FEE-BASED SERVICES

摘要

By just concentrating on marketing products, the electrical distributor dangerously identifies itself with commodities and gives control of its marketing destiny to manufacturers. We believe wholesalers should control and manage their proprietary, value of service; marketing fee-based services is a good place to start. Although some electrical distributors find the idea of charging for services difficult, we believe it's imperative. In the first two parts of this series we've explored the preparatory skills needed for a company to develop and launch new services. In last month's installment, we explored the first few steps in the New Service Development (NSD) process: idea generation, concept development and testing. For this final installment, let's look at Financial Assessment, Communications Strategy, and Market Testing of a new service.