FIELD INSIGHT | MICHAEL COLLINS

If a product outlier is driving the whole system in an expensive direction, put a number on it. Show the customer what it costs with that outlier in and what it costs with it out. You don't even have to draw it twice to start the conversation. A per-foot price difference between two conveyor widths is enough to show them the trade, and it can save you from drawing the whole system twice. Give them the information and let them make the call. That's their decision to make, not yours.