Knowledge based sales result in lowest life cycle cost decisions


Source: The McIlvaine Company

Too many purchases of products and services are based on inadequate knowledge of the alternatives or lack of life cycle cost claim verification by the vendors. A whole new environment created by KNOWLEDGE BASED SALES will change this situation.

A knowledge bridge using all the latest digital technology has been created between the supplier and end user. The suppliers now reach the purchasers who are provided with supplier and third party intelligence to make the best life cycle, not first cost, choices.

How can one company such as McIlvaine make such a difference? The secret is to tap the following underutilized resources.

The biggest difference is the comprehensive organized approach to intelligence gathering and dissemination.  For the individual supplier this results in coordination of general, product development and sales strategy. It results in maximum sharing of information within the corporation.

For the purchaser there is the benefit of pollination from a global orchard of synergistically juxtaposed decision trees, e.g. the cement industry benefits from the power industry air toxic intelligence and the Chinese power plant operators benefit from the German and U.S. experience on NOx control.

The entire orchard benefits from common fertilizers, e.g. forecasts of population, GDP, and production for each country in each industry, e.g. common metric (Quality Enhanced Life Days) to evaluate the benefit and harm from any initiative, e.g. decisive classification hierarchy in Chinese and English.

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