Most operators are aware that it costs 5-7 times as much to sign up a new customer than to retain an existing one. While this statistic encompasses businesses in all industries, people in the linen, uniform and facility services industry are painfully aware of the cost of turning over valuable customer relationships.

This begs the question: How can a laundry maximize the value of customer relationships in order to retain and grow its business? The answer is steeped in the laundry’s ability to effectively “land and expand relationships” within customer accounts and continually articulate the value that your products, services ...