MDM Premium
Need Help? (888) 742-5060

In The News:

What do customers want? Tough question

March 10, 2002

There are subtle and not-so-subtle distinctions between 'want' versus 'need' versus 'willing to pay for.' Customers may not know what they need. That's part of the problem in defining 'value-add' for distributors. And value-add has very different meaning to specific customers.

A group of distributors and manufacturers wrestled with these issues at a roundtable discussion on added value at the annual meeting of the Fluid Power Distributors Association last week. The session was sponsored by an ongoing FPDA value-add special interest group.

In a recent FPDA survey on value add, distributor respondents said 43 percent of their customers realize that distributors are providing value-added services and that value-add business represents 25 percent of their business sales. That may ...

To Read Full Article:


Subscribe for Unlimited Access

Buy This Article

Add this article to your cart for $9.95
Partner Center