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Total Customer Solutions: Winning through Relationships

In: The Delta Project

Author

Listed:
  • Arnoldo C. Hax
  • Dean L. Wilde

Abstract

The Total Customer Solutiona option is a complete reversal of the Best Product approach It is based upon creating a strong bond with the customer. Rather than supplying faceless Customers through mass distrilbution, Total Customer Solution players learn as much they can about each customer in order to provide customized solutions Rather than leaning on product economics, they thrive by engineering customer economics. Instead of offering independent products, they put torgether a bundle of products and services aimed at solving a wide array of Customer needs.

Suggested Citation

  • Arnoldo C. Hax & Dean L. Wilde, 2001. "Total Customer Solutions: Winning through Relationships," Palgrave Macmillan Books, in: The Delta Project, chapter 0, pages 63-80, Palgrave Macmillan.
  • Handle: RePEc:pal:palchp:978-0-230-28808-9_5
    DOI: 10.1057/9780230288089_5
    as

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