Melvin Hernández

Questioner
DISC Type : c

General Manager & Sales Development at Costco Wholesale Logistics

Puerto Rico

Overview

Melvin has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to analyze every situation thoroughly.
 It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Melvin has no verified topics they care about

Media Appearances

Melvin has no verified media appearances

Work History

3-2020
General Manager & Sales Development at Costco Wholesale Logistics
5-2019 - 3-2020
General Manager & Business Development at Innovel Solutions
2-2015 - 5-2019
General Manager at Sears Logistics Services, Inc.
2009 - 2014
Senior Director of Supply Chain Operations at Unilever
7-2003 - 11-2009
General Manager Manufacturing - Unilever at Unilever

Education

1977 - 1982
Bachelor's degree from University of Puerto Rico-Cayey

More Information

Social Presence :

Prographics :

Exp : 41 Location : Puerto Rico Job Level : Senior Designation : General Manager & Sales Development at Costco Wholesale Logistics
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Insights For Selling To Melvin

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Melvin is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Melvin

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Melvin move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Melvin take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Melvin

Personality Compatibility


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