Value-driven Channel Strategy PDF Download

Author: R. Eric Reidenbach
Publisher: Asq Press
ISBN: 9780873896597
Category : Business & Economics
Languages : en
Pages : 171

View

Book Description
The concepts explained are pertinent not only to manufacturing but also to service organizations that move products/services through channels of distribution." "This book will challenge managers from a number of distinct organizational areas to think about the way they view their business. Those in marketing, quality, logistics, Six Sigma, customer relationship management (CRM), market research and business intelligence will find the book extremely useful. The principles outlined apply to commercial banks, healthcare and insurance as well as they do to the automotive or pharmaceutical industries."--Jacket.

Author: R. Eric Reidenbach
Publisher: Quality Press
ISBN: 0873894359
Category : Business & Economics
Languages : en
Pages : 188

View

Book Description
Value at the point of production does not automatically translate into value at the point of consumption. Augmenting lean thinking with a more robust and substantial customer value basis makes it even more powerful when applied to the organization’s value stream. This book unleashes the principles of lean thinking as a strategic tool to do just that. As authors Reidenbach and Goeke argue throughout this book, an organization’s ability to use lean techniques not only to eliminate non-value adding costs but also to use the same lean tools to enhance its competitive value proposition is to realize the full power and potency of lean. The concepts explained are pertinent not only to manufacturing but also service organizations that move products/services through channels of distribution. The book will challenge managers from a number of distinct organizational areas to think about the way they view their business. Those in marketing, quality, logistics, Six Sigma, customer relationship management (CRM), market research, and business intelligence will find the book extremely. The principles outlined apply to commercial banks, healthcare, and insurance as well as they do to the automotive or pharmaceutical industries.

Author: R. Eric Reidenbach
Publisher: Quality Press
ISBN: 0873895436
Category : Business & Economics
Languages : en
Pages : 213

View

Book Description
This book brings together, for the first time, two very powerful concepts: customer value and competitive planning. Together they create a powerful tool that will generate breakthrough strategies for market dominance. The previously fashionable metrics of customer satisfaction have proven to be poor predictors of business performance, whereas the linkages between customer value and performance measures such as market share and profitability have been identified and documented. Value has been shown to be one of the best predictors of market share and customer loyalty available. Developing a system to harness value as a competitive weapon is an essential next step.Competing with Customers presents a competitive planning template that enables organizations to actually harness their value creation and delivery systems to enhance their market performance. It is a planning system that focuses at the level where the organization makes money: selling products or services to people in specific markets or market segments. Readers will discover a clear blueprint for crafting breakthrough, value-added strategies. For many readers, it will challenge the way they look at their competition, their markets, and their industries. Competition will never look the same.!

Author: R. Eric Reidenbach
Publisher: Quality Press
ISBN: 0873891791
Category : Business & Economics
Languages : en
Pages : 169

View

Book Description
Six Sigma Marketing challenges the way both the Six Sigma community and the marketing area think about business and the way they currently do business. It does so by providing a detailed and structured approach—one that is entirely data driven—to unleash the power of Six Sigma on the crucial need for revenue growth. Six Sigma Marketing (SSM) is a fact-based, data-driven disciplined approach to growing market share by providing targeted product/markets with superior value. It is organized around the following elements: Customer value is the driving strategic metric. It replaces the emphasis on customer satisfaction embraced by both Six Sigma and marketing, and provides a much stronger link to market-share gains and revenue increases. SSM has a unique set of powerful tools designed around the idea of customer value to concentrate the organization’s efforts on both acquisition of new customers and retention of current customers. It uses a modified DMAIC (define, measure, analyze, improve, control) model that is not only very familiar to the Six Sigma community but also friendly to and easily understood by marketers. It strives to make marketing a more effective and efficient factor within the organization. Its goal is defect reduction. A defect is defined as failure to provide satisfactory customer events. Customers interact with an organization in many ways: sales, billing inquiries, service, repairs, parts, and so forth. Each event, or interaction, has the ability to increase or decrease their loyalty and hence the organization’s market share. SSM expands the traditional view of marketing to include emphases not only on pricing, product, promotion, and distribution, but also on processes. SSM takes elements from both Six Sigma and marketing and forges them into a powerful and focused discipline designed to increase the enterprise’s market share and top-line revenues. It is a structured approach that addresses the need for more effective and efficient marketing activities in order to achieve value proposition goals at lower costs. It represents what many have called the next generation in Six Sigma—one not focused solely on reducing costs or defects, but actually on increasing revenues and market share. COMMENTS FROM OTHER CUSTOMERS Average Customer Rating (5 of 5 based on 1 review) “Dr. Reidenbach has hit a transformational home run with this new book. My former company deployed Six Sigma Marketing to great success. Dr. Reidenbach was urged by some of our Black Belts to come up with a way to turn our investment in Six Sigma towards the objectives of growing revenues and increasing share. This he did and the process is well documented in his new book. Our market share took off and value became part of our culture. I find the discussion of the difference and use of customer satisfaction versus customer value to be of great utility. Companies that have already invested in Six Sigma will find Six Sigma Marketing as a great blueprint for extending their focus from cutting costs to growing market share. The format is highly user-friendly and one that is very familiar to Six Sigma practitioners. If you read only one business book this year, make it Six Sigma Marketing by Dr. Reidenbach.” A reader in Perth, Australia

Author: Thomas Roßberger
Publisher: Cuvillier Verlag
ISBN: 3736980345
Category : Business & Economics
Languages : en
Pages : 152

View

Book Description
The modern term of segmentation in marketing and sales can be observed in markets all over the world. In many established European markets a hyper-segmentation (Perez, 2008; Berghoff, 2007) is surpassing this development already. The term of hyper-segmentation expresses the tendency of a market allocation in too many subsegments or small niches. Facing a highly competitive market environment, producers are confronted with limited or declining market shares as well as constant pressure on product prices and costs. ‘Blue Oceans’ (Kim & Mauborgne, 005), thestill unexploited markets, are the desire of any sales oriented company. Discovering these Blue Oceans is demanding and entering them requires a considerable initial funding.

Author: Jeff French
Publisher: SAGE
ISBN: 1473927676
Category : Business & Economics
Languages : en
Pages : 449

View

Book Description
This book is not available as a print inspection copy. To download an e-version click here or for more information contact your local sales representative. ′For anyone interested in great social marketing practice in the 21st century, and how it needs to adapt as our understanding of behaviour change evolves, this publication is chock full of good practice and smart strategy.’ Dan Metcalfe, Deputy Director - Marketing, Public Health England, UK Strategic Social Marketing takes a systemic approach to explaining and illustrating the added value of applying marketing to solve social problems. The authors present social marketing principles in a strategic, critical and reflexive way to help engender social good via the effectiveness and efficiency of social programmes in areas such as Health, Environment, Governance and Public Policy. In illustrating how it can be applied, the text places Strategic Social Marketing in a global context, giving examples and case studies from around the world. Set into a clear structure it: Takes you through an exploration of why marketing should be an integral component of all social programme design and delivery when looking to achieve social good Moves on to the nature and application of social marketing, rethinking traditional concepts such as ‘value’ and ‘exchange’ in the social context Lays out the ‘how to’ so you can create fully realised strategy, plans, frameworks and tactics to influence behaviours. Visit the Strategic Social Marketing Website - Featuring free resources for marketing students and lecturers.

Author: V. Kasturi Rangan
Publisher: Harvard Business Press
ISBN: 9781591397663
Category : Business & Economics
Languages : en
Pages : 314

View

Book Description
"A fresh approach to designing and managing channels for the long term, this book helps firms expand value for their customers and partners while buttressing their own bottom line."--Jacket.

Author: Mary Conway Dato-on
Publisher: Springer
ISBN: 3319108735
Category : Business & Economics
Languages : en
Pages : 503

View

Book Description
Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. This volume includes the full proceedings from the 2011 Academy of Marketing Science (AMS) Annual Conference held in Coral Gables, Florida, entitled The Sustainable Global Marketplace.

Author: V. George Alukal
Publisher: Quality Press
ISBN: 0873890736
Category : Business & Economics
Languages : en
Pages : 196

View

Book Description
To compete successfully in today’s economy, organizations need to be as good as or better than their global competitors. This goes not only for quality, but also for costs and cycle times (lead time, processing time, delivery time, set-up time, response time, etc.). Lean addresses these needs in its emphasis on teamwork, continuous training and learning, produce to demand (“pull”), mass customization and batch size reduction, cellular flow, quick changeover, and total productive maintenance. Originally applied in manufacturing settings, lean has now migrated to non-shop floor activities: in business support functions, such as sales, customer service, accounting, human resources, engineering, purchasing; within manufacturing firms; and also in purely service areas like finance, government, and healthcare. The intended audience for this book is any quality or operational professional who wants to start their lean journey or enhance their career opportunities. After introducing the concepts of lean and kaizen, various building blocks of a lean enterprise are described. After reading this book, any reader will have a foundation of what is understood today as "lean." All the examples of kaizens presented in the book are from the authors' experience associated with real lean transformations. In addition, the forms, figures, and checklists included as part of this book and also on the accompanying CD-ROM can be customized and used in the readers’ own lean journey when they perform kaizens. COMMENTS FROM OTHER CUSTOMERS Average Customer Rating: (4 of 5 based on 1 review) "This book gives a great introduction to kaizen, along with a sensible "how to" and several case studies across various industries, including for non-manufacturing applications. It also gives a good introduction to Lean in general, and it places enough emphasis on the "human side" of implementing Lean so that the reader walks away with an understanding that the Lean tools may be fairly simple but the implementation of them requires special attention to human nature and the associated challenges. It is easy to read and comprehend. Plenty of pictures and samples are provided. This could easily be used as a training tool for employees who will be serving on kaizen teams." A reader in Bradenton, Florida

Author: Rajagopal
Publisher: Business Expert Press
ISBN: 163742017X
Category : Business & Economics
Languages : en
Pages : 232

View

Book Description
This book discusses the three facets of the design-cube identified as design-to-market, design-to-society, and design-to-value through theoretical foundations, design arguments, managerial analysis, and best practices of companies. The design-to-market concept has been critically examined for customer-centric companies with focus on the current trend of coevolution and crowdsourcing approaches that drives the companies to practice critical thinking.