Why distributors should go beyond price

03/26/2013 | Modern Distribution Management

Distributors always look to add value to their existing services without raising costs, but they are most pressured to do so by customer demand, says Tim Underhill. "Distributors need to build processes for better value documentation that become a part of the sales process and are focused not only on price or even inventory savings, but the entire picture," Lindsay Konzak writes.

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