The 2020 Mid-Year Economic Update_long

Bridging the Value Gap

According to a recent survey conducted by MDM and Real Results Marketing, distributors can confidently say how they are better than their competitors at providing certain features and benefits. But often they still struggle with integrating the features and benefits into a cohesive value proposition. In this article, the second in a two-part series, Jonathan Bein, managing partner at Real Results Marketing, examines a technique that can help distributors bridge that gap.

This article includes:

  • An evaluation of how distributors perceive the features and benefits of their value propositions
  • Tools for connecting the features and benefits
  • Actionable steps for testing the value proposition

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Wallet Share, Demands Drive Accelerated Channel Convergence in Distribution
  • The Case for Proactive Inside Sales
  • Stop Guessing: The Value of Customer Segmentation



To continue reading this article you must be a paid subscriber.

About the Author
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.

By subscribing, you are agreeing to MDM’s Privacy Policy.


articles left

This is your last free article

Subscribe to MDM Premium today and get:

  • Unlimited access to
  • 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


articles left

Want more Premium content from MDM?

Subscribe today and get:

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



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
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

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