Emphasize value over price

摘要

If you want a quick lesson on what drives your customers to buy your array of products, walk down the hall to your own purchasing department or the desk of your purchasing agent. You'll probably be enlightened that products are bought based on a multitude of reasons, ranging from the delivery schedule to the reputation of the supplier. But, too often price is the major factor. What happened to value? Buyers who are pressured by piece pricing often are not informed about the true value of the product in terms of the cost of ownership and what is behind the cost of ownership. Plant engineers and maintenance managers feel the same pressure.