STRATEGIES & ANALYSIS
Business Corner
branded products. For instance, it can
bear a premium price that is based on
the total system’s contribution to the
customer value, NOT the commodity
product’s cost. Additionally, it can be
sold on the basis of the system’s
unique beneficial effects, NOT simply
the commodity products’ specifications, terms and conditions. Lastly, a
system can become proprietary,
enabling it to establish customer preference as contrasted with mere
acceptance, which is the best response
that a commodity product can hope to
generate by itself.
SYSTEM VS. COMMODITY,
THE “SELLING ACT” IS MUCH
DIFFERENT
To sell a commodity, the seller must
know the product, its technology and
its cost. These considerations are all
internal. The only elements the sell-
er must know are their specifica-
tions, and their purchasing practices,
polices and people.
LOCATION LOCATION LOCATION
When it comes to fast
service, location means
everything. Our MIN-U-SIL®
and SIL-CO-SIL® Ground
Silica are shipped
daily from FIVE
convenient mining
and processing
locations.
O T TA WA, IL
PACIFIC, MO
MILL CREEK, OK
COLUMBIA, SC
BERKELE Y
SPRINGS, WV
http://www.u-s-silica.com
(304) 258-2500 } FAX (304) 258-8295
P.O. BOX 187 } BERKELE Y SPRINGS, WV 25411
Call (800) 345-6170
