I was present at a meeting where the 2 major pump companies were in
competition to become the "pump of choice" for a Medical Equipment
provider.  One rep gave a very professional presentation of the
benefits, features and advantages of her brand.  Then it was the
turn of the other rep.  He came in with not only his pumps, but
pumps from the other company.  The chairperson told him "We've
already heard about the other brand.  Please stick to yours and what
it offers."  That blew away his entire presentation!  Apparantly he
planned to concentrate more on what was "wrong" with the other ones
than what was "right" about his.
My tendency to be more loyal to one company than the other comes
from this and other similar experiences.  I tend to be leary of any
company that promotes their product primarily by attacking their
competition  Fairly based comparisons which include both the
positive and negative of one's competition and one's own product go
a long way with me, but if all one can say about the competition is
what's bad about them, I stop listening.

Winnie

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