Substantiate Customer Value Propositions

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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

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