Getting Close to Customers

These individuals must be comfortable selling value and a relationship, not just price and a transaction.  

The value added services model requires a new mindset among distributors that demands more from both the recruiting and training sides of their business.  The objective: building a cadre of individuals who can conduct the deep analysis that identifies high-value services opportunities and who can also convey to customers or suppliers the value of those services.

These individuals must be comfortable selling value and a relationship, not just price and a transaction.  Distributors must also develop new pricing models to capture the most value from services--whether they are bundled with a product sale or provided as a discrete offering.

ACTION POINT: Analyze and identify the opportunities within your customer base for delivering high value services.