By Truck Parts & Service Staff
FLEETSchneider National Inc.
Doug Kading, director of Fleet Services
TPS: What are the pitfalls of selling only on price?
Kading: While there are price buyers out there, selling on price only doesn’t mean the lowest overall cost for the business. Trucking companies have significant amounts of invested capital that they need to produce a return on. The best overall value for them is to keep their equipment on the road earning revenue. Product availability and reliability have significant implications, not the product price.
TPS: What is the single most important thing a distributor can do to define its value proposition to its customers?
Kading: The most important thing a distributor can do to define its value proposition to a customer is to prove that the customer will achieve the lowest total cost of doing business by working with that distributor. This might be done through a combination of price, service, product availability and quality components.
TPS: How are a distributor’s product lines important to its
value proposition?
