Relationship Management

Best Practices Project

Sales Management

Distributor's Tool Kit

Compensation Survey

Win-Win Sales Meetings

Understanding Value

Value Selling

Value Calculator

Customized Solutions Selling Tool Kit

Quality Customer Service Workshop

Operations Management

Cost Savings Programs

Industry Formats

Human Resources

	Distributors
	Manufacturers
	Customers
	Students

Typical Services and TCO Categories

Distributors typically add value and reduce customers’ total cost of ownership (TCO) through services and product features designed to improve revenue, reduce process costs, reduce expenditures, reduce the asset base, provide a special service or reduce other costs.

Value Activities	TCO Impact
Activity-based costing savings	Processes, Expenditures
Bar coding	Processes
Certified assembly	Revenues, Assets, Processes, Expenditures
Consignment stock	Revenues, Assets, Processes
Credit card procurement	Processes
Direct computer inventory access	Assets, Processes, Expenditures
EDI	Processes
Energy audits	Expenditures, Services
Engineering support	Revenues, Processes, Services
Equipment reduction requirements	Assets, Processes
Fabrication	Revenues, Assets, Processes, Expenditures, Services
Freight reduction savings	Expenditures
Information management	Revenues, Assets, Processes, Expenditures, Services
Integrated supply	Assets, Processes, Expenditures
Internet purchasing	Processes, Expenditures
Lean manufacturing	Revenues, Assets, Processes, Expenditures
Life cycle costing	Revenues, Expenditures
Location trailer	Revenues, Assets, Processes
MSDS management	Processes, Services
New technology	Revenues, Assets, Processes, Expenditures
Online services	Services
Plant/equipment surveys	Assets, Processes, Expenditures, Services
Plateau pricing	Expenditures
Preventative maintenance	Revenues, Processes, Expenditures, Other
Process system integration	Assets, Processes, Expenditures
Procurement management	Revenues, Assets, Processes, Expenditures
Product and maintenance training	Processes, Services
Product quality evaluations	Revenues, Processes, Services, Other
Product repair	Assets, Processes, Expenditures, Services
Product selection/substitution	Expenditures
Product standardization	Revenues, Assets, Processes
Production efficiency	Revenues, Processes
Project management	Revenues, Assets, Processes, Expenditures, Services
Project material staging	Revenues, Assets, Processes
Radio frequency identification (RFID)	Processes
Rebate savings	Expenditures
Safety training and audits	Revenues, Processes, Expenditures, Services, Other
Summary billing	Processes
Surplus reduction support	Assets, Processes
System design	Revenues, Assets, Processes, Expenditures, Services, Other
Technical support	Revenues, Processes, Services
Tier pricing	Expenditures
Tool crib management	Revenues, Assets, Processes
Vendor managed inventory	Revenues, Assets, Processes
Warranty administration	Processes

Value Selling Overview
Typical Services and TCO Categories (downloadable list)
Case Study: Product Substitution
Case Study: Project Management
Worksheets and Terms

Typical Services and TCO Categories

MORE