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Industrial Supplier

Industrial Distribution is both the industry and the science that moves industrial products through the supply chain, start to finish. The Industrial Suppliers who make up this market fill critical roles that are not always obvious, serving as technical advisors, resource speculators, commercial traders, and more. As the industry grows and these roles expand, crafting the right market messaging and identity becomes all the more important (which is where we come in!).

Challenges

Solutions

Examples

Challenges

Manufacturers, wholesalers, distributors, resellers, and integrators that make up the Industrial Distribution market have a very interesting decade ahead. As supply chains reinvent themselves and markets consolidate, breaking away from the pack will be crucial, which will present tough challenges to suppliers’ branding, messaging, and operations combined.

Proving Application Expertise

No matter the products involved, Industrial Suppliers have substantial subject-matter expertise that their clients often don’t recognize. In particular, suppliers tend to underplay their organizational knowledge so as to “stay in their lane”. While safe, this leaves substantial opportunity on the table and creates exposure to competitors leveraging their expertise first.

Nurturing New Markets

Breaking into new markets has never been easy, but garnering attention today is tougher than ever. When marketing to new prospects, Industrial Suppliers struggle with crafting the right strategy. Too generic or technical, and your market appeal is most likely to be ignored entirely. In addition, industrial buyers do not respond like consumers, making the message itself and how it’s delivered critical to nurturing interest over time.

Rampant Commoditization

Especially since widespread e-commerce adoption, some aspects of Industrial Distribution have become a race to the bottom – the pricing bottom. Between e-procurement, market consolidation, economic inflation, and overseas competition, industrial suppliers can’t help but feel that they’re being commoditized at no fault of their own. Worse, many times this pressure is received from both customers and upstream suppliers simultaneously.

Solutions

Whether we’re helping with marketing collateral, internal operations improvements, or strategic consulting, Terra Concepts is right at home speaking the language of Industrial Suppliers. Our services aim to supplement your existing marketing, operations, and engineering teams with experienced insight and real-world expertise.

Total Value Messaging

Your distribution business is much more than the sum of its parts. With direct experience as both industrial buyers and sellers, we know exactly what value propositions to communicate, as well as where not to over-promise. We partner with marketing agencies and end-clients alike to drive marketing content using language that resonates with your customers.

Business Process Improvement

Using a true process engineering approach, we generate business process improvement plans, documentation, maps, and workflows that help you reach your aspirations. Smaller suppliers tend to request help extracting business processes out of their employees’ heads, and larger suppliers often seek out analytical insight and tools that they can use to bolster operational efficiency.

Real-World Industrial Experience

With formal education, certification, and over twenty years’ of experience in Industrial Distribution, Engineering, and Construction, we offer a rather unique perspective. We’ve designed manufacturing plants, operating food process systems, ran construction crews, and integrated distributors with suppliers. It’s from this hands-on experience that we supplement your marketing, management, or consulting teams in shaping technical content and programs.

Strategic Market Appeal

There’s “marketing at” clients, and then there’s “engaging with” clients. Our philosophy is that we’re here to strengthen the bond between manufacturers and distributors, builders and fixers, operators and engineers, helping each communicate and collaborate to everyone’s benefit. To this end, we strive to find our client’s strategic values, and then broadcast those out to others who can reciprocate in kind.

Project Examples

About Terra Concepts

Terra Concepts provides Writing, Marketing, Business, and Strategy consulting services to Industrial Engineers, Contractors, Marketers, Manufacturers, and Distributors. Located in Galt, CA, and serving clients throughout North America.

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