Bridging the value gap

Weber, Rick
April 2007
Trailer / Body Builders;Apr2007, Vol. 48 Issue 6, p72
Trade Publication
The article discusses the value gap in the truck equipment industry. The profit margins of Robert Nadeau's manufacturers and dealers are steadily declining because of deep price discounts and failure to bridge the value gap by explaining to the customer why a product or service can eliminate the customer's root problems, the article reports. Topics discussed include faulty criteria, the activity cycle and value-based selling.


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