This was an actual snippet of a conversation our V.P. of Sales shared with me a few weeks ago. Everyone who has ever sold something has been confronted with a buyer who is seeking complete pricing transparency. This approach can work great when comparing commodities and consumer goods, but it can be much more challenging in service relationships.

Branded Environment execution involves any number of commodity type purchases that contribute to project cost. However, there are a number of factors outside of unit cost that drive many decisions. All factors are addressed together to achieve the desired outcome. If you’re looking for the lowest price on a given item, we might not be the provider you are looking for, but if you want predictable and dependable high value program activity, then look no further.

Within our organization, we plan for the worst and expect the ideal so that our project pricing is both predictable and dependable for our clients. Many resources acquired outside the immediate influence of our Account Management staff can quickly spiral out of control, and that’s where Our People make a huge difference.

Some factors affecting overall pricing include:

Shipping:        Managing this process in the best interest of all parties is exactly what a good Account Manager does, and they do so while keeping a close eye on all project costs. Sometimes, the absolute best solution for a given project may not be the cheapest. Other factors may come into play, like dependable delivery timelines and lower risk. When there is no other date to execute, plan for the worst and expect ideal!

Drayage:        The “pay to play” component of most Trade Shows, Drayage activity can be left to interpretation. The best person to negotiate within those rules on your behalf is your Account Manager within our organization. This work can save you thousands across all activities on-site.

Services:         Beyond the basics, there are so many third party activities that go into a project or program. Below are just a handful:

I remember a show in Prague where we hired guys with hand straps to transport crates to the second floor of a venue that did not have a freight elevator. Those guys were right out of the dark ages, but worth every single penny. Coordination and timing of that activity made all the difference in both outcome and cost.

So, you might wonder how we thrive in the middle of all this chaos? Well, we choose our partners wisely, we pay them fairly and expect “Amazing”. In return, we provide them with a high level of ongoing project communication, exceptional resources and everyday access to our team. 

Within the Branded Environment, we’re talking about spaces and places that create the opportunity for a transformational experience completely about your brand. In short, “Amazing” can be the difference between worth-it, and not worth-it. Nobody sets out to simply do an O.K. job, and if they do, our people have a way of changing their minds. 

So if you're still concerned, we have a few suggestions:

• By all means, continue to be concerned about program activity cost.

• Have high expectations for your strategic and tactical activities.

• Seek a predictable and profitable outcome for your organization and customers.

• Let Our People Become Your People in that process!

WE'D LOVE TO HEAR FROM YOU!