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Problem

Local contractors who handle home remodeling and other building projects turn to Home Depot or Lowe’s for many products, tools, and materials. Describe how these retailers could adopt a solutions marketing focus to serve those customers.

Step-by-step solution

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Step 1/2

An individual who buys various products in a lesser quantity from various wholesalers and sells them to the end-users is known as a retailer. Thus, a retailer is the last link in the distribution chain from the manufacturer to the end-user.

The process that defines, educates, and provides access to the complete and the integrated solution that provides the customer value by assisting the customers in solving their issues is known as solution marketing.

Step 2/2

Rather than beginning with a product the solution-centered approach starts with the customer issue analysis and it ends by finding the services and products that are essential to solve the customer issues. Thus, Company HD and Company LO could have implemented a solution-centered approach by researching on an analysis on the issues of the contractors in the locality and then by identifying the services and products that are essential to solve the issue.

In the next step Company HD and Company LO could have sold the products and services of the local contractors are in need, even if it is necessary to order the products that are not presently available in the stores. In this way both the companies must have shown their pre-selected brands that are available in the store to the contractors. These retailers might have also reinforced their relationship with the contractors by collecting their particular needs and having a track on them for a particular time to make sure that their needs are met.