Need Help? (888) 742-5060

In The News:

More From Mdm

Recommended Reading: Are You Adding Services for Customers?

Tip: Focus on 'Solutions Sales' to Meet Customer Demands

Tip: Focus on 'Solutions Sales' to Meet Customer Demands

July 27, 2017

Focusing on “solutions sales” rather than “product sales” is a strategic shift that can insulate a distributor against looming threats facing the industry, according to Paul Giler, regional industrial sales manager, Mayer Electric Supply, Birmingham, AL, in New Solutions for Customer-Defined Value.

“It’s no longer just selling a brown box; you could buy a brown box on Amazon,” Giler says. “We’re doing more solution-type selling, trying to solve a need. The customer may have asked for this, but what does he really want?”

Giler uses the old example of a customer asking for a hammer and a nail when they really need the best way to hang a picture on the wall. A distributor has to provide a better, smarter solution instead of just the hardware.

“I don’t think you’re going to see online companies provide that,” Giler says. “When there’s a problem, a customer can pick up the phone and we’re going to answer their question and show them something they haven’t thought of.”

Read more about how to respond to changing customer demands in New Solutions for Customer-Defined Value, from the 2017 Distribution Trends Special Issue.


© 2019 Gale Media, Inc.

Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit MDM welcomes inbound links from your site. Please cite Modern Distribution Management.

2018-top-distributors-listThe 2018 Top Distributors List

This free PDF includes lists of top distribution companies across 14 sectors.

You will also receive MDM Update, our daily distribution e-newsletter & other distribution-focused content.

Download the Free PDF now >>

MDM-UpdateMDM Update: Daily Newsletter 

Sign up to read the best source for news & trends in wholesale distribution, MDM Update. Delivered daily to your inbox. 

Sign-up for MDM Update >>

More From Mdm

Post a comment to this article

Partner Center