Value to Customer

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The document discusses how value is perceived by customers and sellers, emphasizing the importance of strategic partnerships for competitive advantage. It notes that value can be driven by savings through volume consolidation and competitive pricing, but small suppliers tend to create minimal value. Additionally, a disconnect exists between how sellers and customers view value, often leading to challenges in supplier relationships.

Sales

VALUE TO CUSTOMER
Value perceived by customer
• Strategic partnership. Usually 5-10 carefully selected
partners. Joint aim is competitive advantage.
• Savings driven value via volume consolidation and best
price as tactical means.
• No notable value or small suppliers create relatively
small amount of value.
• Supplier relationship causes challenges and destroys
value – supplier will be replaced asap.
Sales view to value
• Sellers see value differently from customers. Suppliers
see often more value than customers are willing to agree.
• What is the value created by our competitors?
10 M€
0 M€
-10 M€
5 M€
-5 M€
Competitor
Our company
Customer
value
© 2016 Suomen Paras Myyntiorganisaatio Oy

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