Differentiating your manufacturing company from competitors (without lowering prices).

Differentiating yourself from the competition has always been a challenge for industrial manufacturers. And as more B2B buyers expect the same levels of personalization, service, and value they know as individual consumers, differentiation is more important than ever. But for those selling through distribution it’s not so easy.

Manufacturers default to product innovation and enhancement as their differentiation strategy. That’s natural. But there are additional ways to set your brand apart that are not as easy for rivals to imitate. Price differentiation is another option, but it often ends up as a race to the bottom. All else being equal, the lowest price will win the sale every time.

Distributors are only as loyal as your end users. So finding ways to attract loyal followers who ask for your product by name is the most profitable and sustainable long term strategy. The items below delve deeper into approaches to differentiation that help generate demand, expand market share, and command a higher price for your product.

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