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Suppliers can’t only use value models to tell and guide their very own decision making but also to create persuasive gross sales tools. Value case histories are written accounts that document the cost financial savings or added value that a buyer receives from its use of a supplier’s market providing. Sonoco Products Company’s protective packaging division, for instance, tracks the savings its customers acquire from implementing an offering it calls total packaging options. Rather than promoting prospects the extra generally marketed corrugated-cardboard packaging materials, Sonoco provides packaging systems that, it maintains, are stronger, lighter, and smaller.

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