{"id":3295,"date":"2022-10-13T13:53:04","date_gmt":"2022-10-13T17:53:04","guid":{"rendered":"https:\/\/distributionstrategy.com\/?post_type=report&amp;p=3295"},"modified":"2022-10-13T13:53:04","modified_gmt":"2022-10-13T17:53:04","slug":"competing-and-winning-with-value-added-services","status":"publish","type":"report","link":"https:\/\/distributionstrategy.com\/report\/competing-and-winning-with-value-added-services\/","title":{"rendered":"Competing and Winning with Value-Added Services"},"content":{"rendered":"<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><strong style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-size: 12pt;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">Great distributors embrace complexity as a differentiator.<\/span><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-ccp-props=\"{}\">\u00a0<\/span><\/span><\/strong><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-size: 12pt;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">As channels evolve, distributors face growing competition from pure digital players like marketplaces. As a result, distributors must master digital competencies. However, it\u2019s in value-added services where they can truly differentiate.\u00a0<\/span><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-ccp-props=\"{}\">\u00a0<\/span><\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-size: 12pt;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">We\u2019ve hired Frank Hurtte \u2013 who literally wrote the book on value-added services \u2013 to develop and present a webinar for distributors on how they can use services not only to\u00a0<\/span><em style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">protect<\/span><\/em><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">\u00a0share of more complex relationships but to retain the simple, on-demand business, too.\u00a0<\/span><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-ccp-props=\"{}\">\u00a0<\/span><\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-size: 12pt;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">In Hurtte\u2019s book, <em>The Distributors\u2019 Fee-Based Services Manifesto<\/em>, he writes:<\/span><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-ccp-props=\"{}\">\u00a0<\/span><\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><em style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-size: 12pt;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">A distributor\u2019s livelihood rests on customer relationships. I firmly believe building a service-for-fee model builds customer intimacy and supercharges the relationship.\u202fCharging for service creates a new and different sort of customer model.\u202fThe distributor positions themselves as a professional, a thoughtful advisor rather than just a seller.<\/span><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559737&quot;:720}\">\u00a0<\/span><\/span><\/em><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-size: 12pt;\"><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-contrast=\"auto\">In this report, Hurtte describes how to identify, document and market services in such a way that you can charge for some of them while increasing your importance to customers so that you become a more strategic partner. <\/span><span style=\"overflow-wrap: break-word; word-break: break-word; font-family: Arial, Arial_EmbeddedFont, Arial_MSFontService, sans-serif;\" data-ccp-props=\"{}\">\u00a0<\/span><\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; color: windowtext; font-family: 'Times New Roman'; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial;\"><strong style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"overflow-wrap: break-word; word-break: break-word; color: #000000; font-family: arial, helvetica, sans-serif; font-size: medium; font-style: normal; font-variant-ligatures: normal; font-variant-caps: normal; letter-spacing: normal; orphans: 2; text-align: start; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial; float: none; display: inline !important;\">Download your copy of this report now to learn more.<\/span><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Great distributors embrace complexity as a differentiator.\u00a0 As channels evolve, distributors face growing competition from pure digital players like marketplaces. As a result, distributors must master digital competencies. However, it\u2019s [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":3296,"template":"","report_category":[70,68],"coauthors":[],"class_list":["post-3295","report","type-report","status-publish","has-post-thumbnail","hentry","report_category-strategy","report_category-value-proposition"],"related_event_id":2996,"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Competing and Winning with Value-Added Services - Distribution Strategy Group<\/title>\n<meta name=\"description\" content=\"In this report, Frank Hurtte describes how to identify, document and market services in such a way that you can charge for some of them while increasing your importance to customers so that you become a more strategic partner. \u00a0\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/distributionstrategy.com\/report\/competing-and-winning-with-value-added-services\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Competing and Winning with Value-Added Services - 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