In today’s competitive markets, the idea of selling the value of textile services—rather than emphasizing low prices—offers a better way to build long-term relationships with customers. That was the consensus among several operators and sales/service specialists that we recently contacted.

Emphasize Value

“Laundry and facility services can all start to look the same if you’re only talking price,” says Emerson Hager, business and brand development specialist and a third-generation owner of Miller’s Textile Services, Wapakoneta, OH. “But most decision makers aren’t just looking for the cheapest textile—they’re looking for peace of mind. They want to know that uniforms will ...