News Release 1362

Too many purchases of products and services are based on inadequate knowledge of the alternatives or lack of life cycle cost claim verification by the vendors. A whole new environment created by KNOWLEDGE BASED SALES will change this situation.

A knowledge bridge using all the latest digital technology has been created between the supplier and end user. The suppliers now reach the purchasers who are provided with supplier and third party intelligence to make the best life cycle, not first cost, choices.

How can one company such as McIlvaine make such a difference? The secret is to tap the following underutilized resources.

Resource	Utilization
The world’s information resides on the laptop power point presentations of salesmen and engineers	Simply record these presentations and post them with streaming media access on a custom site
The digital world contains huge amounts of information that searchers cannot find	Decisive classification, detailed schematics and organized information gathering are used to populate websites for easy access
The world’s knowledge is in niches with only a few true experts in each niche	Tap niche knowledge with webinars, white papers and hourly contracting
Knowledge in other locales and divisions	Coordinate information sharing without threatening autonomy
Qualified searchers without a budget	Free site utilizing the Wikinomics approach
Information in other languages	Make available a dictionary of decisive classification terms in Chinese and English and record webinars in many languages

The biggest difference is the comprehensive organized approach to intelligence gathering and dissemination. For the individual supplier this results in coordination of general, product development and sales strategy. It results in maximum sharing of information within the corporation.

For the purchaser there is the benefit of pollination from a global orchard of synergistically juxtaposed decision trees, e.g. the cement industry benefits from the power industry air toxic intelligence and the Chinese power plant operators benefit from the German and U.S. experience on NO_x control.

The entire orchard benefits from common fertilizers, e.g. forecasts of population, GDP, and production for each country in each industry, e.g. common metric (Quality Enhanced Life Days) to evaluate the benefit and harm from any initiative, e.g. decisive classification hierarchy in Chinese and English.