free it up.
Step 7 · The pivot to a paid trial
Read this. Word for word.
Before you read the pivot, ask this
Who else would need to see this before we set up a trial?
For your own follow up. This is not shown on the customer report.
Say it like this
Sir, from what you have shared, the real issue is not one bad batch of plating. It is the pieces you keep re-plating, the rhodium and gold salt slipping away every day, and the buyer slowly trusting your finish less. On your own numbers this is costing roughly ₹0 a year. The lowest risk way to prove we can change this is one small paid trial on a single lot of pieces. We plate them our way, you see the finish and the consistency for yourself, and we let the result speak.
Step 1 · The pain, in his words
What is the customer struggling with?
Tick every pain he describes. He may give you one. He may give you two or three. That is fine.
First, which machine, and what does it run?
This grounds the downtime conversation and makes the report specific to his floor.
Primary pain point
Even if you ticked a few, pick the one to build the conversation around. The questions below follow this one, so you never get a long list.
type the exact phrase the customer used. It makes the report feel specific to them.
For the primary pain, ask these
Ask these in every machine conversation
How often does this happen? Daily, weekly, in bursts.
How many hours does it cost you when it does? Downtime is the real number.
What does an hour of stopped production cost? Output you cannot make.
Who gets hit? The floor, the buyer, you.
Does it get worse in the season rush? When you can least afford it.
If this was running clean six months from now, what would your floor look like? This is the picture the trial closes towards.
Step 2 · What it is doing on the floor
Operational impact
Tick everything he mentions. Four things to remember. People, Process, Efficiency, Quality.
PPeople
PProcess
EEfficiency
QQuality
Step 3 · What it is doing to the business
Business impact
The language he uses with his accountant. Four things to remember. Cost, Customer, Growth, Reputation.
CCost
CCustomer
GGrowth
RReputation
Step 4 · What it is doing to him
Personal impact
Hand him the screen and stay quiet while he ticks. Four things to remember. Stress, Time, Focus, Fear.
SStress
TTime
FFocus
FFear
optional. Capture his exact words if he opens up. This is softened in the customer report.
Step 5 · Putting a number to it
Now we make it real.
First the urgency question, then the numbers. Every input has a small i beside it. Tap it for a plain explanation.
The urgency question
Does this get worse during the wedding or Diwali season?
Downtime
breakdowns plus waiting for spares or an engineer
output value lost for every idle hour
Repair and running costs
unplanned bills, parts, outside repair, service visits
porosity, non-fills and spillage in rupees. Zero if unsure.
Step 6 · The cost of doing nothing
This is where the room goes quiet.
First show him where he stands against a well-kept machine. Then show him the number.
Where you stand against a well-serviced machine
Your machine is down about
16 hrs
vs
A well-serviced machine loses under
8 hrs
Those lost hours are worth about
₹0
a year in production you could have made. A well-kept machine wins most of those hours back.
The leak, every month
₹0
Idle hours, repair bills, and metal a bad run eats through every month.
The leak, every year
₹0
This is the price of staying exactly where you are.
That is about ₹0 burning away every single day it continues.
Even a modest twenty percent improvement is worth about ₹0 a year, and every hour of uptime you win back is production you can sell.
Step 7 · The pivot to a paid trial
Read this. Word for word.
Before you read the pivot, ask this
Who else would need to see this before we set up a trial?
For your own follow up. This is not shown on the customer report.
Say it like this
Sir, from what you have shared, the real issue is not one breakdown. It is the hours the floor sits idle, the repair bills, and the orders at risk every time the machine stops, especially in the season. On your own numbers this is costing roughly ₹0 a year. The lowest risk way to prove we can change this is to let us look at the machine and run a short trial of our service and parts. We measure the uptime and the output before and after, and you decide on the result.