普华永道——Customer_021226.pptVIP

STK This report is confidential and cannot be provided to or shared with any third party without the prior written consent of PricewaterhouseCoopers. * Draft only For STK Internal Review Only This report is confidential and cannot be provided to or shared with any third party without the prior written consent of PricewaterhouseCoopers. STK This report is confidential and cannot be provided to or shared with any third party without the prior written consent of PricewaterhouseCoopers. * Draft only Part Ⅴ: Customer assessment Buying factors analysis 5.1 Key buying factors General measurements Upon a scale of 1-10, we assessed key buying factors by customers: The interviewees’ feedbacks are calculated and upon which we derive the importance of each factor. The higher the factor score is, the most important the factor is when customers make their purchases. 1 10 most important buying factor least important buying factor BCT: Price is the most important buying factor 5.1 Key buying factors Key findings Quality and service are the other leading factors Brand is somewhat important, but not very important Comments “When purchasing new Tankers, lot of attention focuses on the prices because qualities are almost the same for different brands.” - a listed cements company in China “We don’t care if the Tankers are local, price is definitely the critical thing.” - a listed cements company in China Mostly buying factors Average 5.5 企业经营管理资料案例库 专业服务中国商界管理界精英！ 唯一官方网： 提供企业各类经营管理资料，巨量大型资料库为您助力扬帆！ 旺昌资料城 服务联系QQ：602429086 24小时电话Mostly buying factors 5.1 Key buying factors Key findings Quality and service are the next important buying factors Brand and technology are somehow important Comments “As quality is almost the same for different brands, we would prefer low-priced products.” - a key concrete mixing station in Shanghai “Because of the fierce competition, we have to reduce prices again and again to get contracts from our customers. In my view, the