One Source Value Proposition

I have been noticing a common value proposition from distribution companies – “your one-stop shop for all things _________.”  Some of the sales reps for these companies use this value proposition as their main lever.  I tell them this is a mistake. Here’s why – the web changes everything about sourcing.  I don’t need to limit myself to one vendor for all my _______ needs.  In fact, I have a subtle doubt about that approach – am I getting the best deal, product or solution if I go with one company exclusively?  The “catalogue mentality” is fading from our society and being replaced with a research mentality. The proverbial old… Read More

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