Linen, uniform and facility services company representatives who want to serve prospects that are long-time users of the industry often hear decision makers at these accounts disparage their companies and its competitors as “all the same.”

Same products, delivery trucks, service frequency, processing equipment.

Nothing substantially different but the service price.

Wrong! Clearly those items aren’t always the exact same ones, although arguably they’re similar. For example, while competitors may send their trucks the same number of times per week to the same types of businesses, “service” consists of more than pickup and delivery. Typically that’s the differentiator in companies’ ...