We Help Capital Equipment Companies Grow and Compete
Their newly designed deposition system was ready to start shipping just as the market was taking off. Customers couldn't get enough of them. In just eighteen months, they sold eighty units at over $4M a pop. Nearly three times more than anyone had forecasted. They...read more
I've been blogging and writing books about how to implement a value-based strategy in capital equipment companies for more than ten years. In my writing, I have strived to give you fat-free, how-to approaches to create and capture customer value. I didn't invent the...read more
Underling, "My customers always ask me about price early in the sales cycle. What should I do?" Seasoned sales guy, "Avoid bringing up price for as long as possible. Make sure that the customer understands all of our advantages first. Keep the conversation focused on...read more
What's your most frequent response to an Amazon product feedback request in your inbox? You delete it. What about when your phone's flashing the caller ID of the dealership where you just purchased your car? You let it go to voicemail. What about the customer survey...read more
Do you sometimes feel like you lost, even though you won? The plot usually goes something like this. Your machine is the perfect solution for your customer. The process guys have confirmed that it meets their needs. The operators and maintenance technicians have given...read more
Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies If your company can’t define, create, market, and sell value, you’ll know it. Failure to implement a value-based strategy will show up on the bookends of your income statement. You’ll...read more
Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies The idea that capital equipment makers have it easy can be hard to swallow. After all, capital equipment companies are subjected to Vertigo-inducing market cycles, Constantly changing...read more
Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies You’re pursuing a value-based strategy in part to achieve higher prices. At the same time, you know that mishandling a conversation about your equipment’s price can have serious...read more
You’re motivated to implement a value-based strategy. You want more customers at higher prices and the ensuing commercial success. But have you thought about how a value-based strategy actually makes that happen or why it’s so powerful? Wonder no more. Here are the four primary reasons that you need a value-based strategy:read more
You don’t have time for any major capability improvement initiatives. You’re overloaded. You can’t pull your best people off the front lines. At the same time, you can’t afford to stagnate. Your competitors get better every day. Investors demand higher and higher...read more
This indispensable guide will show you how to create superior customer value and get paid for it.
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