Question

What type of purchase decision is involved in buying solu-tions to a company's process systems from Emerson Process Management (Fisher-Rosemount)?

Answer 1

The purchase decision involved in buying solutions to a company's process systems from Emerson Process Management (Fisher-Rosemount) are major purchase decision. These decisions are made infrequently. And big amount is involved in execution.

Emerson Process Management is a leading supplier of process management products and solutions, including control valves, regulators, transmitters, analyzers, and automation systems. Its Process Systems business makes automation systems which build the proven PlantWeb digital plant architecture. This architecture is changing the economics of plants around the globe.

Process Solutions provides application, consulting, design, integration, marketing, and sales services. Its components include Industry Center of Excellence, which provides solutions for specific industries, and Performance Services, which delivers plant and facility maintenance, remote monitoring, performance audits, energy management, and other professional services.

Emerson Process Management’s solutions include:

• Products for measurement, analysis, final control; control systems and asset management software;

• Integrated automation solutions based on open, standards-based PlantWeb field-based architecture;

• Automation contracting engagements including consulting, process and IT engineering, commissioning, project management, and optimization; and

• Performance-sustaining maintenance and asset utilization services.

Because customer support is essential, Emerson Process Management adds it will continue to focus on the experience and expertise of its local representative and direct-sales channels. To help with its expanded capabilities, industry and service experts have been added to help deliver tailored process management solutions.

A buying center is a group of employees, family members, or members of any type of organization responsible for finalizing major purchase decisions. In a business setting, major purchases typically require input from various parts of the organization, such as finance, accounting, purchasing, information technology management, and senior management. Highly technical purchases, such as information systems or production equipment, also require the expertise of technical specialists. In some cases the buying center is an informal ad hoc group, but in other cases, it is a formally sanctioned group with specific mandates, criteria, and procedures. The employees that constitute the buying center will vary depending on the item being purchased.

In a generic sense, there are typically six roles within buying centers. These roles include:

1. Initiators who suggest purchasing a product or service
2. Influencers who try to affect the outcome decision with their opinions
3. Deciders who have the final decision
4. Buyers who are responsible for the contract
5. End users of the item being purchased
6. Gatekeepers who control the flow of information

Because of the specialized nature of computer and software purchases, many corporations use buying centers that are specialized for information technology acquisition. These specialized buying centers typically receive information about the technology from commercial sources, peers, publications, and experience. In this process, top management, the IT director, IT professionals, and other users collaborate to find a solution.

A better buying center for marketing might include:

1. Users – The users will be the ones to use the product, initiate the purchase process, generate purchase specs, and evaluate product performance after the purchase.
2. Influencers – The influencers are the tech personnel who help develop specs and evaluate alternate products. They are important when products involve new and advanced technology.
3. Deciders – Deciders choose the products.
4. Buyers – Buyers select suppliers and negotiate the terms of purchase.
5. Gatekeepers – Gatekeepers are typically secretaries and tech personnel. They control the flow of information to and among others within the buying center. Buyers who deal directly with a vendor are gatekeepers.