The analytical discussions helping vendors and customers determine what acquisitions will deliver the strongest ROI.
“People do not just pick up the phone and say, ‘We want to buy a printing press,’” observes Eric Frank, whose job is selling printing presses. As senior VP of marketing and product management for Koenig & Bauer, he knows that investment in capital equipment is a process, not an impulse — and the process is one that both the vendor and the customer have to carry out in the same deliberate, analytical way.
This understanding applies to investment …