Sceptical about buying on value? Check out the facts …

Google

By Gary Peacock

Extraordinary claims require extraordinary evidence.

Carl Sagan

Did you know the unit price of a product or service may only account for about 10% of the total costs. To reduce the remaining 90% you need to look at the total costs for your business. Todd Snelgrove from SKF Global is a world leader in value and total cost of ownership (TCO). We asked Todd, what makes value a better alternative? What easy steps you could take towards buying on value?

http://youtu.be/j_3usMkO6CQ

From this video you can see that scepticism is a valid reaction. However, if you can be open minded to the facts and the costs for your business and how to reduce these, buying on value is more profitable.

If you’re looking to drive savings to your bottom line and change your relationship with your suppliers look at our workshop http://www.gordianbusiness.com.au/strategic-account-management/ or contact us on +61 (2) 9450 1040 or email gary@gordianbusiness.com.au.

We would love to hear your views so please comment below and subscribe at the top right of the page.

What stops you successfully selling using Value?

Google

By Peter Browne

The price of greatness is responsibility.

Sir Winston Churchill.

How can you engage a customer in a value discussion? Todd Snelgrove from SKF Global is a world leader in value and total cost of ownership (TCO). We  asked him what common mistakes companies make and what are the critical success factors when selling on value. He explains the need to be clear on the value you can create for your customers.

http://youtu.be/3P2vf7R6xSc

From this video you can see how important it is that a company is fully committed, from the CEO down, before they can successfully sell using a value proposition.  For help to improve your profits and reduce your costs over the long term take a look at our workshop http://www.gordianbusiness.com.au/strategic-account-management/ or contact us on +61 (2) 9450 1040 or email peter@gordianbusiness.com.au.

We would love to hear your views so please comment below and subscribe at the top right of the page.

A SEMINAR THAT YOU CAN’T AFFORD TO MISS!

For each of the past 10 years, Gordian Business has invited an international speaker to deliver a key message to our top clients.

We wanted to give you advanced notice of an Executive breakfast coming up on March 7 at the MGSM CBD Campus.

Please see the attached flyer highlighting our visiting US speaker Todd Snelgrove and the registration details.

Todd is giving only one address whilst in Australia and we are delighted he has agreed to do this at MGSM.

Todd is the Global Manager, Value at SKF a large Fortune 500 company based in Michigan USA.

 He is passionate about helping organisations understand the difference between price and cost. He is passionate about improving the contracting and negotiation process to ensure that value is realised and hits the bottom line.

Attached are details of this event. There is strictly limited numbers so to secure your place at this strategic breakfast, please RSVP by phone to MGSM (02) 9850 9016 or email the registration form to executive.education@mgsm.edu.au.

If you having difficulties opening the brochure, please try opening it in a different browser.

Update on Friday, March 8, 2013 at 11:52AM by The Gordian Team

For all those who attended, Click here for the PDF of the slides presented by Todd Snelgrove.