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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 a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.
