Elizabeth Hilla provides an overview of selling the benefits of distribution services. Note the service categories she identifies and the benefits associated with them.
Source: Repertoire, July 2018, page 58. Link.
Your customer may be so accustomed to your reliability that he or she may not even see some services as adding value, but they certainly do. Likewise, standard services such as prompt delivery, high fill rates, credit services, multiple ordering methods, and customer service all are valuable services that every distributor provides.
INSIGHTS: While many services are table stakes, it is important to discuss them with customers two or three times a year. Considering the churn of employees’ roles and staff members ,it is easy to have something of value be forgotten without routine discussion.
Some of what Hilla shares can easily apply to veterinary hospital services as well.