commoditization

Discovery Defeats Commoditization

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The market cultivates commoditization – easy access to information, simplistic assessments meant to hastily define you, and alternatives that prioritize price over value. All is done with minimal dialogue, to hasten the transaction, saving time and money for the supplier, and perhaps for you too. If your objective is to be perceived as a commodity supplier, then this process is effective for you.  But if your strategy is to be distinctive, then you must find an …

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Battling Commoditization

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Bob Schultek Author of  The Gauntlet The market is tilted in favor of commoditization: information about available suppliers and options is easy to acquire online; assessment of these alternatives is designed to enable prompt, simple allocation into pre-determined boxes; and minimal energy and time is invested to gain additional insight about offerings beyond what is evident through readily available information. In this market, your process for responding to inquiries must be distinctive, separating you from competitors. …

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The Antidote for Commoditization 

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  Bob Schultek Author of The Gauntlet rschultek@staging.elfin-bead.flywheelsites.com 216-272-4449     The market is tilted in favor of commoditization – easy access to information about multiple options, a simplistic assessment of those options to fit them into pre-determined boxes, and little time or interest in exploring alternatives beyond what is evident through readily available information. Responding to your inquiries without discovering why solving the prospect’s problem is important to them just reinforces their perception of you as …

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3 Reasons Why Integrity Produces Profit

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We celebrated Memorial Day this week, and it caused me to reflect on, and be thankful for, those among us who are so committed to what they value that they are willing to risk their lives in defense of the rest of us. In the business world, there’s a core value that more than any other, compels individuals to deeply commit on a personal level. Whether your values include exceptional customer service, initiative, quality, innovation …

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The “Doing What We’ve Always Done” Excuse

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Joe complained that his customers care only about getting the lowest price. “We struggle to be competitive and still offer more than our competition. But when push comes to shove, we do what we’ve always done and wind up negotiating only our pricing. We can’t grow by operating like this.” I asked why he was convinced that price was his customers’ primary decision driver. It turns out that Joe never asked his customers why low …

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Collaborate or Be Commoditized!

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Welcome! Each week, I post new blog content featuring exercises that stimulate reflection about your growth performance and challenge you to create action in the coming week. During the past few years, you’ve cut costs and made your operations leaner.  You’ve pocketed the one-time marginal profit increase.  What’s next?  The challenge of achieving sustained profitability through top-line growth, and this must be earned! In our world of increasing commoditization, strengthening your differentiation is vital.  Materials …

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