The Power of Demonstrating Value
Turning Perceived Cost into Proven Savings with Transparent, Value-Driven Workwear Solutions
How transparency and partnership help customers and suppliers achieve shared success
Choosing a workwear partner is about more than price. It is about finding a supplier who understands your business challenges and delivers consistent value in return. Many companies face familiar issues such as long lead times, missing garments, or valuable hours lost managing uniform concerns.
At Lindström, we focus on transparency, flexibility, and traceability to create a smooth, reliable service that supports your business every day. By demonstrating the true value of a managed workwear solution, we help our customers achieve measurable improvements in cost efficiency, employee satisfaction, and sustainability.
TIP: You can also unlock extra savings through tax relief on work clothing – read our article on when you can claim.
Here’s an example of how a focus on value, rather than cost alone, led to a trusted long-term partnership.
Customers issues
- A large stock of workwear from leavers and exchanged sizes no longer required, but still being invoiced for.
- Lead time on new garments 12-16 weeks, so we have employees without PPE
- Garments sent to the laundry are not returned
- Spend 5+hours per weeks sorting workwear service issues or the visibility of bands.
The solutions and value
When presenting our proposal, we offered solutions to all the customer issues, then presented the weekly and annual rental price. There was an honest but straight reply from the customer “we love the proposal, and these solutions ensure a smoother and stress-free service, but like for like your 17% more expensive, are you able to reduce your pricing?”
Our Reply…
“We can’t offer like for like, otherwise you would still have the same issues. There is no need to reduce the pricing, because the proposal is already reducing your costs, improving your service levels, increasing your productivity and improving your sustainability.”
We then demonstrated the cost saving based on comparable value
Based on staff turnover and size exchange requests over the previous 3 years. We demonstrated the cost savings from free returns, free size exchanges and 5 hours per week saved dealing with workwear issues. In total a £37k cost reduction over a 3-year term. The customer had now gone from a perceived 17% increase on the cost of contract to a 14% cost reduction. In addition to this we confirmed that 100% of their textiles would be recycled at end of life and lead times will be under 10 working days.
Within 10 minutes, the contract is agreed, and a new partnership begins.
Transparency throughout, ensured that both the supplier and customer always knew where we stood. Because of this we were able to demonstrate the comparable value, this gave them transparency on the actual cost v the perceived cost.
Transparency also makes building long term partnerships with customers easy!
Delivering Value That Builds Lasting Partnerships
Demonstrating value is not about offering the lowest price. It is about helping both the customer and supplier reach the outcomes they want.
Efficiency, reliability, and long-term results.
When flexibility, transparency, and traceability are at the core of a service, it builds trust and removes the barriers that often stand between the two parties.
By clearly showing how each element of a service adds measurable benefit, suppliers can help customers see the true cost versus the perceived cost. This approach leads to better decisions, smoother partnerships, and shared success built on understanding rather than negotiation.