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Home » The Four Ps of Differentiation

The Four Ps of Differentiation

By    William R.  McCleave, ,   Thomas P.  Gale 
April 10, 2003
More about:  Management/Strategy,  Sales & Marketing
Executive summary: This article presents a model for thinking about how to differentiate a wholesale distribution company. It introduces a framework ﾖ the four Ps of Position, Pitch, Performance and Proof ﾖ that may be useful to create a plan for differentiation unique to your company and the competitive environment in which you operate. The article also outlines some of the common traits that differentiators have that contribute to their success.


Editor's note: This article is the first in an MDM series that provides select excerpts from our new book, Stand Out from the Competition! Four Pathways to Differentiate Your Wholesale Distribution Company. See below for more information.


In all the different activities that make up a wholesale distribution ...

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Executive summary: This article presents a model for thinking about how to differentiate a wholesale distribution company. It introduces a framework ﾖ the four Ps of Position, Pitch, Performance and Proof ﾖ that may be useful to create a plan for differentiation unique to your company and the competitive environment in which you operate. The article also outlines some of the common traits that differentiators have that contribute to their success.


Editor's note: This article is the first in an MDM series that provides select excerpts from our new book, Stand Out from the Competition! Four Pathways to Differentiate Your Wholesale Distribution Company. See below for more information.


In all the different activities that make up a wholesale distribution ...



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