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How to Build Service Value Propositions

Your big winners can teach you how to hold onto their business and how to make your company more profitable.

January 25, 2005

Lessons learned from the fastest growing, most profitable customer segments ignite the process of innovating profitable, sustainable value propositions. Using customer profitability information, you can rethink current sales and business policies to create new ones that help transform marginal accounts into profit contributors. Here's how to create a customer-centric distributorship in the top performance quartile.

This article is an edited excerpt from the book, More to the Bottom Line, published by NAW-DREF. For more information, go to

Distributors develop value propositions - products, services or a combination of both - by listening to their big winners. Product development is, of course, ...

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