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.
Topics covered include how to determine which new services could be profitable, conduct pilot tests, estimate potential returns from new services, develop marketing messages, segment customers and the services that appeal to them and set profitable prices.
For ordering information, contact NAW Publications at 202/872-0885 or e-mail at pubs@nawd.org.
