1. The importance of selling PLC at a high price
The fact that PLC (Programmable Logic Controller) can be sold at a high price is of vital importance to enterprises and sellers.
For enterprises, selling PLC at a high price first means a significant increase in profits. Taking the common industrial automation equipment on the market as an example, when PLC is sold at a higher price, the enterprise can obtain more economic benefits, which can be further invested in R&D, production expansion and market promotion, thereby enhancing the core competitiveness of the enterprise. For example, a well-known automation enterprise successfully launched its PLC products to the market at a high price by continuously optimizing product performance and services, achieving a substantial increase in profits and laying a solid economic foundation for the sustainable development of the enterprise.
At the same time, selling PLC at a high price is also an important way to show the value of the product. PLC plays a key role in the field of industrial automation, and its stability, reliability and efficiency determine its value. When a product is sold at a high price, it sends a signal to the market that the PLC has excellent quality and performance. This not only helps to enhance the brand image of the company, but also attracts more high-end customers and opens up a broader market space for the company.
For sellers, selling PLC at a high price means higher sales commissions and performance. Sellers can get more generous returns by working hard to sell PLC at a high price, which also motivates them to continuously improve their sales skills and service levels. In addition, successfully selling high-priced PLCs can also enhance the seller's self-confidence and sense of accomplishment, and accumulate valuable experience for them in their careers.
To sum up, the high-priced sales of PLCs have positive significance for both enterprises and sellers, and are an important way to achieve a win-win situation for both parties.
2. the strategy and method of high-priced sales
(I) Accurately locate target customers
In the process of achieving high-priced sales of PLCs, it is crucial to accurately locate the target customer group. Those customers who are less sensitive to price and pursue high quality are often potential buyers of high-priced PLCs. For example, large enterprises, industrial automation integrators, and equipment manufacturers usually pay more attention to product performance and stability, and are relatively less sensitive to price. When choosing PLCs, they prefer to buy products with excellent quality and advanced technology to ensure the efficient operation and stability of their production processes. In addition, some specific industries, such as high-end manufacturing, power industry, and transportation industry, have extremely high requirements for PLCs, and customers in these industries are more likely to accept high-priced PLC products. According to statistics, in the high-end manufacturing industry, about 70% of companies are willing to pay a higher price for high-quality PLCs. By deeply understanding the needs and pain points of these target customers and providing targeted solutions, the high-priced sales of PLCs can be better achieved.
(II) Highlight the unique advantages of products
The unique performance, high quality and advanced technology of PLC are the key to support high-priced sales. First, in terms of performance, PLC should have high reliability and strong anti-interference ability. For example, modern large-scale integrated circuit technology is adopted, and the internal circuit adopts advanced anti-interference technology, so that it can operate stably in complex industrial environments. Data shows that the failure rate of PLC using advanced anti-interference technology can be reduced to one-tenth of that of traditional PLC. Secondly, high-quality components and strict production processes are also important factors. Select stable electronic components, precision connectors and durable shell materials to ensure that PLC equipment has reliability and durability. Furthermore, advanced technologies such as high-speed bus technology and signal processing technology can make PLC more outstanding in data calculation and control. For example, a PLC with high-speed bus technology can increase data transmission speed by more than 50% compared to ordinary PLCs. By highlighting these unique advantages, customers can recognize the value of PLCs and accept high prices.
(III) Create a high-end brand image
Brand building plays an important foundation for the high-priced sales of PLCs. A high-end brand image can enhance the brand value and reputation of PLCs. First of all, we should focus on building brand reputation and popularity. Choosing a PLC supplier with good brand reputation and popularity usually means that the product is widely used and recognized by the market. For example, internationally renowned PLC brands such as Siemens and Mitsubishi have established a high-end brand image in the market with their long history and rich experience. Secondly, ensure that the product meets the relevant international and industry quality certification and standard requirements, such as ISO 9001 certification. These certifications and standards can prove that the PLC supplier has followed a certain quality management system during the design, production and testing process, and increase customer confidence in the product. In addition, through industry exhibitions, technical seminars, advertising and other means, improve brand awareness and reputation. According to a survey, companies participating in industry exhibitions can increase their brand awareness by more than 30% on average.
(IV) Provide high-quality after-sales service
Perfect after-sales service can greatly increase customer confidence and satisfaction with the product, and help high-priced sales. On the one hand, fast troubleshooting and repair services are essential. When a PLC fails or has problems during use, the manufacturer can provide timely troubleshooting and repair services to ensure that the customer's production can resume normal operation as soon as possible, reducing downtime and production losses. For example, some high-quality PLC manufacturers can respond to customers' fault repair requests within 24 hours and complete repairs within 48 hours. On the other hand, professional technical support and guidance are also key. The manufacturer can answer customers' questions about PLC operation, programming, troubleshooting, etc., and help customers better use and maintain PLC equipment. In addition, providing training and knowledge transfer services so that customers and their teams can better understand and utilize PLC equipment can also improve customer satisfaction with the product. According to statistics, PLC manufacturers that provide high-quality after-sales service can have customer satisfaction rates as high as 90% or more.
3. Challenges and Responses
(I) Challenges
- Competitive Pressure: The PLC market is highly competitive, and many brands have launched various products with a wide range of prices. For example, some emerging brands may sell PLCs at a lower price in order to seize market share, which brings huge competitive pressure to high-priced sales. According to market research, in some market segments, the market share of low-priced PLC products is as high as 30% or more.
- Customer Questions: When selling high-priced PLCs, customers often question the price. They may think that the price is too high and does not match the value of the product. For example, customers may ask questions such as "Why is your PLC so much more expensive than other brands?" or "I can find cheaper alternatives on the market, why choose your high-priced product?"
(II) Response Strategies
- Strengthen product differentiation: Highlight the unique performance and advantages of PLC to form a clear difference with competitors. For example, you can emphasize the customized service of the product, and carry out personalized design and production according to the specific needs of customers. According to statistics, the price of PLC products that provide customized services can be 20% to 50% higher than that of standardized products. At the same time, strengthen technological innovation, continuously introduce new functions and features, and increase the added value of products. For example, developing a PLC with intelligent diagnostic function can monitor the operating status of the equipment in real time, warn of failures in advance, and save customers maintenance costs and downtime.
- Provide comprehensive solutions: Not only sell PLC products, but also provide customers with a complete set of solutions, including system design, installation and commissioning, technical training, etc. This can increase customer stickiness and improve customer recognition of products. For example, provide customers with one-stop industrial automation solutions, from PLC selection and configuration to the integration of the entire system, and provide customers with professional services throughout the process. According to the survey, companies that provide comprehensive solutions can increase their customer satisfaction by more than 40%.
- Strengthen customer communication and education: When customers question the price, communicate with them patiently and explain the value and advantages of the product. Through case analysis, product demonstrations, etc., customers can intuitively understand the benefits that high-priced PLC products can bring to them. For example, show customers how high-priced PLCs can improve production efficiency, reduce operating costs, and improve product quality in actual application cases. At the same time, strengthen customer education, let them understand the technical characteristics and market conditions of PLC products, and improve customers' cognitive level.
- Establish long-term cooperative relations: Establish long-term and stable cooperative relations with customers, and win the trust and loyalty of customers by providing high-quality products and services. You can visit customers regularly to understand their usage and changes in needs, and provide solutions to customers in a timely manner. For example, provide priority technical support and after-sales service, as well as preferential price policies, to long-term cooperative customers. According to statistics, enterprises that establish long-term cooperative relations with customers can reduce their customer churn rate to less than 10%.
4. Fourth, Future Outlook
With the continuous development of industrial automation and the continuous advancement of technology, the prospect of high-priced PLC sales is full of hope. In the future, continuous innovation will become a key factor in achieving high-priced PLC sales.
On the one hand, technological innovation will bring more functions and higher performance to PLC. For example, with the integration of artificial intelligence and Internet of Things technology, future PLCs may have more powerful data analysis and decision-making capabilities, and can achieve more intelligent production control. This will provide companies with higher production efficiency and quality assurance, making high-priced sales more reasonable. According to relevant research, the market share of PLCs with artificial intelligence functions will gradually expand in the next few years, and their prices will also remain at a high level due to their unique technological advantages.
On the other hand, optimizing sales strategies will also provide continuous impetus for high-priced PLC sales. Companies can more accurately target high-end customer groups by continuously improving market positioning and meet their needs for high-quality and high-performance PLCs. At the same time, strengthen brand building, enhance the brand's high-end image and value perception, and make customers willing to pay for the brand premium. For example, by holding high-end technical seminars and publishing industry white papers, the company's technical strength and innovative achievements can be demonstrated to enhance the brand's influence.
In addition, the continuous optimization of after-sales service will also play an important role in the future. As customers' requirements for service quality become higher and higher, providing timely, professional and efficient after-sales service will become an important competitive advantage for enterprises. By establishing a complete remote monitoring and diagnosis system, enterprises can discover and solve customer problems at the first time, reducing customers' operating costs and risks. This will further enhance customers' trust and satisfaction with high-priced PLC products.
In short, continuous innovation and optimization strategies are crucial to the future of high-priced PLC sales. Only by constantly adapting to market changes and customer needs can enterprises achieve high-priced PLC sales in the fierce market competition and create greater value for the development of enterprises.