Analysing accurately the costs of servicing individual accounts and using this information to improve distribution decisions

Uses W. Pauley and Co., a fruit and vegetable food service company, a major supplier within the UK field, as a case study. Discusses using an integrated mix of software programs and personnel experience to facilitate production of accurate distribution costs, thus allowing informed price negotiations with new customers and the seamless introduction of their business into the company’s day‐to‐day operation. Analyses service as a tool to improve front‐line customer relations and thereby reduce costs.