Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

APPENDIX B

PeopleFlo EnviroGear Pump Customer Value Model

PEOPLEFLO Manufacturing has designed a new generation of hermetically sealed rotary pumps, which do not have dynamic shaft seals and therefore eliminate problems that shaft seal leakage causes. As a result, PeopleFlo’s EnviroGear pumps not only satisfy customer requirements and preferences to reduce maintenance costs, but they also eliminate a source of environmental pollution at an affordable price. The target markets are producers of paints, resins, inks, and adhesives.¹

Viking’s dynamically sealed gear pumps would be considered the next-best alternative. When the PeopleFlo pumps and the Viking pumps are compared, four points of difference emerge: unplanned maintenance savings, planned ...