Communicating Value Added: The Distributor’s Tool Kit
Today’s customer demands that distributors both provide value
and document how they improve productivity and reduce costs.
Developed by PTDA’s Marketing Committee, Communicating Value
Added: The Distributor’s Tool Kit is designed to be customized by
independent distributors to:
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Combat the potential loss of business to integrated and other
limited supply arrangements.
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Identify customer buying influences and decision makers in supplier
selection.
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Demonstrate understanding of the customer's business.
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Document the true value of distributor-provided products and
services.
Tool kit components include:
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A User’s Guide that explains how to use the tool kit.
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A Questionnaire for key customer personnel to identify hot button
issues and final decision makers.
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A PowerPoint® presentation outlining thirty-eight different
value-added services to be customized based on the distributor’s
strengths and each customer’s concerns.
Communicating Value Added: The Distributor’s Tool Kit is
available for free download to members only or for purchase in a binder
format and on diskette ($34.95 to members; $54.95
non-members).
MORE
Download User’s Guide 
Download Questionnaire
Download
PowerPoint® Presentation
Order
Communicating Value Added
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