2018

Project Selling: A Vital Part of Creating Value

Project selling – an area where there is room for simple, high-value improvements – stands out as one of the most critical and lucrative ways a distributor can create a value-added service component. Here’s a primer on how to develop project selling as a competitive moat and some important keys to success.

This article includes:

Helping Customers to Shop
Annuity from Follow-on Sales
Project Selling = Competitive Moat

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MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
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MDM Interview, Part 2: Amazon Business VP Prentis Wilson

Companies, Top Distributor Sectors / Tom Gale

In part 1 of this MDM exclusive interview, Prentis Wilson, Vice President of Amazon Business, shared his thoughts on the value proposition of Amazon Business, its current focus and the polarized view many distributors and suppliers have for the company’s market position. In part 2, he discusses ways Amazon is appl;ying technology to streamline the procurement process for customers. A complete version of this interview is available on MDM’s new podcast series, Disrupting Distribution (see end of this article for how to subscribe to MDM’s podcast programs).

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