Trade-off Inclination Inventory
For each situation, pick the answer closest to what you'd actually do. Go with your first instinct; there are no wrong answers.
Your results
Your lean vs. your customer's
How your customer leans
Think of the last customer who pushed back on price or lead time. What were they actually buying?
Your answer isn't saved anywhere. Bring it with you to the next conversation.
Komatsu owners are quality buyers by default. They chose one of the most expensive brands in the market. They're time buyers too: when a machine goes down, every hour costs them, so they'll pay what it takes to get it running right now. Price usually comes third.
