Cardinal Health set up a bonus-dollars plan and gave points according to how much the customer purchased. The points could be turned in for extra goods or free consulting. compen GE is installing diagnostic sensors in its airline engines and railroad engines. It is now sated for hours of flight or railroad travel. IBM is now a "service company aided by products" than a "product company aided by more of services." It can computer power on demand (like video on demand) as an alternative to sell selling computers. Solution selling can also alleviate price pressure and comes in different forms. Here are three examples. Solutions to Enhance Customer Revenues. Hendrix UTD has used its sales consultants to help farmers deliver an incremental animal weight gain of 5 percent to 10 percent over competitors. Solutions to Decrease Customer Risks. ICI Explosives formulated a safer way to ship explosives for quarries. employees work at large customer facil Solutions to Reduce Customer Costs. W W. Grainger ities to reduce materials-management costs. More firms are seeking solutions that increase benefits and reduce costs enough to overcome any low-price concerns. Consider the following example.