4. Selling the value of logistics

It is essential to measure value from the customer's perspective , because once measured, it must be sold to the customer. At this stage, it is important to identify who in the customer company is the appropriate recipient for this information.

• When it comes to planning, it's important to remember that value is a moving target. Customers can only be expected to pay more for a service if it is genuinely better than the competition. As competitors...