Without a Value Proposal or a positive perceived Return on Investment for the customer a company cannot be successful at selling its products or services. Unfortunately, there is often a gap between Sales / Marketing and Financial Analysis. PAN Consulting can bridge this gap and help companies build the right Value Proposals for their customers. Our financial approach allows to build financial models so the customers can evaluate the financial benefits derived from purchasing your products or services. This is especially true with new technologies. Examples:
Telematics is a new technology allowing to send real time vehicle information using the wireless networks, available via the Internet to fleet managers including: vehicle satellite location and parameters such as speed, engine values, etc. The challenge is to sell this new technology to commercial fleet owners who are quite conservative and often have little cash available. PAN Consulting developed a detailed ROI tool that breaks down fleet operating costs into major modules which can be decreased by the use of information made available with telematics. We were able to demonstrate that in most cases a positive return on investment is obtained after less than 6 months.
The more you have air into an engine combustion chamber, the more gasoline you can inject, the stronger the explosions resulting in more torque and power. Electrical boosters permit to inject air very quickly into an engine at acceleration time. In that case, it is possible to use a smaller engine to obtain similar accelerations than with a 30% larger engine. Smaller engines consume less, cost less to manufacture and allow therefore for more passenger room in a vehicle. How long will it take to break even with the additional cost of an e-booster? How much gasoline will be saved? What will be the benefits to the environment polluting less? All those factors can be measured to build a value Proposal and make this new technology worth the investment for the car, truck manufacturers and vehicle owners. PAN Consulting has built models to measure and quantify those benefits.
Value Proposal
PAN Consulting
Telematics Industry
Electrical Turbocharger -”e-booster”
[http://www.buyusa.gov/france/en/130.html?bsp_cat=80141500&bsp_id=26]
Specialists in European Business Development
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Building Industry Insulation Materials or Technology
A French company can easily understand that North American manufacturers are well positionned to develop efficient home insulation materials or technology because the Canadian winters can be very rigorous or the summers in Arizona extremely hot. Thermal insulation can drive higher construction costs resulting from the use of sophisticated materials or technology. Those additional costs will be more or less rapidly amortized thanks to heating bill savings and/or government tax break incentives when applicable. A return on investment model can be developed by PAN Consulting using an Excel worksheet. This method can help a North American manufacturer demonstrate the value provided by its technology or products in a very “cartesian” and conservative French market. An ROI tool with break-even analysis will allow potential customers to evaluate the financial benefits resulting from the use of this new technology or insulation materials.
[http://www.infoexport.gc.ca/ie-en/DisplayDocument.jsp?did=3854&gid=78]
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