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How to Make Money from Value Added Services
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How to Make Money from Value Added Services

In the HBR of May 2008 there is an article from Werber Reinartz and Wolfgang Ulaga about how manufacturing companies can sell value added services more profitably. Four steps to developing a profitable services capability are mentioned:
1. Recognize that you already have a services company. Charge for services.
2. Industrialize the back office. Exploit new technologies.
3. Create a service-savvy sales force. From cost-plus pricing to value-based pricing.
4. Focus on customers' processes.

 

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More on SERVQUAL:
Summary
Discussion Topics
topic Calculating the variations in expectations in SERVQUAL
topic Gap 5 in SERVQUAL model
topic The Standard SERVQUAL Questionaire
topic Extra SERVQUAL Dimensions
topic Using SERVQUAL for Employee Satisfaction
topic How to deal with Change in Perceptions in SERVQUAL?
topic Weighted and Unweighted Average SERVQUAL Scores?
topic Zone of Tolerance in Service Quality Expectations
topic Referencing 12manage
topic SERVQUAL Should Include Product Quality
topic Analyzing Gap 4 of SERVQUAL
👀How to Make Money from Value Added Services
topic Explanation of the SERVQUAL Gaps
topic Data Analysis Using SERVQUAL Model
topic Customer Service is an Opportunity to Differentiate your Business
topic How to analyze a Supply Chain Using SERVQUAL Model?
topic Definitions of Service Value
topic GAP Model versus SERVQUAL Model
🔥 Customer Service Excellence ( CSE)
topic How the SERVQUAL Model is Applicable in Health Care Organizations
topic Impact of Service Delivery on Strategy
Special Interest Group

SIG Leader

Do you know a lot about SERVQUAL? Become our SIG Leader
Knowledge Center

SERVQUAL
Knowledge Center


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