Added value is exactly why businesses can encourage repeat business. As a result, we decided to use an example of a product line that comes with no thrills and no spills. In this example we look at the sanitation market.
Now before you decide this is not a product you want to know about, think about this. Imagine being able to take something as unexciting as sanitation and ‘add value’ as well as show your customers how the product ‘adds value’.
If you can find angles to ‘add value’ to sanitation products, then you can find an angle to ‘add value’ for pretty much any product out there. As such, by reading this, you will get ideas of how the process of making your products more attractive, as well as pointing this out to your customers, can be done.
At the end of the day, it is just a thought process and once you open your mind, you can apply this thought process to any product or service no matter how bland it may be.
The Case Study in Action
Any business that has a large customer or employee base, will know that there is a lot of money involved in sanitary products. This expenditure is often overlooked, which can have negative effects on the business. However, to keep up with laws on celandines in the workplace, firms have to make sure they provide their workforce with the proper sanitation products and facilities.
Not only that, your workforce is important, and you need to provide them with the fuel to stay motivated. Would you believe that sanitation products are part of this!
No one wants to work in an unhygienic work environment if they can help it. Have you ever heard of the expression ‘A tidy desk is a tidy mind’ – well the same applies to the workspace employees work in and so this is the angle you can take as ‘added value’ for sanitation products.
How Can Sanitation Products Create Value?
To better understand how to persuade a from to invest in sanitation products, you need to create a form of added value for their business, and to do this, you have to understand the concept of value creation.
By focusing on each area of a business as a specific function that needs improvement, businesses can minimize unnecessary expenditure, observe inefficiencies, and make the necessary improvements. This results in the value being created without actually needing to sell more of a product.
For example, JP Morgan bank is a company that is dedicated to financial services. While the the firms that provide JP Morgan with sanitation products are there to show the facilities management team how their products create a better work environment.
These firms will have numerous products, all related to sanitation. This could be hand dryers and liquid soap dispensers. And would you believe that These are areas that they have identified as major value creation opportunities.
Think about how many paper towels and soap a single person will use in a working day. Now multiply this by the number of employees and the number of customers your business has. Depending on the size of your client’s business, you may have realized that this is a major expenditure over the course of a year.
The best sanitation companies promise to reduce this expenditure with their products persuading the firm that they can spend their money better on business-critical operations including employee and customer incentives. After all, if there is more value being created, the business might as well use it to grow and improve its long-term business potential.
So which sanitation products can be offered to save costs?
Both hand dryers and the liquid soap dispensers promise to reduce costs in a business by a fixed amount, depending on the company’s existing setup. The amount of ‘value created’ can be calculated simply be totting up how much is being spent in hand towels and bars of soap that grow old fast.
Then a one-time cost for a hand dryer can be compared to the costs of paper towels. While spending on soap bars can be reduced by simply using liquid soap.
In the end, the main incentive for the customer here is costs savings. Not only that, less time is spent having to store and keep track of payments for paper towels. On top of this, there are environmental benefits because there is less paper waste, less plastic bags needed for bins, and less space needed for trash.
As for soap bars, replacing them with soap dispensers that use liquid soap means less accidents where the soap hits the floor and looks dirty. Plus, throwing old bars of soap away isn’t exactly great for the environment. Therefore, liquid soap dispensers offer a much more hygienic option in workplace kitchen and bathroom areas.
For more great ideas on how to add value for your clients or find ways to add value to your products, take a look at Internetprivatsphare and how they add value to their products. There are also plenty of other businesses you can get examples from such as casinos, banks, airlines, and supermarkets.