Like reaching the summit of Everest, of course, the closest I ever came to such a feat was accidentally skiing down a black diamond run, falling only twice and not breaking any bones. That’s a story for another post.
Over the past weeks and months, I have written several posts about how service provider leaders must step out from behind their companies’ logos and demonstrate their expertise in solving problems versus pushing products.
The Price Is Right!
One of the best examples of stepping out from behind the logo is the following video from Price Industries.
An ordinary company wouldn’t take time out of its day-to-day operations and devote those hours to research – but there really isn’t anything ordinary about Price. Check out this video to learn how we conduct our research and how we translate our findings into practical solutions for the industry. https://bit.ly/47vzo00
Ryan Johnson (Research & Development Manager) and Chris Burrows (Product Manager)
What the above video demonstrates is industry expertise and, most important of all, the problem-solving process.
They are not selling me a product’s features, functions, and benefits. Nor are they spending time telling me what I need and why I need their product. Instead, they demonstrate their industry understanding and expertise while personalizing their company’s brand. In short, they are selling themselves – which is their unique competitor barrier to entry.
With the Price video, I may not know everything about “Reducing Airborne Particulates Using Displacement Ventilation,” but I do know these are the people I would want to work with to achieve that outcome.
Although I am seeing signs we are moving in that direction, I don’t see enough of it in our industry. We need more of it.
Here are links to a couple of the most recent posts demonstrating the concept of problem-solving versus “solution selling” in the procurement and supply chain world.
Procurement Insights 
Price Industries: The Best Example Ever of Stepping Out From Behind The Company Logo!
Posted on November 18, 2023
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Like reaching the summit of Everest, of course, the closest I ever came to such a feat was accidentally skiing down a black diamond run, falling only twice and not breaking any bones. That’s a story for another post.
Over the past weeks and months, I have written several posts about how service provider leaders must step out from behind their companies’ logos and demonstrate their expertise in solving problems versus pushing products.
The Price Is Right!
One of the best examples of stepping out from behind the logo is the following video from Price Industries.
An ordinary company wouldn’t take time out of its day-to-day operations and devote those hours to research – but there really isn’t anything ordinary about Price. Check out this video to learn how we conduct our research and how we translate our findings into practical solutions for the industry. https://bit.ly/47vzo00
What the above video demonstrates is industry expertise and, most important of all, the problem-solving process.
They are not selling me a product’s features, functions, and benefits. Nor are they spending time telling me what I need and why I need their product. Instead, they demonstrate their industry understanding and expertise while personalizing their company’s brand. In short, they are selling themselves – which is their unique competitor barrier to entry.
With the Price video, I may not know everything about “Reducing Airborne Particulates Using Displacement Ventilation,” but I do know these are the people I would want to work with to achieve that outcome.
Although I am seeing signs we are moving in that direction, I don’t see enough of it in our industry. We need more of it.
Here are links to a couple of the most recent posts demonstrating the concept of problem-solving versus “solution selling” in the procurement and supply chain world.
We don’t need maps with logos – we need to see the expertise of the leaders behind them.
Uncut & Unedited: SourceDay Co-Founder Steps From Behind The Company Logo
Why it’s time for service provider leadership to step out from behind their organizations’ logos
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