Are you marketing or selling large capital equipment like refrigerators, freezers, fume hoods where the operational expense, in terms of energy consumption, can be significant over the long term? If your product has a lower total cost of ownership (TCO), even if the initial purchase price may be higher than the alternative, what is your best strategy?
Does sustainability matter?
Do procurement teams even care about operating expenses?
And if you are a procurement manager, what tools and data are available to help you make the best decisions for your institution?
For the first time, I have two guests on the podcast, experts from both marketing and procurement to answer these questions.
- How sustainability plays a role in decisions about initial vs total cost of ownership.
- The responsibility for educating the market
- What procurement teams need to know to help clients (scientists) make the best choice
- How procurement managers can know if they are paying the right price
- Why you should build a credible value proposition based on independently generated information
- An inside out view of marketing that starts with educating employees
Bill’s LinkedIn post that started this whole conversation.
Bill White is the co-founder and CEO of Offenberger and White Incorporated. Off White is a marketing consulting firm based in Marietta Ohio, specializes in digital marketing, information mapping and content development for B2B companies, primarily in the life sciences and laboratory equipment space.
Eric Zoetmulder is the VP of Product Development at SciQuest . SciQuest offers cloud-based spend management and procurement solutions. Eric is my expert today on how companies think about and evaluate purchasing decisions.