Building a value‑added services strategy that works | Matt Cohen
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Building a value‑added services strategy that works | Matt Cohen
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In this episode, Benj talks with Matt Cohen, President of Replenex, about joining his family business and leading a shift towards a model built around offerings that truly matter to customers and the business. In the first half, Matt shares what it took to align the team around value-added services.
The second half gets tactical, covering:
- what most distributors get wrong about value-added services
- why customers often underestimate the real cost of these offerings
- the changing economics and pricing of services
Matt also shares the highest-leverage (and most expensive) service Replenex provides — and why it pays off.
Whether you’re rethinking your value-added offerings or looking for ways to turn them into a stronger growth driver, Matt offers a clear, practical playbook.
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