Value Proposition

Create an Extraordinary Value Proposition In order to move negotiations away from price you have to understand the value (not just a general idea but a tangible concept) you bring to the customer You can’t expect customers to pay you what you are worth if you can’t articulate to them how your product translates into dollars and cents Value that falls to the bottom line is the true measure of value – decrease cost or increase profits for the customer. You need to have a good conversation with them to go beyond the surface to uncover things the customer might even take for granted

Three Keys to Creating an Extraordinary Value Proposition Potential buyers have to need what you’re buying. It has to resonate with them. Potential buyers have to see why you stand out from the other available options. You have to differentiate. Potential buyers have to believe that you’ll be able to deliver on your promises. You have to substantiate. “Three Keys to Creating an Extraordinary Value Proposition” - Mike Schultz

Creating Value Proposition What to take into account: What is important to the customer? What does your company bring to the table? What do your products offer? What do YOU provide of unique value? Does your Value Proposition pass the “so what” test? Can you quickly and believably communicate your value proposition and back it up?

OBP Allied Project See what the customer has to say: "We walked the initial phase of construction which required moving earth and backfilling around where the structure would be built. Reviewing the drawings one of the Allied reps spotted a specification for expanded insulation to build up the fill site. This is a common oversight when construction documents are written, and often expanded insulation is written in when extruded insulation will perform the same at a much lower cost. The new spec saved approximately $110,000 in material cost on the project." -Edi Rockvin, Project Manager for Skanska USA

Classroom to life Customer’s Perception Customer: “What’s in it for me?” Quickly getting key points and capitalizing Difference between us asking for meeting and customer requesting meeting

Big River Value Proposition 7  Make More $ With Our Product  Solutions Orientation  Cost Savings Expertise  Subject-Matter Expertise  Lightest LW Aggregate (20%)  Logistics – (Reach)  Industry Leadership Does your Value Proposition pass the “so what” test? Technical Knowledge (Mkt, Prod.) Oldcastle Company (deep pockets) Consistent Quality Material Well liked, Well-earned Reputation Customer Service Orientation Value that falls to the bottom line is the true measure of value – decrease cost or increase profits for the customer.

Big River Value Proposition BRI produces Riverlite, the lightest structural aggregate in North America. Companies in the construction, concrete, soil erosion, and horticulture industries benefit from BRI’s ability to provide solutions that reduce costs and increase their profits.