Price, Service Or Quality? BY RYAN CHAPPELL
Board Converting NEWS INTERNET DIRECTORY
I was with the sales manager in front of a very large cus- tomer. The discussion naturally included pricing. The ban-
SAUER SYSTEM www.sauersystem.com
tering went on for a while, as the customer wanted better pricing and we wanted to keep our mar- gins. Pretty standard conversa- tion, you all have been there. But after a few more minutes of “discussion,” my sales manag- er looks at the customer and says, “John, there is price, service and
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STAFFORD GROUP www.go2stafford.com
Ryan Chappell
quality, pick which two you want.” It was quiet there for what seemed like minutes, but in reality, was a few sec- onds. Perhaps he should have added “in the long term” to this statement. Years ago, when I first drank wine, it was low priced, well under $10, and the service was acceptable as I could buy it at many stores. We are talking sweet Riunite and cheap white Zinfandel served very cold. These are wines whose life span is measured in months, if not weeks. But they served my need at that point in time. What was lack- ing was quality but I really didn’t know that then as I have never had any really good wine. In buying this wine, I got price and service. As time went on, my taste changed to a drier wine and so did my ability to purchase a higher price wine, say $15 a bottle price point. That brought some increase in quality. The service was there, as these were still mass-produced wines. Today, I don’t drink as much wine as I did a few years back. My taste has continued to mature although there are questions as to my mental maturity. The wine I prefer to drink is a couple of steps above the $15 bottle. These wines are anywhere between $45 to $80 a bottle, and you can’t drink them when you first get them. They need some time, usually at least three years. Don’t get me wrong, at a party, I will drink the wine served. But there is a very noticeable difference between a $15 bottle bought this morning and opened tonight, ver- sus a $80 bottle that has set for four years. I can’t the get taste, the smell, and at the risk of sounding like a wine snob, the complexity from a $15 or $25 bottle bought to- day and drank tonight. I am willing to pay more for the wine, and the quality is there. However, this wine is not available in stores, so the service is not as convenient. You can only buy this twice a year and there is an allocation. The back-label shows have many cases were produce, and its usually between 200 to 500 available. With this purchase, I get a significant increase in qual- ity, the availability or service is not as good, and the price is higher. But I am willing to accept a higher price for this wine, but admittedly purchase fewer bottles.
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SUN AUTOMATION GROUP ® www.sunautomation.com
SUN Automation Group® is a global industry leader provid- ing corrugated box plants with innovative equipment for feeding, printing and converting. The wide range of prod- ucts are proven solutions for increasing production, effi- ciency, and profitability. With 24/7 on-site technical support, SUN Automation is known for its great service and care. THACKER INDUSTRIAL SERVICE COMPANY www.thackerindustrial.com Specializing in corrugated machinery, TISCO offers quali- ty-made products, support services, and more. TISCO has established a reputation of dependability, not only in the product, but in continued service support. With more than 25 years of experience, TISCO installs equipment and ma- chinery, moves or sets up entire plants, rewires and rebuilds - all over the world. TISCO maintains a full fleet of trucks and equipment to perform to your requirements, anywhere, anytime. VT GROUP www.vtgrouponl ine.com VT offers prepress services for the POP display and corru- gated shipping container industry including graphic design, optimized digitally imaged printing plates and innovative pre-mounting solutions. Our large-format digital printing fa- cility (Digital Impact) is a leading short-run manufacturer of distinctive POP displays and signage where litho-like graph- ics are preferred.
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www.boardconvertingnews.com
September 14, 2020
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