The document discusses substantiating customer value propositions by saving customers money, creating alternatives to competition, and demonstrating value through cost savings from reduced power usage and efficient communication between suppliers and customers.
The document discusses substantiating customer value propositions by saving customers money, creating alternatives to competition, and demonstrating value through cost savings from reduced power usage and efficient communication between suppliers and customers.
The document discusses substantiating customer value propositions by saving customers money, creating alternatives to competition, and demonstrating value through cost savings from reduced power usage and efficient communication between suppliers and customers.
The document discusses substantiating customer value propositions by saving customers money, creating alternatives to competition, and demonstrating value through cost savings from reduced power usage and efficient communication between suppliers and customers.
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Substantiate customer value propositions
• WE CAN SAVE U MONEY!
• ROTTERDAM “FAIRY TALES” • VALUE WORD EQUATION = POINT OF DIFFRENCE / POINT OF CONTENTION RELATIVE TO NEXT ALTERNATIVE • INTERGRAPHS, MILWAUKEE, ROCKWELL AUTOMATION (lower the cost, add value, create alternatives) • COST SAVING FROM REDUCED POWER USAGE • SUPPLIER AND CUSTOMER IN BUSINESS MARKER COMMUNICATE PRECISELY AND EFFICIENTLY ABOUT FUNCTIONALITY AND PERFORMANCE DEMONSTRATE CUSTOMER VALUE IN ADVANCE