Beyond price, how has value shifted in today’ s economy? Is the focus moving from immediate cost savings toward total cost of ownership, supply continuity and broader value creation?
Tom Cummins, RS Group: Continuity of supply is the name of the game. We have to be able to provide the services for our clients, the products for our clients, full stop. In terms of how we get there, understanding the market is more important than ever, and understanding the implications of what’ s going on in the marketplace is critical.
That said, price is still key. We still have clients looking to us to provide the best-priced products possible, but what we’ re seeing is much more willingness from our clients to look at value and total cost of ownership.
How do we help them reduce their demand? How do we bring alternative commercialised products to the table? Something that years ago they weren’ t talking about, but in the past couple of years, based on drivers they themselves have, they’ re now being much more willing to accept those changes in product.
84 June 2026