Selling solutions is no easy answer
Companies trying to differentiate themselves from their competitors are urged to become “solution providers,” not just sellers of products and services. But selling solutions is no easy answer. Jumping to “Solutions”. The impetus to become a solut…
Would you trust Mickey Mouse to teach your kid english: How Disney is using language centers to grow in China
Most of us grew up with Mickey and Minnie Mouse. We learned some elements of romance from Lady and the Tramp and we were terrified about lying thanks to Pinocchio. Snow White and the Seven Dwarfs told us to help others and Bambi instilled a fear o…
From produceur to service provider: Why some companies fail to make the transition
Industrial companies are increasingly defining themselves as “service providers” and offering customers “one-stop solutions”. They promise “total customer solutions” thanks to “integrated value chains”. But current empirical studies show that the …
