One of the most serious problems industrial distributors face is their inability to consistently demonstrate their value in the supply chain. Because distributors have difficulty explaining the value of the myriad services they provide, customers often resort to judging them on price alone.

As a value-adding distributor, you understand that you perform many valuable services for customers, but your customers may not recognize that value.

Your goal is to educate customers about your value by showing them — in dollars and cents — how you can affect their bottom-line profitability.

This section of ValueAddedPartners.org is where distributors and manufacturers can begin to learn about the process of documenting their value to customers.

Learn what value-added means and why it is important to your company.

Read about the four-step total cost of ownership process.

Review examples of the process at work.

Download customizable forms that you can use with your customers.