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Contractors World  - UK & Ireland
2014 Vol 4 No 2

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How Liebherr GB Approaches Hillhead - continued

Liebherr stand at Hillhead 2012 in midst of the recession. even the weather was overcast.

By contrast in 2005 when the sun shone throughout.



The Liebherr range covers many facets of the industry, some with a higher profile than others.

"At Hillhead, visitors will see us, see what we do. Some will even be surprised at what we do offer. The extent of products we offer is not always fully appreciated. Especially with the niche market products.

"Our existing customers will visit us, which is a good opportunity for those at Liebherr GB who don’t have direct customer contact, to put a face to a name and to better understand customer requirements and expectations.

"Conversations invariably cover a wide range of topics from technology to pricing.

Some customers have a detailed knowledge of their industry and have very precise requirements, others will be looking to explore new ideas and understand how technology offered can benefit their particular business.

Customers will always want to negotiate on price, this is natural, however trade shows are an opportunity to demonstrate "value” and show how cost, price and value are interrelated but also discreetly different.

"Customers are always looking for the best solution at the right price. Our aim is to show how that whilst Liebherr is not always the lowest cost supplier, it aims to offer the best value.

"There will also be those visitors that are not familiar with Liebherr GB but have an interest in what you are showing. They will have heard of the company but do not necessarily appreciate the range of products and service that we offer."


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