Understanding and monetizing value-added services in wholesale distribution is critical to competing today. But many distributors tend to have a limited worldview when it
Value Proposition
Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if
If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the
To set themselves apart, distributors need a strong value proposition. It’s not just about pretty words on a website. A strong value proposition can
If when you see the phrase “value proposition” you think: “Yes, we have one already. We provide great customer service. We’ve been in business
What if I told you you are losing 5-10% of revenue a year? Furthermore, you might not have even noticed. In this blog post,
They are undifferentiated because they say and offer essentially the same thing as their competitors. They are not relevant because they have not been
When we ask executives for the value proposition of their business, they usually provide a ready, confident and well-rehearsed answer. The answer consists of
Many independent distribution companies wonder why their gross margin, net profit and attendant multiples are inferior to their $2 billion-plus sales, national-market, publicly held
In this article, I will discuss a useful approach, the Private Equity Investor Framework, which will help you think like an investor to improve
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Understanding and monetizing value-added services in wholesale distribution is critical to competing today. But many distributors tend to have a limited worldview when it
Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if
If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the
To set themselves apart, distributors need a strong value proposition. It’s not just about pretty words on a website. A strong value proposition can
If when you see the phrase “value proposition” you think: “Yes, we have one already. We provide great customer service. We’ve been in business
What if I told you you are losing 5-10% of revenue a year? Furthermore, you might not have even noticed. In this blog post,
They are undifferentiated because they say and offer essentially the same thing as their competitors. They are not relevant because they have not been
When we ask executives for the value proposition of their business, they usually provide a ready, confident and well-rehearsed answer. The answer consists of
Many independent distribution companies wonder why their gross margin, net profit and attendant multiples are inferior to their $2 billion-plus sales, national-market, publicly held
In this article, I will discuss a useful approach, the Private Equity Investor Framework, which will help you think like an investor to improve
Recent Reports
Understanding and monetizing value-added services in wholesale distribution is critical to competing today. But many distributors tend to have a limited worldview when it
Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if
If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the
To set themselves apart, distributors need a strong value proposition. It’s not just about pretty words on a website. A strong value proposition can
If when you see the phrase “value proposition” you think: “Yes, we have one already. We provide great customer service. We’ve been in business
What if I told you you are losing 5-10% of revenue a year? Furthermore, you might not have even noticed. In this blog post,
They are undifferentiated because they say and offer essentially the same thing as their competitors. They are not relevant because they have not been
When we ask executives for the value proposition of their business, they usually provide a ready, confident and well-rehearsed answer. The answer consists of
Many independent distribution companies wonder why their gross margin, net profit and attendant multiples are inferior to their $2 billion-plus sales, national-market, publicly held
In this article, I will discuss a useful approach, the Private Equity Investor Framework, which will help you think like an investor to improve