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The mismatch
Many UK manufacturing companies experience a fundamental mismatch between their perception of product value and the markets perception of value on a significant proportion of their product range. The mismatch can be categorised in two ways:
A - On some products their perception of value is greater than the markets perception of value. To identify such products ask yourself which products:
- are reluctantly requiring dis to sell discounted?
- are subject to special deals?
- are selling a great offering in the wrong market place?
B - On some products it isn't realised that in fact the market perception of value is higher that their own perception. To identify such products ask yourself which products:
- have a very high sales conversion rate?
- have the price based solely on cost plus calculations?
- are not contested when a general price increase is proposed?
The mismatch – unresolved
Both of the mismatches in A and B above jeopardise the future viability of many UK Manufacturing companies. Leaving these mismatches unresolved has a major contributor to UK loosing a significant part of its industrial base.
Scenario A
We have helped many of our clients who have been in this vulnerable position to the threats and opportunities that this mismatch provides.
Resolving the mismatch
- Research the different needs of your potential customers and the value they place on satisfying those needs
- Design a difficult copy value based offers that satisfy the needs
- Enhance the capability of the organisation to support the offers (Ops, sales, quoting, contracting)
- Target the prospects in the appropriate markets to produce of qualified leads.
Goldratt UK Winning strategies and tactics
- We do not invent (to risky and many can invent a strategy)
Choose us to help you maximise market perception of value. Due to our excellent track record we are able to set ourselves apart from improvement partners in this field with a results based partnership.
Please contact us to discuss this further.
