Value first, then price: the new paradigm of B2B buying and selling

Most companies today take an inherently adversarial approach to buying and selling in industrial markets, thereby missing out on opportunities for joint value creation with customers and suppliers. Sales as well as procurement are too obsessed with price and not enough with value. In this paper we present a set of principles that put joint value creation at the centre of the relationship with customers and suppliers. With respect to customers, the value quantification capability is the most important competency of the sales function, i.e. the ability to translate a firm’s competitive advantages into one quantified, monetary value reflecting both qualitative as well as quantitative customer benefits. With respect to suppliers, we call for the creation of new metrics, such as total value of ownership, reflecting innovation, management capabilities, sustainability, and other elements beyond quality, price, and delivery. With value quantification capabilities (sales) and total value of ownership models (procurement) the key element of relationship with both customers and suppliers is value first, then price

State-of-the-Art of CAE for Mechatronic Systems and Industry Requirements

Computer aided engineering support is important in order to increase the efficiency in the product development process without sacrificing product quality. For mechatronic systems, different aspects such as system dynamics, actuators, sensors, control algorithms and interaction systems must be considered and this makes the computer environment complex. The aim of this work is to present the state-of-the-art of computer aided engineering support for development of mechatronic products together with industry demands on future capabilities

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of L. reuteri in saliva. T. Abrahamsson and M. Jenmalm have received honoraria from The aim of this study was to evaluate the effect, on oral health at age 9 years, of daily oral supplementation with the probiotic Lactobacillus reuteri, strain ATCC 55730 to the mothers during the last month of gestation and to the children through the first year of life. The stud

Industry demands on vehicle development - methods and tools

A very important goal of mechatronics in system development is the integration of mechanical, electronic and software subsystems in order to increase functionality, minimize weight, and reduce production costs. In this work, industry demands on methods and tools for mechatronic vehicle development are addressed from the current product development in industry. The development of a mechatronic car door concept and dynamic stability control are used as examples to identify strong and weak parts of the current processes. Railway vehicle development aspects are also discussed. It is shown that a very important aspect for a successful mechatronic design is co-operation in an interdisciplinary design team. In terms of design methodology, the systematic identification of mechatronic potential based on function analysis is a main issue. Computer tools and technology for concept simulation, co-simulation, managing of models with different complexity as well as model exchange are identified as important demands for future effective development of mechatronic vehicles