I just finished reading a great article in The Electrical Distributor online called “ BOOSTING YOUR DISTRIBUTOR'S VALUE-ADDED PROPOSITION ”. As I started to read, I was attracted to a distributor comment which stated, “(Our) company knows that it may not always be able to compete on price, so it focuses on helping customers run their businesses better.” I liked the message, step away from pricing and instead work on providing the kinds of services customers value. The article went forward with a number of great examples of the non-product services provided by distributors in the electrical segment. Here’s the deal: Since Tom Reilly’s ground breaking book by the same title back in 1985, distributors have embraced the concept of Value-Added Selling. They have let their creative juices run wild with new and innovative ways to help customers. In the process they have further endeared their product offerings to customers throughout their territories. But we have a problem...

Harboring an ugly gray and decaying complexion, shuffling forward with an unworldly gate, with outstretched arms  flailing and uttered chants of “Brains, Brains, must have Brains,” Apocalyptic Zombies trudge down the hallways of distributor sales offices. Brain hungry undead are scouring our buildings for prey. Surviving on gory morsels of mental morrow called common sense, ever present Zombies have circled the sales group and stand ready to make mincemeat of your team. Unwarily, your salespeople stand in line to “feed” the monsters. They are easy prey. What’s worse, they may not even realize the damage has been done. Allow me to be your post-apocalyptic tour guide as we look for signs of devastation and learn the proper methods destroying the brain hungry beasts. Searching for telltale clues to zombie infestation requires a quick eye. Sometimes you have to read between the lines to really understand the extent of the carnage. First, let’s explore the situation with a c...