Know How Price-Driven Buyer Converted Through Value Strategy

Driven Buyer Converted Through Value Strategy

Example Market: Middle East (UAE & Saudi Arabia)
Product: Minerals & Industrial Raw Materials

Challenge: Buyer was negotiating only on lowest price with multiple suppliers.

Strategy Applied:

• Avoided price war
• Highlighted supply consistency, packaging, and shipment discipline
• Provided landed-cost comparison (not ex-works)

Outcome:

• Secured trial shipment
• Became preferred supplier within 6 months
• Reduced buyer’s total logistics cost by 8%

Key Learning:

Serious buyers calculate risk, not just price.