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Abstract
One value added sales pitch MRO buyers want to hear about in more detail is ISO 9002 quality certification. Roughly half the MRO buyers queried recently by Purchasing believe ISO certification adds value to their relationships with industrial distributors. They say a distributor's having earned certification shows the supplier is committed to quality, customer satisfaction and consistency in his processes. MRO buyers also say ISO 9002 gives a distributor an edge over his competition. This is especially true for buyers who work for organizations that have earned or are working toward ISO or QS-9000 certification. Certification shows MRO buyers that suppliers have taken the initiative to improve themselves and want to be better than the competition.