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Lack-of-performance metrics, usage, 121
LAN (local area network) switching services, 125
Large-fleet buyers, 144
Large Power Marketing. See Minnesota Power
Leadership, showing, 94
Leasing services, 11
Lennox Industries, 87
Lexus North America, 76
Lifetime customers
exercise, 151
value, calculation, 133–135
Lifetime values, total examination, 135
Line slowdowns, 120
LINK system. See United Parcel Service
LMPS. See Land Mobile Products Sector, Motorola, 95–100
Local area network (LAN) switching services, 125
Longer-term strategic initiatives, 106
Longer-term strategic solutions, 106
Long-term customer value, increase, 178
Long-term profitability, 111
Long-term relationship-asset value, 131
Long-term sales, generation, 185
Long-term strategic relationship building, 112
Loss cycle. See Strategic accounts
Loyalty. See Customers
driving, 178
increase, 178, 182
Lundein, Dave, 30
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