How has the face of competition changed?
We are seeing a shift away from price as the primary selling strategy, and a renewed focus on the principles of value-added selling. Many distributors and suppliers alike are now looking to provide customers with sales solutions that are customer-centric, focused on new innovative strategies that leverage creativity and quality of products/services over price.
Selling on value, not price, has admittedly become more difficult because price information and competitor websites are readily accessible at the push of a button. However, we are definitely seeing a trend where the differentiators focused on the customer experience and value-added selling principles are having more and more success, winning out over price.