Creating a cohesive and unique value proposition is key for distributors to gain competitive advantage, according to Jonathan Bein, managing partner at Real Results Marketing, in Bridging the Value Gap.

While most distributors can list the benefits they provide to customers, many of those value propositions are undifferentiated – essentially the same as what competitors are offering – and untested within the market.

To create a cohesive and differentiated value proposition, distributors should measure the benefits they deliver to customers and determine which of those benefits are unique when compared to competitors. Finding a way to create an emotional engagement to the distributor brand is ideal, according to Bein.

Read more about using effective positioning to stay relevant in the market, in Bridging the Value Gap.