The Shifting Ground Beneath the Industrial Procurement Process
Challenges facing large manufacturing companies have elevated the visibility of large line item expenses and altered the traditional roster of decision makers in the buying process. Once the province of Purchasing Agents and Buyers, purchases of consumable, perishable tools have drawn the attention of executive level managers who look far beyond the transactional selling aspects of Product, Features and Benefits and even Price.
Instead, this more informed and assertive participant insists that suppliers demonstrate and quantify the source, nature and sustainability of the Value which they demand.
Our talk is intended to share how Lenox Industrial Tools, along with our Distribution Partners, is both responding to and shaping the direction in which our customers’ perspectives are changing.