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Commentary: Respect has new meaning as value changes

May 10, 2005

Those in MRO markets relate too well to Rodney Dangerfield. People treated him like a commodity. But there appears to be some shifts in how customers measure value. Sure, there will always be customers glued to the lowest transactional cost. There will always be a segment that views reverse auctions as the most important procurement tool since the discovery of doughnuts.

But many customers seek to deepen the relationships they have with fewer vendors, with fewer internal resources for managing, maintaining and servicing their plants and equipment. They are significantly broadening their vendor metrics to look hard at their return on vendor investment and how to best leverage these relationships.

The shift has been evolutionary as industrial and commercial ...

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