The National Association of Wholesalers-Distributors is publishing a book that explains how wholesalers can increase their customer bases and profits by creating and marketing value-added services.
The National Association of Wholesaler-Distributors is publishing a book that explains how wholesalers can increase their customer bases and profits by creating and marketing value-added services. The NAW intends to release the publication, "Services That Sell: Capturing New Customers and Profits With New Value-Added Services," in late August.
The book is written by Scott Benfield, marketing director of Chicago-based Columbia Pipe & Supply, and consultant Jane Baynard. It outlines a continuing process that wholesale distribution firms can use to assess the continuing value of the services they provide and to identify possible new services for which they can charge.