Silent Customers Bring Loud Profits — Here’s Why Anticipatory Customer Service is Today’s True Competitive Edge

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Suppose you’re the director of a group of hotels. (Stick with me on this one.) In one of them, a seasoned employee, a facilities engineer, is up on a ladder changing a lightbulb. As he’s doing so, two kids and their mom, looking rather haggard, try to come in from a side entrance. All three of them are in robes but still dripping a little bit from what clearly was their time at the beach, with sand from time to time falling from their flip-flops and hair.

When the maintenance engineer spots them, he gets off the ladder and walks over,

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