Stop Helping Clients Chase the Bottom

first_imgA business owner sells a product. A new salesperson shows up and teaches the business owner that by changing some of the component parts of his product that he can create that product at a lower cost. This makes his product and business more profitable.Later, another salesperson shows up and teaches the business owner that buy choosing another cheaper component part (in addition to the one he’s already installed in his product) that he can manufacture his product at an even lower price and capture even more profit.This whole “cheaper” thing is really starting to pay off. The business owner follows this path. He continues to try to find lower-priced components with which to manufacture his product. But over time, his product has changed. The product is not as high quality as it was when he originally created it. The perception of value has changed. Now it’s cheaper.Slowly at first, then faster, the business owner loses market share to competitors with a product that costs more but is of significantly higher quality. The competitor’s product is perceived as being more valuable–and it’s not the lowest price.As fewer and fewer people are willing to buy the business owners product, he begins to lower his price in an attempt to compete with product’s that cost more. He tries desperately to widen the perception of value. Now with the perception of value destroyed, he competes on price. In doing so, he is less and less profitable.You are hurting your customer by helping them find a lower price if it hurts their long-term business prospects. Your job as a sales person (and good business partner) is to help your clients create more value. If you can help them produce greater value at the same or lower price, that’s a good thing. It’s helping them obtain a lower price in a way that doesn’t hamper their ability to deliver value to their customers. But if what you sell them reduces the value that they create for their clients, then you are harming them by winning the business on price and allowing your client to underinvest in the real outcome they need.By helping your clients chase the bottom on price you may be helping them destroy the value they create.QuestionWhat part do you play in your client’s value chain?How do you help your clients deliver value to their customers?When is it wrong to help your client obtain a lower price?When is cheaper better? Is the cheapest product ever the best product in its category? Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

No security compromise at Wankhede: Shetty

first_imgSeeking to allay fears expressed by the city’s fire department about the safety norms at the Wankhede Stadium, World Cup tournament director Ratnakar Shetty on Sunday said security and safety of people would not be compromised while staging matches at the venue. “When we build a stadium, we take care of each and every person who will come to the stadium. And there would be no compromises in anything required by the government or any agencies,” Shetty told reporters who were taken around the renovated stadium. “Every permission that is required will be obtained and without that you can not have a stadium. You can not organise a match. But getting a permission is a procedure. It does not happen that you go to a counter and say now give me a NOC. There is a procedure which is followed and permissions are taken in a sequence. “Rest assured, all permissions will be in hand, all things required from the fire department and the NOC (no objection certificate). What is required is the compliance at the new areas like the basement at the north stand which will house the control room for the television and the media conference room,” he said. Expressing displeasure at the non-compliance of fire safety norms at the revamped Wankhede stadium, city’s Fire Brigade department had last week said that it would seek a reply from the Mumbai Cricket Association (MCA) in this regard.- With PTI inputslast_img read more

Steve Kerr fined $25,000 for ref rant in defeat to Trail Blazers

first_imgGolden State Warriors forward Kevin Durant, left, helps escort coach Steve Kerr after Kerr was ejected during the second half of the team’s NBA basketball game against the Portland Trail Blazers in Portland, Ore., Wednesday, Feb. 13, 2019. The Blazers won 129-107. (AP Photo/Steve Dykes)Golden State Warriors coach Steve Kerr was fined $25,000 by the NBA on Thursday following his rant at officials during his team’s defeat to the Portland Trail Blazers.Kerr needed to be escorted from the court at Portland’s Moda Center on Wednesday after angrily objecting to a flagrant foul called against Draymond Green.ADVERTISEMENT Don’t miss out on the latest news and information. Private companies step in to help SEA Games hosting Sports Related Videospowered by AdSparcRead Next Oil plant explodes in Pampanga town Grace Poe files bill to protect govt teachers from malicious accusations Oil plant explodes in Pampanga town US judge bars Trump’s health insurance rule for immigrants View comments ‘We are too hospitable,’ says Sotto amid SEA Games woescenter_img PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss LATEST STORIES MOST READ SEA Games hosting troubles anger Duterte ‘We are too hospitable,’ says Sotto amid SEA Games woes Aiming higher “That was head-scratching that could be called a flagrant foul. I mean, the guy’s going to go up for a dunk, you got to make sure he doesn’t dunk it. So I told Kenny I beg to differ.”Green was equally bemused, suggesting he was being penalized over-harshly because of his checkered disciplinary record.“I got a lot of ball,” Green said of the foul. “I don’t know. It’s the Draymond rule.”Green however saluted Kerr’s response to the incident.“I loved that too,” Green said. “That was amazing. It’s great.”ADVERTISEMENT The Warriors coach was assessed two technical fouls and ejected after slamming his clipboard to the ground and unleashing a verbal volley against official Kenny Mauer.Kerr’s fine was confirmed by NBA vice president of basketball operations Kiki VanDeWeghe.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine ‍football chiefSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption chargesKerr later spoke to reporters about his angry reaction, explaining he was baffled by the decision to call a foul on Green for what looked like an innocuous challenge.“I was just shocked that it was called a flagrant foul,” Kerr said.last_img read more

Jitu Rai, Heena Sidhu win gold in mixed team 10m Air Pistol event at World Cup

first_imgJitu Rai and Heena Sidhu brought joy to the Indian squad competing at the International Shooting Sport Federation (ISSF) World Cup Rife/Pistol stage at Gabala, Azerbaijan, when they clinched gold in the 10m mixed team air pistol event by beating Russia 7-6 in the finals on Monday.France beat Iran by an identical score to win the bronze in the event.Earlier on Sunday, Day Four of competitions at the Gabala World Cup, both Jitu and Heena had narrowly missed making the final of the individual Men’s and Women’s 10m Air Pistol event, when they finished 12th and 9th in their respective qualification rounds. Only the top eight make it through to the final.Although the Mixed Team events are not being considered for the medal tally at the World Cup stage this year, they have been approved as Medal events for the Tokyo 2020 Olympics in a recent official communique. This heralds well for the pair of Jitu and Heena as this was their second Gold World Cup stage gold together, having won the event in the New Delhi World Cup earlier this year.China have been leading the medal tally at Gabala with three out of the seven Gold medals won so far and a total of six medals.A total of 430 athletes from 45 countries are competing for medals at Gabala World Cup which will be the last chance for Rifle and Pistol shooters to qualify for the year end showpiece- the ISSF World Cup Finals (WCF), which has the eight best shooters of the world in each Olympic discipline along with reigning Olympic and World Championship medalists and wild-cards squaring-off with each other.advertisementlast_img read more

Guy and three AM students wheelbarrow the mix t

first_imgGuy, and three A&M students, wheelbarrow the mix to the construction site. June 1, 2011A group of students of the Texas A&M University College of Architecture visit Arcosanti for an afternoon of assisting the construction crew in forming a new set of steps for the Energy Apron project. Here, the students learn about the plan for the construction of the Energy Apron’s first full-size greenhouse. Guy Flagg [right of center], Arcosanti resident and crew leader in construction, explains the work to be done.  [photo & text: Logan Bier] [photo & text: Logan Bier]center_img [photo & text: Logan Bier] [photo & text: Logan Bier] Two A&M students become thoroughly engaged in shoveling silt for the concrete mix. last_img read more

Rapid increase of the internet speed and the popul

first_imgRapid increase of the internet speed and the popularization of smart devices, which have grown explosively, are bringing a fundamental change to the media market. In terms of competition, the range of the competition has been expanded to all business operators who provide media service through smart devices from the existing PayTV operators, and service is being diversified from existing linear TV into smart TV, cloud-based, and multi-screen services.Due to this environmental change, PayTV operators are facing a severe reduction of subscribers and the increase of contents cost. Under this structure of profit reduction and gradual increase of costs, PayTV operators must secure service competitiveness. To realize this, the introduction of smart TV service platform is becoming a core strategy to all business operators.The requirements of each operator for this smart TV service platform are different and varied depending on their environment and strategy. However, the important elements considered when smart TV service platform is introduced are the Variety, Speed, Cost and the Expandability of service.Alticast’s Windmill Smart Platform is designed and developed to satisfy such a requirement from PayTV operat ors toward smart service platform. Windmill Smart Platform is one of the most innovative and evolved software solution-based smart service platforms available.last_img read more