1. Emphasize Services and Support
We must differentiate ourselves from traditional suppliers and distributors. We need to establish our business offering as a clear and viable alternative for our target market, to the price-only kind of buying.
2. Build a Relationship Oriented Business
Build a long-term relationships with clients, not single transaction deals with customers. Become their first preferred supplier, not just a vendor. Make them understand the value of the relationship.
3. Focus on Target Markets.
As a corollary, the high-end consumer market is also appropriate. We do not want to compete for the buyers who go to the chain stores or emails order, but we definitely want to be able to sell high spending individuals a reliable, full-service supplier.