Why we talk about price early — and why that matters for AV buyers

Price is one of those topics that many people tiptoe around. Salespeople want to avoid it until they have built a case for their product. Buyers often avoid price discussions until the supplier sees the opportunity with them and wants to ensure they win the business. And really, this all makes sense in a normal environment.

But that’s not so in today’s uncertain environment of tariffs, escalating prices and budget pressures for organizations globally. These days, price is most often brought up very early on in a discussion about plans and needs.

How do we deal with that at Nureva? Direct and head-on.

Our total cost of ownership mindset

We find it helpful to understand all that is at play for buyers. Price is another important element on their list of needs and wants. The clearer the communication around boundaries and limitations, the fewer surprises and the more appropriately we can all come to a workable solution.

When we created our audio systems for meeting and learning spaces, we did so with performance and cost in mind. Our mindset was one of total cost of ownership, not just what the physical pieces and parts of the solution cost.

We considered things such as:

• A whole system with components integrated into a solution.
• Ease of installation, either by an integrator or a customer.
• Self-calibration at first use and continuously thereafter.
• No DSP and no programming at start-up and thereafter.
• Remote management with alerts to minimize downtime and surprises.
• Software and device updates to deliver new functionality and performance.
• Plug and play compatibility with other room elements.

And, we’ll continue to consider how we can best manage all aspects of the experience of buying, deploying, using and managing our products to keep our customers’ total cost of ownership as low as possible.

Audio built for new realities

So, price does matter. We invite people to tell us about their budget restrictions and their plans. Some customers have told us that these new realities are driving them to our products after having long-established relationships with some of the industry leaders. They’re delighted with our products’ performance and the resulting ability to make their budgets go further. Most of them have proven out the performance with an on-site demo or on-site evaluation.

A final word about price — there’s no more expensive a product than one that doesn’t meet the performance requirements and therefore needs to be replaced in short order by one that does. Buying something twice is not a good idea. Trying before buying can eliminate uncertainty and risk.

Interested in trying one of our audio systems in your spaces? Contact our sales team and ask about qualifying.