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In an effort to improve the long-term performance of its field services business, Nikon Precision Inc. embarked on a strategic initiative to rethink its service offerings and approach to pricing. Focusing on desired customer outcomes, and using value segmentation, Nikon discovered both new value and revenue generation opportunities as well as opportunities to lower cost, for both customer and the company. In addition, by tying services to customer value drivers and quantifying business impact, Nikon learned to focus its efforts on those things that truly drive customer purchasing decisions.
SVP, Engineering Services and Customer Support, Nikon Precision
President, Value and Pricing Partners, LLC
Publish Date: October 20, 2015
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