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Asset Review – Value Proposition
We help maintenance managers improve the reliability of their plant by replacing obsolete or improperly maintained switchgear.
Eric, I cannot offer any advice on this value proposition. However, we work with nearly identical industries.
We provide electrical safety consulting & training to keep organizations compliant with OSHA & NFPA 70E standards. I work with many electrical and mechanical engineers who mainly work in manufacturing. I’d love to hear about some of your experience in the industry, and maybe we can share referrals and contacts from time to time. Many of our customers are in the process of updating their Electrical Safety Programs, and Arc Flash Studies are a huge part of that. During this process, equipment upgrades or modifications are often discussed.
I think we both could be great resources for each other. I saw that you are located in Arkansas, and we do a TON of business there. Let me know if you’d like my contact information!
We help maintenance managers improve the reliability of their plant by replacing obsolete or improperly maintained switchgear.
Hey Eric, sorry for the slow reply on this one.
I think you should go a layer deeper here with the value that you offer.
Your feature is that you replace obsolete switch-gear. The benefit is that it increases the reliability.
But why does the maintenance manger care about reliability?
Their job security is on the line? Reliability is a constant headache? Their main KPI is reliability and so they get a bonus on it?
Your current value prop is in the zone of “indifference”. i.e. nobody really cares about reliability, unless they’re facing massive issues, right in this very moment.
Unless you have a process to identify when that is happening and to reach out at the right time, it’s difficult to build interest against it.
I’d be thinking something more like –
I help maintenance managers, dramatically decrease their equipment headaches, whilst hitting their reliability KPIs replacing obsolete or improperly maintained switchgear.
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