Synching customer value and product/service units

This management tip from The Intelligent Leader is worth noting (here).  I like it because it’s a concrete example of how a firm moved from product to value-based pricing — Cemex is differentiating what is often considered a commodity product.

Differentiation by combining basic product value with another attribute(s) — in this case a firm time commitment — is the key to this transition.  Whether it is more service, less risk, tighter time windows, there usually is another attribute that your best customers value.  More importantly, they’re usually willing to pay for it.