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 improve, so must the preferred supplier. What represents added value one year will not be the same the next if competitors achieve the same level...