In tough economic times, many distributors step up their so-called “value-added” services, hoping to dissuade customers from jumping ship. Or they slash prices, sacrificing margins to meet or beat the competition’s prices.

In this month’s cover story, “Walking A Fine Line”, we’ll show you that it’s possible to avoid both of those strategies.

You’ll read that the value-added services you provide are really customer expectations; they’re not seen as perks. By looking at it this way, you’ll open your eyes to what you’re supplying for “free,” where your hidden costs are, and how you can leverage your value-add to the nth degree.

This self-assessment will require some work, but I think it will be worth your while.


Also, check out our coverage of the pre-moistened towelette market. Distributors told SM about the limitless opportunities to reach new markets with this handy innovation — from movie theaters to police forces, and more.

We also look at whether wireless is a winner among your peers in this month’s Tech Central. For some distributors, wireless has helped to achieve new levels of communication efficiency. Maybe the technology isn’t right for every business just yet, but it’s not a bad idea to stay current.




POSTED ON: 3/1/2002