Great distributors embrace complexity as a differentiator.
As channels evolve, distributors face growing competition from pure digital players like marketplaces. As a result, distributors must master digital competencies. However, it’s in value-added services where they can truly differentiate.
We’ve hired Frank Hurtte – who literally wrote the book on value-added services – to develop and present a webinar for distributors on how they can use services not only to protect share of more complex relationships but to retain the simple, on-demand business, too.
In Hurtte’s book, The Distributors’ Fee-Based Services Manifesto, he writes:
A distributor’s livelihood rests on customer relationships. I firmly believe building a service-for-fee model builds customer intimacy and supercharges the relationship. Charging for service creates a new and different sort of customer model. The distributor positions themselves as a professional, a thoughtful advisor rather than just a seller.
In this report, Hurtte describes how to identify, document and market services in such a way that you can charge for some of them while increasing your importance to customers so that you become a more strategic partner.
Download your copy of this report now to learn more.