Download Competing on Value by Mack Hanan, Peter Karp PDF

By Mack Hanan, Peter Karp

Offers a brand new method of promoting that emphasizes no longer competing at the foundation of the simplest rate, however the maximum worth i.e. demonstrating to present and searching for what you offer that utilizing your product or service will both minimize their charges or increase their sales. dispensed through Gale. Annotation

Show description

Read Online or Download Competing on Value PDF

Best sales & selling books

Ten Deadly Marketing Sins: Signs and Solutions

Philip Kotler offers an easy-to use list so that you can increase your advertising and marketing functionality. you could print the 10 goods of the record on a unmarried web page it and overview it on a regular basis to discover anything important. The ebook itself is so easy to learn and is concentrated for broader viewers. It offers either plenty of real-life examples and advices.

Unlimited Sales Success: 12 Simple Steps for Selling More Than You Ever Thought Possible

If there have been a unmarried nice "secret" to being an elite revenues specialist, absolutely one of many hundreds of thousands of attendees of Brian Tracy's revenues seminars may have spilled the beans by means of now. there is no such thing as a mystery. yet there's a set of regularly winning promoting strategies that almost all businesses do not educate their salespeople, and which such a lot marketers and autonomous revenues professionals imagine they do not have time to benefit.

Luxury China : market opportunities and potential

A consultant to attaining and benefiting from China's increasing luxurious buyer type China's starting to be customer base and increasing economic climate capability extra disposable source of revenue for extra chinese language electorate. The chinese language marketplace for luxurious items is predicted to extend from 2 billion this 12 months to almost 12 billion through 2015. trendy greatest worldwide luxurious items outlets count on China to make up a wide and ever transforming into element of their buyers, and people companies are responding with new shops and investments in China.

The Social Media MBA Guide to ROI: How to Measure and Improve Your Return on Investment

The 1st ebook to give an explanation for how one can degree social media ROI throughout a number of departments, for internal/external social media established actions, in addition to for brand spanking new company types (product/services). This ebook presents assist in developing a radical social media plan, reading your objectives, viewers and channel approach, sooner than studying instruments and strategies to degree social media metrics and key functionality signs.

Extra info for Competing on Value

Example text

A test and measurement equipment supplier learned that the maintenance cost of a customer's calibration process averaged 5 percent of the cost of each of his products that passed through it. "We can reduce that," he said. " he was asked. "Oh, let's say 3 percent," he answered. Later, he discovered that the industry average was 6 to 8 percent and that his own company's historical norms ranged from 10 to 12 percent. "Well, then," he said, "let us look at your labor costs. " But they turned out to be among the lowest in the customer's industry and had been going down each year.

Customers are not satisfied by your quality, but only by the value they can get out of it. Nor are customers satisfied by your technological superiority, your support services, or your products; they are satisfied only by the added value they can confer on their competitive advantage. How much does your quality add to a customer's ability to be a low-cost producer? How much do your support services add to a customer's ability to be a higher-volume or high-margin supplier? These are the true measures of customer satisfaction because they measure the values on which satisfaction is based.

But there the similarities end. Business ABLE is earning a 3-to-1 rate of return on its investment. The present value of the incremental profits directly attributable to its information technology systems is $30 million. 5-to-1 rate of return on the same investment. The present value of the incremental profits directly attributable to its information technology is half of competitor ABLE's. Both businesses are receiving a positive return on their equal investments in automating their marketing information processes.

Download PDF sample

Rated 4.73 of 5 – based on 30 votes