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Success Amid Commoditization Possible

RENO, NV -  May 03, 2007  -   Miller Heiman takes a close look at the constant challenge of selling in a commoditized world, as illustrated by the transportation industry. In this latest white paper entitled "Step Up and Stand Out: How to De-Commoditize Your Offering," author Dario Priolo, EVP of Corporate Development, starts with the basic premise that in the transportation industry, if the primary need is to haul products from Point A to Point B, why wouldn't the manufacturer select the vendor who comes in at the lowest price? 

Priolo argues that selling in commoditized industries is no longer transactional but strategic. Miller Heiman's 2007 research shows that Winning Sales Organizations (WSOs) are doing more than just making bids on hauling jobs. According to Priolo: "The WSOs are digging down to help understand what their customers are trying to accomplish through goal setting. And through every process, they are de-commoditizing by differentiating themselves from the competition."

He adds that WSOs in the transportation industry are using supply-chain planning technology to take ownership of a bigger portion of the supply chain; they're using best practices and proprietary data to build relationships with suppliers and retailers; and they're adding value to their conventional services by providing key strategic advice everywhere along the supply chain.

Read the full white paper to learn how you can differentiate yourself and add value to your products and services.
Get your complimentary copy here.

About Miller Heiman: The Sales Performance Company

Miller Heiman is the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.