A key element of the effort to explain the value that distributors and their manufacturer partners bring to end-user customers is the documentation process. We have provided sample worksheets and forms that you may use or customize to your liking.

Affinity diagram. Use this diagram to demonstrate how your value-added services impact a customer's bottom line. For example, a warehouse management program can impact three cost categories (revenues, assets and processes) and result in improvements in several areas at the customer's location. Click here for a blank affinity diagram.

Cover sheet. The cover sheet is where you can summarize your value-added activities and their total dollar impact. It provides an at-a-glance look at the value of the activities you perform for a customer. Click here for a blank cover sheet.

Revenue-enhancement worksheet. Use this worksheet to demonstrate how your efforts helped a customer generate more revenue. For example, your recommendation to switch from one cutting tool to another may have boosted output by 3 percent. This is where you provide data to support that increase. Click here for a blank revenue-enhancement worksheet.

Asset improvement worksheet. This worksheet is where you can demonstrate how you helped a customer reduce asset costs. For example, by instituting a tool crib management program using consigned inventory, you eliminate the customer's inventory, carrying and other possession costs. Click here for a blank asset improvement worksheet.

Process improvement worksheet. Use this worksheet to show how a process change you made lowered a customer's process costs. For example, by putting bar-coded labels on supplies located closer to an operator's workstation, you eliminate the number of trips that operator used to take to a central tool crib. Click here for a blank process improvement worksheet.

Expenditure reduction worksheet. This worksheet is where you can show actual unit price savings to a customer. For example, substituting Brand X abrasives wheel with a lower cost Brand Y with equal performance characteristics results in hard dollar savings. Click here for a blank expenditure reduction worksheet.

Special services worksheet. This worksheet is for explaining the value of special services you perform that don't fit neatly into other categories. For example, this is where you would show the value of providing a plant safety inspection. Click here for a blank special services worksheet.

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