I’m looking to convince a medium size plastic company to sell me all their plastic scrap at a low price. What are some key points I should bring up in the sales pitch? I know this a broad question, but I’m hoping to get some good comments that will help close the deal.
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You’ve got to offer them more than their cost to recycle it. A Brooks Brothers suit, shiny shoes, and a nice smile won’t cut it otherwise. Companies who form plastics know exactly what their scrap costs are and you’ve got to show them how it is to their economic advantage to sell it to you.
Most thermoplastic is recycled by the company fabricating it. In this case their value of the scrap is the value of the virgin material less the cost to reuse the scrap. The cost to reuse it might be quite small – something like taking the recycling bin from the back of the fabrication unit to the front. Here the value of the scrap to them is about equal to the virgin material and they won’t do business with you unless you essentially pay what virgin material costs.
On the other hand you may get lucky and find that they can’t reuse it and have to pay to get it hauled away. In this case offering them a low ball price may clinch the deal.
So, the key is in discovering what their economics are to process the scrap. If you beat this you close the deal otherwise you move on. I’d find out who the plant manager is and call him. Tell him you want to stop by and talk about their plastic scrap. You might drive around to the back of the place first (if possible) and check the dumpster. If you find scrap there you’re on your way to closing the deal.