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By Bill Johnson Bill Johnson President WordWizards In a crowded b-to-b marketplace, how do you prevent your best customers from defecting to the competition? Recognizing that 20% of its customers generate 80% of its revenue, hearing aid manufacturer Unitron US developed a far-reaching approach to rewarding, nurturing and retaining best customers. Following are six key elements of this strategy. Reward — don’t ignore — loyalty.



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