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Martin: As we started using the term "value-added" with customers, they perceived that we were doing more for them and spending more time with them. Even though it's the same service we have been giving all along, the term just packages it differently and enhances the interaction in the customers' eyes. Value-added selling has made us conscious of products that were once foreign to us and allows us to show customers that we're more innovative.
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- Companies:
- Control Printing Group
- CTP Solutions
- People:
- Glenn Martin
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