Quantify the Value Delivered to Strategic Accounts

The ABC principles behind "SAVE" make it an effective tool that most strategic account management programs could use. It provides better customer profitability, and it offers solid value for the accounts the supplier serves. The other half of the value equation, though, is to quantify the value delivered to customers. To cover that topic, let's examine two firms whose means for quantifying value to customers are as effective as they are creative. Let's first look at Holland Hitch.