Metals

A major metals manufacturer came to SPG to learn how to communicate the value of its complete offering. They believed their product, a recognized commodity, was differentiated by added services, but they didn't know how to get the customer to pay for that differentiation. Sales people often negotiated price and failed to communicate how they were different from the competition, and what that difference meant to the customer's profitability. The SPG/client team quantified the differentiation value of the offering and gave the sales force a financial argument to justify a price premium. In the very first deal, the manufacturer was able to avoid a major price concession by using SPG's recommendations. Our client has gone on to save millions by adopting a value-based approach.