Although we have many Industrial Products clients, the adoption of value based selling Industrial Supplies still lags far behind other industries such as software, supply chain, telecommunications, and computer and networking hardware. I recently pondered why this might be the case.
For starters, ROI and value-based selling was born and really took off in the supply chain and enterprise software industries. Companies like i2, Manugistics and SAP pioneered selling based on the value that could be delivered. Thus, it makes sense that value selling is heavily adopted across those industries.
Likewise, since IT either drove or was heavily involved in buying enterprise software, it naturally follows that the telecommunications and computer and networking hardware industries would follow. This is especially true because enterprise software vendors could readily provide CIOs and IT managers with the business case they needed to close the deal.
So, why do Industrial Products still lag behind on realizing the benefits of value-based selling?
What’s Holding You Back?
I spent the first ten years of my career working as an engineer in an industrial manufacturing setting. Part of my job was performing economic evaluations on proposed projects and either recommending or rejecting these significant investments based on their cost-justification. I know first-hand that evaluating the economic business case is important to industrial customers. So why aren’t vendors and their sales teams driving that discussion more often?
I believe there are three primary reasons, all of which can be readily addressed to improve sales.
- Industrial purchases of Industrial Supplies are usually very technical and specification driven and typically, the customer writes the specifications and evaluates various alternatives against those specs. Also, the process is usually driven by engineers, so the sales process naturally leans towards a feature-function discussion instead of a conversation about business value. Of course your offering must meet the customer’s specifications, but you need value to convince the economic buyers within a company to invest in your solution.
- Customers likely have their own people performing economic analyses on any significant purchase decision for Industrial Equipment , just like I did early in my career as an electrical engineer. If the customer never asks your sales team for information about the product’s value, you may never know that any analysis is being done. Your offering may be rejected and you won’t know why. If sales is involved in the analysis, they can help the customer identify areas of value that they hadn’t considered. Letting customers do the economic analysis on their own leaves too much to chance. Step up and make sure they understand your offering’s benefits and the full value it could deliver.
- Perhaps the saddest reason industrial sales teams for Industrial Equipment & Spare Parts have not embraced value selling is because they don’t realize there’s a better way to sell. If they aren’t trained in value based selling and don’t have tools to help customers’ understand their offering’s value, they can only continue selling with a feature-function approach. Industrial sales teams are likely comprised of engineers who are more comfortable with a technical sale than an economic sale. They need proper training that demonstrates how value-based selling can improve their performance, and proper tools that enable them to have conversations about both specs and economic business value.
Conclusion
ROI and value-based selling can be just as or even more effective for selling Industrial Products . Why? Because customers are likely doing an analysis on their own already, and you just aren’t part of the discussion. Arm your industrial sales team, and yourself, with the training and tools needed to provide the cost justification to make the sale without relying exclusively on selling the technical aspects of your offerings. For Source Info, Click Here!
Have a look at our extensive list of INDUSTRIAL EQUIPMENT & SUPPLIES in Doha, Qatar!
DBS
GI PIPES / TRUNKINGS / STEEL BOXES
HMI SCADA
MCCS
MDBS
PTFE
SMDBS
UPG SERIES
Abrasive Materials
AIR & DIRT SEPARATORS
AIR FLOW BURNERS
Air Operated Diaphragm Pumps
AIR VENTS & AIR ELIMINATORS
All Types Of Industrial Lubricants
Anchor Shackles
Anchors & Fixing Systems
Auto Samplers
Automotive Diagnostics
Automotive Equipment
Balancers & Airline Accessories
BALLASTS
BAR STOCK
BELLOW CYLINDER
Belts
BEVELLING MACHINES
BLOWDOWN VESSELS
Blowers
BOILER CONTROLS
BOILER HOUSE ENERGY MONITORS
Bolts
BUFFER VESSELS
BUILT UP THERMO WELLS
BURNER SPARES
BURNERS
BUSBARS
Butt Welding Machines
CABLE CRIMPING TOOLS
CABLE LOCKOUTS
CABLE LUGS
Cable Tools
CALORIFIERS
CAM SWITCHES
Carbide Burrs
Caster Wheels
CAT-CUSHIONING ADJUSTMENT TOOL
Chain / Lever Hoists
CHECK-CHOKE VALVE
CHEMICAL DOSING POTS
CHILLED WATER & THERMAL STORE BUFFER VESSELS
Chisels & Accessories For Pneumatic / Hydraulic / Electrically Powered Hammers
CHOKES
Circlips
CIRCUIT BREAKER LOCKOUTS
CLEAN STEAM
CLEANVENT AIR & DIRT SEPARATORS
Cnc
COMPACT BURNERS
Compact Doors / Industrial Doors / Automobile Garage Doors
COMPRESSED AIR
COMPRESSED AIR TUBING
CONDENSATE PUMPS
Construction Chemicals
CONTROL & SIGNALLING DEVICES
CONTROL STATIONS ( CAST ALUMINIUM & PLASTIC ENCLOSURES )
CONTROL SYSTEMS
CORK SHEETS
Cotton Rags
COUPLINGS
Coveralls
CURRENT TRANSFORMERS
CUTTERS
Cutting / Grinding Discs
Cutting Tools
CYLINDER LOCKOUTS
Dampening Solutions
Demolition Tools
DESIGN & OFFSITE MANUFACTURE & ASSEMBLY OF SKID PACKAGES
Diamond Cutting Blades
DIFFUSERS
Direct Fixing Tools
Dock Levelers
DOCK LEVELLERS
DRAWING OILS
Drill Bits
Drilling / Milling Machines
Drilling Machines
Drills
Ducts
DUOBLOCK BURNERS
Eco Safe Digestors
ELECTRIC CONDENSATE RECOVERY UNITS
ELECTRICAL & PNEUMATIC MAGNETIC DRILLING MACHINES
ELECTRICAL CONNECTORS
ELECTRICAL LOCKOUT DEVICES
ELECTRICAL SWITCHGEARS
Engine & Electric Motor Driven Air Compressors / Dryers / Filters
ENGINEERING SYSTEMS & PACKAGES
EVAPORATIVE OILS
Expansion Joints
EXTREME PRESSURE FORMING LUBRICANTS
FEEDTANKS
FIELDBUS CONNECTIONS
Fire Blankets
Fire Rated
FISHERS
FITTINGS
FITTINGS WITH TUBE NUTS
Fixing Systems
Flash Lights
Flexible Connectors
Floating Floors
Floor Sweepers
FLOW ANALYSERS
FLOW COMPUTERS
FLOW METERS
FUSE HOLDERS
FUSES
Galvanized Bin-110 Litre
GALVANIZING SPRAYS
GAS
GAS BOOSTERS
Gas Cutting Products & Consumables
Gas Springs
Gasket Sheets
GASKETS
GAUGES
General Labelling For Industrial Applications
GENUINE
GLASS CLOTH
Gouging Torches
GREAS & OILS
Grinders
Grinding / Cutting Wheels
GRIPPERS
GROOVED MECHANICAL FITTINGS
Grooving Machines
GROUP LOCKOUT BOXES
GUIDE CYLINDER
Hammers
Hand Gloves
HANDLING CONNECTION KIT
HARDWARE
HEAT EXCHANGERS
HEAT PIPE HEAT EXCHANGERS
HEATING EXPANSION VESSELS
Heating Ovens
Heavy Duty Cleaners / Degreasers / Anti Corrosives
HEAVY DUTY VACUUM CLEANERS
HIGH SPEED STEEL & TUNGSTEN CARBIDE TIP ROTO BRUSH CUTTERS
High Temperature Industrial Greases
Hoists
HOLE CUTTERS & GI ACCESSORIES
Honing Stones & Accessories
HOTWELLS
Hydraulic Presses / Torque Wrenches / Pullers / Punches / Cylinders & Maintenance Sets
HYDRAULIC SEPARATORS
Impact Tools
IMPACT WRENCHES
Imperial Nuts
INDUCTIVE PROXIMITY SWITCHES
Industrial / Hand Tools
INDUSTRIAL ADHESIVES & SEALANTS
Industrial Air Compressors
Industrial Bearings
Industrial Catalogue Items
Industrial Cooling Plants
Industrial Equipment
Industrial Equipment & Spare Parts
INDUSTRIAL EQUIPMENT & SUPPLIES
Industrial Garbbage Bins
INDUSTRIAL PLUGS & SOCKETS
INDUSTRIAL PLUGS / SOCKETS
Industrial Products
Industrial Sealants
INDUSTRIAL SHOCK ABSORBERS
Industrial Shutters / Doors
Industrial Supplies
Industrial Tool Supplies
INSULATION JACKETS
Insulation Sheets
ISO 15407-2
ISO 5599-1
ISO 5599-2
ISOLATION VALVES
ISOLATORS
LAB SUPPLIES
LABORATORY EQUIPMENT
LARGE & MEDIUM SIZED BURNERS
LATHE MACHINES
Leather Garments
Lifting / Pulling Equipment
Lifting Slings
Lifts
LIGHTING
LOCKOUT KITS
LOCKOUT STATIONS
LOW LOSS HEADERS
M/c Lathes
Machineries
MACHINING & GRINDING SYNTHETIC FLUIDS
Maintenance / Repair Chemicals
MAINTENANCE UNITS & COMPONENTS
Masonry / Road Cutting Equipment
Measuring Tools & Equipment
Mechanical / Chemical Anchoring
Mechanical Hand Tools
Mechanical Screens
Medical Gas Equipment
Membranes
METAL / GRP ENCLOSURES
Metal Markers
METERING CONTROLS
MICRO SWITCHES
MICROVENTS
MINERAL OIL COOLANTS
MINI & ROUND CYLINDER
Mixers & Spare Parts
MOTORS
Mro & Industrial Supplies
MULTIPLE LIMIT SWITCHES
Nails
NEAT OILS
NITROGEN GENERATORS
NON RETURN VALVE-NRV
NON-CONTACT TRANSPORT SYSTEM
NYLON RODS
O-RING CORDS
O-RING SEALS
OEM & AFTERMARKET PARTS FOR PUMPS / MOTORS
OIL & DUAL - FUEL BURNERS
OIL & GAS
OIL & GAS INDUSTRIAL PRODUCTS
OIL BASED CUTTING FLUIDS
ORIFFICE PLATES & FITTINGS
OUTDOOR EQUIPMENT
PACKAGED STEAM EQUIPMENT
PILOT LIGHTS & ILLUMINATED PUSH BUTTONS WITH LED
PILOT LIGHTS & ILLUMINATED PUSH BUTTONS WITH LED
Pipe / Hand Tools
PIPE BENDING MACHINES
Pipe Cutting Machines
Pipe Threading Machines
Pipe Threading Systems
Pipe Tools & Vises
Pipe Working Tools
PIPELINE & STEAM ANCILLARIES
Pipes
PLATE HEAT EXCHANGERS & PACKAGES
Pliers
PNEUMATIC CYLINDER
Pneumatic Diaphragm / Piston Pumps
POD INSULATION SYSTEMS
POTABLE WATER EXPANSION VESSELS
POWER AEROSPACE & DEFENSE
POWER SUPPLIES
POWER TOOLS
Power Tools & Accessories
Precision Tools
PRESSURE & TEMPERATURE GAUGES
PRESSURE GAUGES
PRESSURE REGULATORS
PRESSURE SENSORS
PROCESS BURNERS
PROCESS INSTRUMENTS
PROXIMITY SENSORS
PUMPS
PUSH IN FITTINGS
Racking / Shelving / Automation For Storage & Warehousing Systems
Radiators & Heaters
RECOVERY PACKAGES
Refurbishing Chemicals ( Marble / Granite Polish )
REGULATORS
RESERVOIRS
ROCKER SWITCHES
RODLESS CYLINDER
Roller Shutters - Insulated
RUBBER EXPANISION JOINTS
Rubber Insulation
Rubber Moulding Products
Rubber Pipe Closed Cell Insulation
RUBBER PUMP BELLOWS
RUBBER SHEETS
RUST CONVERTERS
Safety Cases
Safety Footwear
SAFETY LOCKOUTS
Safety Shoes
Safety Wear
Sanding Discs
Scalers
Scissor Lifts
Screw Drivers
Screws
SELECTOR / CHANGEOVER SWITCHES
SEMI SYNTHETIC CUTTING FLUIDS
SEMI-STORAGE CALORIFIERS
SEPARATORS
Service & Repairs
Shackles
SIGHT GLASS
SILICON SPRAYS
SINGLE LIMIT SWITCHES
SINGLE VALVES
SMART PNEUMATICS
Soakaways / Modular Rain Tanks
Ss / Mild Steel / Brass / Aluminium Industrial Fasteners
STABILISERS
Stair Threads
Static Mixers
STEAM SYSTEMS
STEAM TRAPS
Steel Gratings
STICK PINS
STORAGE CALORIFIERS
STRAINERS
SUCTION CUPS
Supply Of Turbine Spares
SWITCHES
TEMPERATURE CALIBRATORS
TEMPERATURE GAUGES
TERMINAL BLOCKS
TEST & MEASUREMENTS
TEST INSTRUMENTS
Threading Machines
THROTTLE VALVE
Tig Welding
TRANSDUCERS
TRANSFORMERS
Transparent
TUNNEL SENSORS
Under - Car Services
UNVENTED PACKAGES
VACCUM ACCESSORIES
VACCUM GENERATORS
VALVE LOCKOUTS
Find below a list of the top Industrial Products in Doha, Qatar:
- RAPTORS TRADING & CONTRACTING
Location: SHOP 9, BLDG 6, BARWA VILLAGE, AL WAKRAH ( H O ); OFFICE 25, 2ND FLR, BLOCK 55, SAYER BLDG, BARWA COMM AVE, INDL AREA ( BRANCH ),
Phone: 44604564
Timings:8.00-1.00/2.00-5.00
Key Personnel:HUSSAIN TAHHAN, SALES MNGR
MOHD KORKOMAZ, SALES MNGR
- STAR TECHNO TRADING & CONTG WLL
Location: SHOP 24, BLDG 3, BARWA VILLAGE, AL WAKRAH,
Phone: 74781931 - MOBILE;44438973;44151839
Timings:7.30-12.30/4.00-8.30
Key Personnel:Thulaseedharan , Gen Mngr
Mohan , Sales Mngr
- ANSHORE TRADING
Location: OFFICE R-20, 3RD FLR, GLOBAL BUSI CENTRE, C RING RD,
Phone: 44023997
Timings:8.00AM-6.00PM
Key Personnel:THAJU MON, MNGR
- METSO CO WLL
Location: SOUQ AL NAIF, OPP B M W, SALWA INDL AREA,
Phone: 62251090;66995191;44606471
Timings:8.00-1.00/2.30-6.00 : SAT - THUR
Key Personnel:RAJESH JACOB, M D
YOGENDRA YADAV, ADMIN
- LULU RAYYAN GROUP OF COMPANIES WLL
Location: BLDG 455, ST 340, ZONE 56, AIN KHALID TRADING COMPLEX, SALWA RD,
Phone: 44800161/44810035 - H O;44817238 - JOTUN PAINTS ( NEW RAYYAN BR );44367080 - AL GHANIM BR;44325894 - BIN MAHMOUD BR;44430358 - NAJMA BR;44116060 - INDL AREA BR;44582281 - EAST INDL AREA BR;44934961 - MAMOURA BR
Timings:8.00AM-7.00PM
Key Personnel:Khalid Mihran, M D
IJAS ALI, ADMIN MNGR
- SOLARLINE TRADING & LOGISTICS WLL
Location: OFFICE 3, ABDULLAH BIN THANI BLDG - 5, NR V I P R / A,
Phone: 44622070
Timings:8.00AM-6.00PM
Key Personnel:SHALIN, TRADING
HAFIS, LOGISTICS
- ELSTO ELECTRONICS & ELECTRICAL TRADING
Location: SHOP 42, BLDG 10, BARWA VILLAGE, AL WAKRAH,
Phone: 44757982
Timings:
Key Personnel:MOHD RAHIL, OPS MNGR
- MECH N TECH TRADING WLL
Location: AL THUMAMA,
Phone: 44678788
Timings:8.00AM-8.00PM
Key Personnel:SHABIER N, G M
SAINUL ABID, MKTG MNGR
- ADVANCED TECHNICAL & OILFIELD SUPPLIES CO WLL ( ATOSCO )
Location: ST 29, GATE 1, SALWA IND AREA,
Phone: 44604441;44604442;44506200;44506300;44791382 - DIRECT;55862522;55862387;55882628;55590170
Timings:7.00AM-7.00PM : SAT - THUR
Key Personnel:JESIL ABDULLA, G M
- TECHNICAL OILFIELD SUPPLIES CENTRE
Location: ST 24, GATE 145, BLDG 295, SALWA IND AREA ,
Phone: 44653426;44166607;44166608
Timings:8.30AM-5.30PM
Key Personnel:NINDISH SUBRAMANIAN, OPS MNGR
SUNDAR V, SALES ENGR
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INDUSTRIAL PRODUCTS
Find below a list of the top products suppliers of
Industrial Products in Doha, Qatar:
- 3M
- Safety Wear - AAGS
- - ABB
- Steam Traps, Condensate Pumps, Engineering Systems & Packages, Recovery Packages, Boiler Controls, Metering Controls, Steam Systems, Compressed Air, Flow Meters, Pipeline & Steam Ancillaries, Isolation Valves, Clean Steam, Insulation Jackets, Electric Condensate Recovery Units, Heat Pipe Heat Exchangers, Blowdown Vessels, Feedtanks, Boiler House Energy Monitors, Pressure Gauges, Temperature Gauges, Separators, Sight Glass, Air Vents & Air Eliminators, Diffusers, Strainers, Gi Pipes / Trunkings / Steel Boxes, Selector / Changeover Switches, Wire Terminals, Cable Crimping Tools, Cable Lugs, Cutters, Mdbs, Smdbs, Dbs, Mccs, Busbars, Electrical Switchgears, Metal / Grp Enclosures,transformers, Regulators, Stabilisers, Ballasts, Chokes, Cam Switches, Isolators, Industrial Plugs / Sockets, Fuses, Fuse Holders, Switches, Terminal Blocks, Power Supplies, Transducers, Current Transformers - ADOR WELDING LTD
- Welding Equipment & Rentals, Gas Cutting Products & Consumables - AERODUCT
- Stick Pins - AEROFLEX
- Rubber Pipe Closed Cell Insulation, Insulation Sheets - AIRMASTER
- Aluminium Tape Plain & Fsk, Aluglass Tape, Alupet Tape, Stuckup Pin - AKRO MILLS
- - ALCATRAZ INTERLOCKS
- Valve Safety Products, Design & Manufacturing Of Mechanical Interlocks / Machine Guarding Systems, Multi Rotation / Quater Turn Interlocks - ALPEX TRADING
- Welding Equipment & Consumables, Steel Fabrications Equipment’s & Solutions, Plant Spare Parts & Industrial Chemicals To The Oil & Gas / Aviation / Ship Building / Marine Engineering / Energy Sector / Construction / Pressure Vessels / Storage Tanks Industry / Automobiles Industry / Hospitality
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