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Article: Quality products strengthen customer relations: users respond to "total acquisition cost" concept. (column)
- Article from:
- Industrial Distribution
- Article date:
- March 1, 1990
- Author:
CopyrightCOPYRIGHT 1990 Reed Business Information, Inc. (US). This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Quality products strengthen customer relations
Here's some good news: Industrial buyers have gotten smarter and, because of this, distributors can make money, more confidently project business plans, and enjoy strong customer relationships.
Two to five years ago, initial unit price was a dominant buying criterion among most industrial buyers. Now, many of these buyers make decisions based on total acquisition cost rather than initial unit price.
More importantly, distributors who show that they, too, understand cost vs. price differences position themselves to win market share from price-only competitors.
WHAT VALUE MEANS
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... ... Company, Inc. (NYSE: CLN) and Quality Products, Inc. (AMEX: PQP) jointly announced ... disclosed. The agreement provides Quality Products, Inc. the domestic rights to manufacture ... mats bearing the Coleman brand name. Quality Products will manufacture seven initial products ...
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