Savings Beyond Price™
Innovative Supply Savings and Quality Solutions That Work
Strategic Value Analysis® in Healthcare
Did You Know...?
That Value Analysis Was Developed Back In the 1940's After World War II as a Way to Find Lower Cost but Higher Quality Alternative products and methods. This was Due to the Lack of Material Resources At The End of The War.
Attention: Healthcare Sales Professionals
WHAT HAPPENS WHEN YOU CAN’T REDUCE YOUR PRICE ANY FURTHER BUT YOUR CUSTOMERS STILL EXPECT BIG SAVINGS FROM YOU AND YOUR COMPANY?
HOW DO YOU BALANCE THE FINE LINE OF KEEPING CUSTOMERS HAPPY YET SUSTAINING MARKET SHARE FOR YOUR COMPANY?
HOW DO YOU ADD VALUE BEYOND PRICE BUT KEEP YOUR OWN COSTS IN CHECK?
Let’s face it there is only two ways to reduce your customer’s costs: 1) reduce the price or, 2) help your customers uncover more efficient, less feature rich and less wasteful products, services or technologies within your own product line. Or, at your peril, your customers may choose to find a vendor who they believe has the lowest price even though you know they are at a higher total cost. In a way it is a paradox that every sales rep is facing now (or soon will be facing) with the global competition kicking in with every aspect of the healthcare supply chain world.
It doesn’t have to be that way!
How does a sales person crack the
value analysis world that at this point in time has held you at bay because value analysis teams don’t want to be SOLD any longer? Hospital based value analysis teams have an increasingly larger role in the supply decision making process but are these teams tapping into your knowledge and experience to assist them in their decision making process? If not, why not?
Are you being held at arms length, never having an opportunity to present or meet with the value analysis team and all you can do is worrying if they are going to switch to your competitors lower cost product but with less value. This is because your customers haven’t seen the true value of your product, or believe your product is a commodity because they don’t have the time or knowledge to find out otherwise. It doesn’t have to be that way!
In the past year, we have trained our staff and sales people on the use of the Strategic Value Analysis® Solution. It has literally altered our approach to the hospitals (we work with). It was evident after using the solution that some products just did not make economic sense for some hospitals. We were able to show those hospitals savings without any change in outcomes. For the same reason that it makes sense for the hospitals to adopt the SVAH solution, it made sense for us as distributors of disposable products to apply the solution; we are both interested in the long-term well-being of our customers.
Michael Cylkowski, President
AIM Enterprises, Inc.
Tempe, AZ
The Times Are A Changing
I don’t think you need me to tell you that your customers are focused on PRICE most of the time. And spend little or no time focused on the TOTAL COST (or utilization and life cycle cost) of the products, services or technologies that they are buying.
It’s our job to teach our customers that “purchase cost is only the tip of the iceberg” in every purchasing transaction they make. In fact, our studies show that price savings when divided by total purchases for any given year amount to only a .005% reduction in an healthcare organizations’ purchase cost. On the other hand, when a healthcare organizations focus on their total cost of acquisitions to disposition on their purchasing, these new savings average about 26%.
The Next Generation of Value-Based Selling
The new role of the sales rep is to become the Value Analysis Advisor to assist their customers with their value analysis studies and become part of the savings game in a meaningful way. As opposed to being a part time player that is only called into the game to see if they can give a better price.
IMAGINE, being the go to resource for ALL of your customers value analysis teams so you can steer them to the right product in your catalog and back it up with sound supply value analysis methodologies and results!
Hospital’s and Health Systems product evaluation and value analysis teams DO NOT have the time and resources to fully uncover every aspect of a vendors product line in order to bring about savings opportunities. It is the sales representative’s job to utilize a value analysis based system to align with the Hospital’s and Health System’s value analysis teams methodologies and strategies to bring about the next generation of Savings Beyond Price ™ Solutions! In most cases, hospitals will welcome fact-based value analysis methodologies and proven results that are customized to their organization from a sales representative as opposed to generic case studies and clinical trials done elsewhere.
Robert T. Yokl
President and Chief Value Strategist
Strategic Value Analysis in Healthcare
Why Is Supply Value Analysis Solutions In the Best Interest of Your Customers and You Too!
We realize that any supply savings contribution that you make whether it is price or utilization savings is going to take a small percentage of dollars away from your market share. What would you rather do, lose a small percentage of market share and gain a customer for life or lose that customer altogether (market share = zero). Do you realize that in as many as 76% of the products that hospitals utilize have not been custom fit to their unique requirements? We see this fact as a big opportunity for a Supply Value Analysis Advisor!
You Sales Team Can Learn These Little Known Secrets In Just One, Two Or Three Days!
It’s a scientific fact! SVAH’s new, live active learning method, Supplier Value Analysis Solutions applies some of the most innovative and highly effective training techniques ever developed and is proven to increase what you learn about value-based selling by 82%.
How is this possible?
By giving your sales reps the opportunity to actually experience value-based selling -- first hand -- by putting them in the “hot seat”. From identifying potential value-based opportunities, to investigating value mismatches, to dollarizing these opportunities and developing value calculators – we won’t leave out a step!
It’s applied learning at its finest! When you read a book you only retain a mere 10%. When you hear an audio, you only retain 20%. But when you have the actual experience of seeing, hearing and doing, you retain 82% of the knowledge you’ve been given!
Supplier Value Analysis Advisor Is A Lot Like Being Sherlock Holmes
Value-Based selling is a lot like being Sherlock Holmes. If you don’t know what clues you’re looking for or where to find them you’ll have a hard time trying to decide what your value proposition is. But, by the time you’re finished with SVAH’s new training solution, your sales team will have developed an expert’s eye (like Sherlock Holmes), ready to spot clues that will lead to a gold mine in no time!
“Keep in mind that the purpose of your value proposition is to identify and satisfy an unmet need that your target market possesses.”
Laura Lake, About Marketing,Com
The Supplier Value Analysis Solutions will teach your sales team how to look for waste and inefficiency, non-conformance and value mismatches in your customer’s value chain, which will help you develop your own unique value proposition for them. As well as learn to identify feature rich products, services and technologies (yours or your completion) that can increase your value to your customer -- exponentially. We call this being a Supplier Value Analysis Advisor!
Learn From The Acknowledged Leader In Healthcare Value Analysis
Robert T. Yokl, President of Strategic Value Analysis® In Healthcare has been a successful value analysis consultant, trainer and coach to some of the largest and most prestigious healthcare organizations in the U.S. Maybe you saw him recently at HIDA’s Executive Conference where I spoke on “Healthcare Purchasing Habits: New Solutions For What’s Not Working”. Or, you are a subscriber to SVAH's “Savings Beyond Price™ E-Newsletter”, or you have attended one of SVAH's teleseminars or read one of his books or articles in leading healthcare magazines.
Anyway, his value-based teachings have withstood the test of time, backed with the experience and knowledge I’ve gained in more than 27 years working in the supply chain trenches. So believe me, when it comes to value-based solutions, I can safely say, “Come on in; the water’s fine?” His advanced strategies and techniques will show your sales team how to build new, better and longer lasting relationships with your customers.
Now He wants to share my little know secrets with your sales team.
Value-Based solutions have the power to change lives and businesses. Yokl knows because it’s changed his life and his business, and it’s changed the lives and businesses of so many of his clients. Your sales team will discover in just one, two or three days how they too can use the incredible new Supplier Value Analysis Selling Solution to make the mid-course corrections your sales team has been looking for to increase their sales this year. Here’s a sample of SVAH’s training topics that will give you the ultimate solutions for what isn’t working:
· Neither you or your customers can afford not to improve
· All enduring change starts at the top – not at the bottom
· How to use “The Law of Diminishing Returns” to you and your client’s advantage
· Isn’t it time you too become a member of the value analysis team
· New sales begin and end with your customer’s challenges
· New relationship model isn’t about the old “buddy” system
· How to develop and utilize “value calculators” that key in on value
· How to fill big customer “gaps” with your products and services
But of course, there’s more. Much more in this complete, most informative, most value-packed one, two or three day seminars on how to develop your own value-based solutions that tap into the unmet, unidentified and mostly unknown needs that your customers are looking for; but they can’t find because of their fixation on price. That’s how you beat your customers at their price game – show them what “best value” looks like in their eyes!
For More Information on SVAH's Supplier Value Analysis Solutions please call us at 1-800-220-4274 or fill out the contact form below for a fast response!
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