From industrial cost to perceived value
Cost explains what we need to recover. Value explains why someone would choose us.
Industrial cost
Raw materials and operating costs: the economic base required to manufacture and deliver the product.
Value in use
Regulatory compliance, required performance and application fit: what allows the solution to be used with confidence.
Added value
Customer-relevant differentiation: ease of installation, service, integration, brand or savings at system level.
The implication
Not every added benefit becomes a price premium. We need to know who benefits, who makes the purchase decision and what evidence enables value capture.
Illustrative framework. Examples do not represent results of an executed project.
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