Q:How do you balance the conflict between price point and product quality?
Marco Guerretti: This is a very sensitive issue that we approach in the last stage of negotiations with customers. It becomes much easier when our interlocutors have a sustainable approach and care about energy saving issues.
Some markets are highly oriented toward “environmentally friendly” politics and are ready to spend a bit more in order to purchase a “green” product instead of a traditional one.
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Brett Beech: Our customers insist on the best equipment even if it costs more. Hotel management have to attract the best chefs. To do this they require quality cooking equipment. Buying quality saves you money in the long run. Happy chefs equal good food which in turn equals lots of customers.
Elias Rached: Price is always important, but it is also always relative. So the question is, with what do customers compare and what are their expectations? If you are able to offer innovative and unique solutions for daily challenges and problems, customers will understand that it makes sense to invest in a premium product.
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