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Welcome to ValueAddedPartners.org, where you can learn how
distributors and their manufacturer partners add value to their end-user customers.
Are you looking for advice
from distribution industry professionals who employ value-added techniques
every day? Click here.
Chatter matters
Seco Tools earns the ISA American Eagle
Value-Added Manufacturer Award by helping a production machine shop
eliminate machining chatter and other production problems
The Value of Documentation
T&A Industrial Distributors wins 2008 American Eagle Value-Added
Distributor Award
Caught in the
middle
Customers are demanding lower prices. Manufacturers are exploring
alternate channels. How can distributors survive?
2008 American Eagle
Award winners named
Congratulations to T&A Industrial Distributors
(Distributor Award), Seco Tool (Manufacturer Award),
The Tooling Support Group (Independent Manufacturer Rep
Award) and Haggard & Stocking Inc. (Corporate
Citizenship Award), winners of the 2008 American Eagle Awards.
You need a Value Added
Article
One of the most effective ways to give yourself a competitive edge is the VAA – Valued Added Article. It’s a
powerful strategy that works!
Passing the 'Tell Me More'
Test
You have to pass the "Tell Me More"
test before you can advance further than the competition...
Value creation: The new sales paradigm
To be a value creator, you must change your focus today. Now.
Immediately. It's the first step to being successful in the new sales
paradigm...
Grabbing their attention
How to tell prospects what you really do...
Handling price resistance
This quick story about a salesperson in the golf pro shop
demonstrates why overcoming price objections isn't the problem many
salespeople make it out to be...
Name your value
In a world where many salespeople feel
obligated to tell customers to name their price, value-adding
salespeople subvert price objections by defining their value...
Paper trail
In our last issue of
V-Mail, we again used our fictional distributor Primo Industrial Supply
to pose a question that affects many of our readers. This
particular question received such a great response, we’d like to share
more than a few of the answers with you...
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What would you
do?
Fictitious distributor Primo Industrial Supply sales manager
Kevin Fitzpatrick has a problem. His salespeople understand
selling value, but they won't fill out the standardized forms he
created to document value.
How would you
address this problem? Is standardized documentation really
necessary? Would you attach a financial incentive to filling out
the paperwork? Why should salespeople spend time filling out
paperwork instead of selling product?
Click here to tell us how you would solve
this problem |
Click here
to see a list of current VAP participants.
This site is part of the effort by the Industrial
Supply Association to arm members with the tools,
information and knowledge to quantify their true value to customers.
Feel free to check out the entire site, and start
positioning yourself as a value-adding link in the supply chain.
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If
you experience any problems with this Web site, please e-mail
pmarkgraff@milomediapub.com. |
