普华永道——Cutomer assessment_021222_part 1_OK.pptVIP

STK This proposal is confidential and cannot be provided to or shared with any third party without the prior written consent of PricewaterhouseCoopers. * For STK Internal Review Only This proposal is confidential and cannot be provided to or shared with any third party without the prior written consent of PricewaterhouseCoopers. STK This proposal is confidential and cannot be provided to or shared with any third party without the prior written consent of PricewaterhouseCoopers. * 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 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 Cements Tankers: Price is the most important buying factor Average 5.5 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.” - Conch Cements Co., Ltd. “We don’t care if the tankers are local, price is definitely the critical thing.” - HuaXin Cements Co., Ltd. Mostly buying factors 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 Average 5.5 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.” - Western Shanghai Concrete Company “Because of the fierce competition, we have to reduce prices again and again to get contracts from our customers. In my view, the price will keep fal