Tip: Focus on 'Solutions Sales' to Meet Customer Demands - Modern Distribution Management

Tip: Focus on ‘Solutions Sales’ to Meet Customer Demands

Give customers what they want by shifting away from just product sales.
mtow-blog-image

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.

 

Share this article

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!

2

articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events

1

article
left

You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.