Grainger delivers Value Advantage to customers

摘要

Aggregating unplanned MRO purchases gives purchasers more leverage,says Deb Oler,vice president,sales and marketing operations,Grainger.Grainger Value Advantage is an umbrella program that the distributor uses both internally and externally to help customers optimize unplanned MRO purchases."We start by telling customers the story and showing them our data,"says Oler."We talk in terms of supplementing vertical contracts they may already have in place with a horizontal contract that aggregates unplanned MRO purchases."