Originally Posted by Biggskip
It's funny to get a salesman's perspective of things. I work in a much different industry so it's not directly comparable, but it's an interesting dilemma for companies to deal with.
At my company the salespeople are always "whining" about how our products aren't competitive enough. They'll always "complain" that they need to be cheaper and the need to have certain features that "all of our competitor's products have".
On my side of the fence, we're always "complaining" that sales needs to extract higher margins from customers and sell more products to existing relationships. We always "whine" that if we made our products any cheaper we'd be completely unprofitable.
Somewhere in the middle both sides are unhappy, but yet we still sell enough at a high enough margin that we manage to keep the lights on.
I'm a sales manager - not to stress my status, but just to show my position in the argument, so my guys are freaking out now, and want to drop our prices. they also see that they are going to lose serious money out of their pocket this year over the issue. but they are always complaining aoubt the various features that our competitors have that we don't have, or where we are two highly priced.
I am always telling people that if they can't sell the product we make, we need to find new sales guys who can.
and, the bottom line is that we have fucked up in certain places. our product is the best by far than our competitors, but of the 10 companies in the world, there is only one more expensive than us. so there are 5 or 7 major benifits we have, and in several places our distributors haven't gotten the end user to put those as requirments, they put in something easier to articulate, but also easier to work around. so, let's say we allow for 1000 levels of X, and they put in the spec "multiple levels" well, somebody with 2 levels is now jsut as good as we are in the spec. and they are half price. so we are facing a bunch of things like that. it's going to be a tough year, but we'll get past it.
4 years ago we threw this competitor out of the middle east, where they had had 100% market share for 20 years. now they are going to fight back, and that is fair. but in the end we'll throw them out again.