How distributors can build a cohesive value proposition
Past research and experience has shown us that most distributors use informal methods for creating a value proposition. This includes gathering data from the field sales organization and passing down legacy concepts of the value proposition.
And while a recent survey from MDM and Distribution Strategy Group found that distributors can confidently answer what the main benefits of their value propositions are, many of the value propositions expressed are undifferentiated and often not relevant.