{"id":19471,"date":"2020-10-06T14:12:41","date_gmt":"2020-10-06T18:12:41","guid":{"rendered":"https:\/\/elynxx.com\/staging\/?p=19471"},"modified":"2024-06-28T10:05:24","modified_gmt":"2024-06-28T14:05:24","slug":"make-sure-youre-getting-and-giving-real-value-not-meaningless-perks","status":"publish","type":"post","link":"https:\/\/elynxx.com\/staging\/make-sure-youre-getting-and-giving-real-value-not-meaningless-perks\/","title":{"rendered":"Make sure you\u2019re giving value, not meaningless perks"},"content":{"rendered":"\n

Whether you\u2019re a print buyer, broker or supplier, you\u2019re probably using the pandemic downturn to rethink how you operate. If so, value<\/em> should be part of the equation\u2014that is, the value you deliver and the value you receive in your business relationships.<\/p>\n\n\n\n

Salespeople talk a lot about value and value propositions. But best-selling author and sales consultant Jeffrey Gitomer writes that most businesses and salespeople have the wrong idea about value. <\/p>\n\n\n\n

They think of value as a small \u201cextra\u201d that\u2019s added to a product or service\u2014for example, a discount, rebate, something free, or \u201creward points\u201d toward a next purchase. But freebies and discounts aren\u2019t value\u2014they\u2019re cheap promotions. Any business can offer them, so they don\u2019t make you stand out or do anything to increase sales or satisfaction.<\/p>\n\n\n\n

Instead, value is something significant or meaningful to the customer.  Specifically, it\u2019s what the customer or client really<\/em> wants from a product or service\u2014for example, greater productivity, quality, and sales; more and happier customers, and enhanced image and reputation etc. All of these contribute to the greatest value: your profit.<\/p>\n\n\n\n

As you rethink your business, ask yourself how much value you\u2019re receiving from your business relationships. A lot of business relationships, especially in the printing world, persist as a result of inertia, not value: Things are going \u201cOK\u201d and no one wants to go to the trouble to shake up the relationship by demanding better value (timeliness, quality, service, collaboration etc.), or by switching to another supplier or service provider. However, all<\/em> your business relationships should be contributing positively to your bottom line, especially in difficult times.<\/p>\n\n\n\n

Similarly, the products and services you invest in\u2014for example, printed materials, packaging or print management software and service\u2014should quantifiably increase your productivity and profitability.<\/p>\n\n\n\n

In fact, take a close look at your print management software\u2014whether you\u2019re a buyer, manager, or supplier, it can and should be increasing your productivity and profit by:<\/p>\n\n\n\n