Value Added Campaigns

[Crate Crazy]

Value Added!!!

First of all what is it? In "my opinion" it is the offering in addition to the product you purchase. This could come in the form of a 'how to guide' or videos, potentially core product offerings from the store or merchant, etc...

With that said, my simple thought is... why not give value, not after a sale is made, but BEFORE! Imagine a sports store as an example gave away baseball gloves, not because they are overstocked, but just because they believe their sports gear is the best value on the market and gives it to you to try. Not as a sample or a trial period, but forever as 'from me to you' concept. You try it, and either like it or don't, but at least you gave them a try!

Don't get me wrong, those little trinkets in products I purchase are fun for the first 10 seconds, but imagine something bigger... imagine the word of mouth this would spread. One of my favourite authors Jeffrey Gitomer, provides enormous amounts of value before even seeing a dollar. He writes an e-zine that you can subscribe to for free (not as a value-added) offering clear cut advice on business and sales practices - which you can sign up here too http://www.gitomer.com/index.cfm?Git...sCaffeineEzine .. as well he is an author in a daily newspaper.

So why do people offer him money for his service if he's giving it away for free... because they see the value in his offerings.

So my question to you is... what value do you provide?

[sliver]

Crating is a commodity that purchasing people will position many suppliers against each other in a grueling competition to gain the lowest supplied cost for themselves.

Where value added services comes into play is when you offer things like JIT, packing services, arrangement of transportion....etc.

Things that offset the commoditization of your product against your competitors. Furthermore to sustain this value added edge you try to create options that are not easily copied or that have barriers to entrance.

Nefab for example sits on the edge of the commoditized crate. The high production equipment cost prohibites others from entering their market directly and easily. On the down side it is difficult for Nefab to be in the onesy twosy market of custom crating.

Where the small mid size companies create added value is by investing their resoures in the services surrounding a basic crate.

A non differentiating example would be customer service, this cannot be an added value becasue it can be readily reproduced by any competitor. Furthermore, if you dont have this as a priority you wont be in business today. At one time this was considered a value add, companies coming from the old manufacturing mind set were not customer friendly, Today everyone is.

[Crate Crazy]

Nice touch sliver!

Very informative. I agree entirely with you about Nefab's position in the marketplace.. it is very hard for Nefab to compete in the onesy twosy market.

With that said, we have partners throughout North America that handle these exact projects for us and in return when they receive larger orders which they cannot fulfill they then turn to us... it's a win/win.

Sliver, I'm assuming you're in the crating industry... care to provide any insight as to value you provide potential customers & customers before the sale is even made?

Regards,