Do you look at long term when you buy?
I've had two conversations with Honeywell Process Solutions' Director of Product Marketing Peter Zornio in the last week. First off, I'm impressed with Honeywell's new sense of energy and direction. Much of this must be due to Jack Bolick's direction. He assumed leadership of the group just a couple of years ago. I've also talked with him and feel he has a grasp of what needs to be done. This must also be a signal that the days of corporate uncertainty are finally past and a new day has dawned.
Talking with Peter yesterday, the question came up about how customers are buying in this age of consolidation. He has seen purchasing power over automation shifting to the purchasing/supply management group and away from the technologists. The implication is that these people are graded on lowest purchase price. They make the (sometimes implicit) assumption that all technology is pretty much the same and a commodity, so price is the only differentiator. The fact that their performance reviews depend on this just adds fuel.
Some top marketing people in various companies have told me that they do have customers who evaluate the total cost of ownership when making purchase decisions. So not everyone is in the short-term thinking camp.
I'm curious. What is your experience? Some readers are automation suppliers and some are automation consumers. From each perspective, where is the purchasing power these days? What are the important parameters?
7:09:30 AM 
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