Guide to Understanding Value
Educate customers about the benefits and cost savings of working with
distributors with the Guide to Understanding Value, developed by Tim
Underhill, Underhill & Associates, with input from PTDA's Industry
Relations and Marketing Committees.
This innovative guide is designed from the customer's perspective of
benefit and value and explains how to:
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Identify services valued by customers.
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Analyze and measure the service's potential to impact the
customer's bottom line.
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Present documented savings to the customer.
The guide includes:
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A matrix delineating six categories of value.
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The indicators of each value, uptime and yield.
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The array of potential solutions that distributors can provide to
add value.
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Sample worksheets for documenting costs.
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Guide to Understanding Value
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