Post by account_disabled on Dec 20, 2023 10:08:48 GMT 1
The whiteness is 90, 145 or 160 or if the hand is 1.3 or 1.5 (the hand is the ratio between thickness and weight). On the other hand, what he wants is to have peace of mind and not to be called 10 times a day because there is a paper jam in a copier or printer. A department manager of a large area can give more or less importance to having this or that brand on his shelf. There are very few brands for which consumers are willing to change brands if they cannot find them on the shelves. When you account for less than 1% of a hypermarket's grocery turnover and this hypermarket represents 7% or 8% of your sector's turnover, the balance of power is not in your favor. I therefore never sold any of my clients the technical characteristics of the aspartame brand that I represented.
On the other hand, I only sold my products, he already had margin at the Email Data checkout and without waiting for the RFAs. For those who do not know about supermarkets, the checkout margin means that when going to the checkout, the distributor makes a margin (which will then be improved with various annual discounts and other quantitative scales). But, at least at that time, many grocery products only generated margin when end-of-year discounts were included. The distributor therefore had every interest in having my products on the shelves and was also less greedy during birthdays and other store events. Avoid the price battle The risk of focusing on technical arguments is also to be more easily comparable to competitors' offers and therefore to facilitate the transition to a negotiation on price.
If you are in a business where you sell your time and you charge by the time spent, there will always be someone who will charge less per hour spent. Don't sell your time, but the value you will create for your client. I know a consultant who bills by time and who tells me: “I can't charge €10,000 for my service, it's quite simple and I'm only going to spend 2 days there”. What he forgets is, on the one hand, that it took him years of experience to solve the problem in 2 days; that if it is simple, it is simple for him, not for the client and on the other hand that the value brought to the client is clearly greater than €10,000. But he lacks self-confidence. He is convinced that the client only wants a price and continues to charge his services 3 to 5 times less than he could in view of the value provided.
On the other hand, I only sold my products, he already had margin at the Email Data checkout and without waiting for the RFAs. For those who do not know about supermarkets, the checkout margin means that when going to the checkout, the distributor makes a margin (which will then be improved with various annual discounts and other quantitative scales). But, at least at that time, many grocery products only generated margin when end-of-year discounts were included. The distributor therefore had every interest in having my products on the shelves and was also less greedy during birthdays and other store events. Avoid the price battle The risk of focusing on technical arguments is also to be more easily comparable to competitors' offers and therefore to facilitate the transition to a negotiation on price.
If you are in a business where you sell your time and you charge by the time spent, there will always be someone who will charge less per hour spent. Don't sell your time, but the value you will create for your client. I know a consultant who bills by time and who tells me: “I can't charge €10,000 for my service, it's quite simple and I'm only going to spend 2 days there”. What he forgets is, on the one hand, that it took him years of experience to solve the problem in 2 days; that if it is simple, it is simple for him, not for the client and on the other hand that the value brought to the client is clearly greater than €10,000. But he lacks self-confidence. He is convinced that the client only wants a price and continues to charge his services 3 to 5 times less than he could in view of the value provided.