The value is defined as “the value in monetary terms of the technical advantages, services and social issues that a company receives in return for the price that have payed for an offer in the market”.
First of all attracts the attention the monetary concept. We shall remember that in the B2B market, the enterprises-customer buy products or services from suppliers to be included in their productive processes and generate other products/services. That means that the supplier’s products generate costs in the customer-enterprises. There’s no doubt about the interest of them to reduce the costs and improve the efficiency (and increase the benefit). A good B2B proposal will keep in mind this fact and get savings in the costs for its customers (by improving the technical, economical or service performance) or if will help them to increase their sales.
In the B2B market one supplier company adds value to its clients when contributes to reduce the process costs, facilitates more efficiency, complement with the customer’s social values or helps to increase the sales. For example: creating differentiation with competitors, transferring prestige to the company… it means not only to study the client but study the customer of our customer, and investigate what causes the purchase. With this information the company shall create a proposal that helps the client to sell more (and increase the brand value).
Our mobility sales tool “inaCátalog” contributes with giving value to our customer. As the quote says it “adds value to its clients when contributes to reduce the process costs, facilitates more efficiency, complement with the customer’s social values or helps to increase the sales”.
A valuable proposal should be measurable, quantifiable and demonstrable. Many suppliers affirm that its proposals save money to enterprises, but they are not capable to prove it and quantify it… The suppliers that wish to put on an additional interest should be able to demonstrate the most clarifying way how its proposals reduce costs or increase sales. If that is not the case the proposal will be only a promise not a reality (like it often happens). In this case, the value equations help to express the quantification of the value. It is just easy formulas.
Our sales representatives can quick and easily calculate for each case (each enterprise) the Return On Invest of the proposal.