When Comparing Apples-to-Apples, are You really doing so?
When I first got into Deregulated Energy Industry I worked in a Business-2-Business (B2B) sales, we offered one Supplier, one Product, one Price fits all. Today I can still recall being upset that the price I was offering was easily beaten by our competitors the "Broker".
Now 15 years later I'm on the other side of the fence, with a portfolio of over 40 suppliers, multitude of Product options and some of the best pricing in the industry. Sometimes our company goes up against other Broker Shops in a competitive bid situation and at times we do run into B2B Customer Acquisition Companies, that is when it gets interesting.
When we go up against other Broker Shops the difference in a price is measured by a fraction of a penny. It is a totally different story if we run into B2B sales reps, when that happens the price difference baffles me, in favor of the B2B rep that is.
How is it possible? (you ask)
The answer is simple;
We are no longer comparing Apples to Apples and at times not even Apples to Oranges.