Lowest Price Doesn’t Always Bring Value
During my sales career with Insta-Pro I have learned that often the word value has a different meaning to people. Many people think that when we say we add value to our customers, that means that we add an additional service, give a discount or even give something for free.
At Insta-Pro, we define value as what we do for the customer, in favor of the customer. Most importantly, we give value first. In our case, Insta-Pro holds extrusion seminars twice a year for its prospects. It’s simple: prospects agree to attend the event and we deliver value first. Then they call us, thank us, ask for more information and ultimately hire us.
Value is a point of difference for us, we continuously strive to deliver high quality standards to our customers worldwide. But what is also important, and maybe even more so, is the highest quality end product that comes out of our extruders. That’s where you want to work with the best in the industry. Ask yourself these questions:
- Am I sacrificing the quality of my end product and ultimately my business to short term price advantage?
- What’s going to happen in the long run?
- When will I need to replace wear parts?
- How much do parts and maintenance services cost me?
- How many days/months of down time my factory will be experiencing due to lack of machinery to perform?
- What are the technological parameters that would allow me to produce the highest quality product in the market place?
- Does this vendor run studies with the best universities in the field that prove that my product can outperform any other in the market place?
- Would consumers of such product be able to fully utilize all of the advantages that soy protein brings to them?
These are the key questions that speak to the quality gap between low price players and technology leaders. What it boils down to is what you really want:
- Greater productivity
- More profit
- Better image
When we get you these items, how significant is price? You are right: Price does not matter if the value is there.
