Manufacturing & Industrial |
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Is your sales force struggling to maintain differentiation? Is your sales force facing increasing price pressure from the impact of global resourcing? Does your sales force struggle to establish a consultative relationship with the client independent of the products and services you sell? If so, you are not alone. The pressing issue in the industrial sector is that all manufacturing—of almost all forms—is moving towards the Asian marketplace; it is global resourced. In an ever-flattening world, manufactured and industrial items are increasingly competed on a cost-only basis. If your sales force has grown up or succeeded in the past at being a feature by feature comparative sales force, they’re going to lose. Their costs will exceed the cost of manufacturing of the overseas producers and they will be educating their customer base to make decisions only on price. It is a recipe for disaster. The industrial base needs to reverse this trend—not just by trying to control costs, because they will never be able to meet the cost of manufacturing—but by getting into a dialogue of discovery with the client. An understanding of the strategic and tactical application of the things Huthwaite research has proven customers value and pay premiums to get will allow you to step away from a price-driven relationship in an increasingly transactional interaction with your marketplace. Here is a sample of our Manufacturing/Industrial clients:
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