Ehia nā kālā a kāu hui?

kalaHoʻokahi wale nō Wal-mart. ʻO Wal-mart kahi hui hoʻokahi wale nō manaʻo waiwai: nā kumu kūʻai haʻahaʻa. Hana pū me Wal-mart no ka mea hiki iā lākou ke kūʻai aku i ka huahana like i ʻoi aku ka maikaʻi ma mua o ka hale kūʻai e hiki mai ana.

ʻAʻole ʻoe ʻo Wal-mart. ʻAʻole hiki iā ʻoe ke hele e hana e ʻike pehea e hoʻohaʻahaʻa ai i nā kumukūʻai i kēlā me kēia lā. ʻAʻole hoʻi ʻoe. He kū hoʻokahi kāu ʻoihana a ʻaʻohe mea i hāʻawi ʻia e kahi ʻoihana ʻē aʻe.

ʻO kāu pahuhopu kālepa e e hoʻomaopopo iā ʻoe iho i waena o ka hoʻokūkū. Mai hoʻokūkū! E ʻike i nā mea ʻokoʻa e pili ana iā ʻoe a pehea e pili ai i nā pono o kāu prospect. E hoʻolako i kāu mau prospect me nā kūmole a me nā moʻohelu mua o ke ʻano āu i hāʻawi aku ai no kāu mea kūʻai aku.

ʻEkolu ʻano o nā ʻoihana:

  1. ʻO nā ʻoihana nāna e hāʻawi i ka hāʻawi = nui keu
  2. Nā ʻoihana nāna e hāʻawi
  3. ʻO nā ʻoihana nāna e lawe mai = undercharge

IMHO, ʻo kēia nā wale no ʻano o nā ʻoihana. Nā ʻoihana e hāʻawi 'a'ole hiki overcharge, ke kumu kūʻai āu e uku ai he ʻāpana ia o ka lawe ʻana. Kūlike nā huaʻōlelo ʻelua i kekahi i kekahi.

Hāʻawi nā ʻoihana e hāʻawi i ka uku kūpono a i ʻole ma lalo o ke kumukūʻai o nā mea a lākou e hoʻolako ai. Hoʻolimalima ka hapa nui o lākou. ʻO ʻoe paha kekahi o lākou.

Ua ʻike wau i nā mea kūʻai aku i uku ʻia he haneli mau tausani kālā, akā hāʻawi ʻia i kahi hapa wale o kēlā i ka waiwai. He mau hoaaloha kaʻu na lākou i lawe nui aku hou waiwai akā paʻakikī lākou e noho lana i luna.

ʻAʻole ʻoe ʻo Wal-mart, e hoʻōki i ka uku ʻana iā ʻoe iho e like me ia. Kūpono ʻoe i nā mea hou aʻe.

3 Comments

  1. 1

    Amen Doug! I really couldn’t agree more. I think it’s sad that as a society we’ve become so obsessed with PRICE. It makes it so hard to show real VALUE! The only silver lining is that if you truly deliver for your customers (because a lot of companies aren’t) they will value your service and (hopefully) suggest it to others. The key differentiator between price and value is really marketing.

    • 2

      The irony is that people’s obsession with price usually leads them to spending TOO much – especially when the strategies they paid for fail and they have to spend more to overcome the failure.

  2. 3

    Good post Doug and spot on. I am always looking to differentiate against my competitors and try to do so in a few fun ways, as well as the serious ones. It seems to work.

    I’ve pitched for a project recently, and I am 100% confident I will do a better, more accomplished job than the other people in the frame. It’s going to go down to £££ and also whether they want a “consultant” or a big agency.

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