The Customer Trap
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The Customer Trap
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Author : Andrew R. Thomas
language : en
Publisher: Apress
Release Date : 2015-04-07
The Customer Trap written by Andrew R. Thomas and has been published by Apress this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-04-07 with Business & Economics categories.
American business is dysfunctional. Companies of all sizes follow the mistaken belief that their products and services are best sold through mega-customers with pervasive market reach, such as Amazon and Walmart. Far too many business leaders fail to realize—until it is too late—that the relentless pursuit of volume at all cost is not the key to long-term profits and success. The Customer Trap: How to Avoid the Biggest Mistake in Business is Thomas and Wilkinson’s sequel to The Distribution Trap: Keeping Your Innovations from Becoming Commodities, which won the Berry-American Marketing Association Prize for the best marketing book of 2010. The Distribution Trap contended that cracking the big-box channel is not necessarily the Holy Grail that many marketers assume it is. The Customer Trap takes this thesis to the next level by arguing that all companies, regardless of the industry there are in, should maintain control over their sales and distribution channels. Volume forgone by avoiding the mass market is more than offset by higher margins and stronger brand equity. The Customer Trap shows that giving power to a customer who violates "the ten percent rule" sets a company up for ruin. Yet, when presented with the opportunity to push more sales through large customers, most decision-makers jump at the chance. As a result, marketing has come to resemble a relentless quest for efficiency and scale. Demands from mega-customers in the form of discounts, deals, and incentives erode the integrity of the brand and what it originally stood for. Lower margins become the norm and cost-saving compromises on quality take over. In time, the brand suffers and, in some cases, fails outright. Stark examples from Oreck Vacuum Cleaners, Rubbermaid, Goodyear, Levi’s, and others illustrate the perils of falling into the "customer trap." This book demonstrates in vivid detail how to thrive by controlling your sales and distribution. The authors show how many firms, such as STIHL Inc., etailz, Apple, Red Ant Pants, and Columbia Paints & Coatings, have prospered by avoiding the "customer trap"—and how your company can have similar success.
Escaping The Build Trap
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Author : Melissa Perri
language : en
Publisher: O'Reilly Media
Release Date : 2018-11-01
Escaping The Build Trap written by Melissa Perri and has been published by O'Reilly Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-11-01 with Business & Economics categories.
To stay competitive in today’s market, organizations need to adopt a culture of customer-centric practices that focus on outcomes rather than outputs. Companies that live and die by outputs often fall into the "build trap," cranking out features to meet their schedule rather than the customer’s needs. In this book, Melissa Perri explains how laying the foundation for great product management can help companies solve real customer problems while achieving business goals. By understanding how to communicate and collaborate within a company structure, you can create a product culture that benefits both the business and the customer. You’ll learn product management principles that can be applied to any organization, big or small. In five parts, this book explores: Why organizations ship features rather than cultivate the value those features represent How to set up a product organization that scales How product strategy connects a company’s vision and economic outcomes back to the product activities How to identify and pursue the right opportunities for producing value through an iterative product framework How to build a culture focused on successful outcomes over outputs
Tips And Traps For Marketing Your Business
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Author : Scott Cooper
language : en
Publisher: McGraw Hill Professional
Release Date : 2008-03-13
Tips And Traps For Marketing Your Business written by Scott Cooper and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-03-13 with Business & Economics categories.
Win new customers—and keep them coming back Whether you run a billion-dollar company or a mom-and-pop small business, you have to know your customers and know what they want. Written by three marketing experts, Tips & Traps for Marketing Your Business is filled with marketing best practices that show you how to win over new customers and make existing customers more profitable. You’ll also find practical and proven marketing tips and traps to help you grow your business, lessons learned from realworld experience, and tangible examples from the leading companies in business today. Connect with your target market Unlock hidden streams of profit and increase sales Develop and deliver a compelling story for your brand Effectively and profitably manage customer relationships Determine how much media weight is enough and how to avoid spending too much Attract customers to your Web site
Passionate And Profitable
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Author : Lior Arussy
language : en
Publisher: Wiley
Release Date : 2005-04-01
Passionate And Profitable written by Lior Arussy and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-04-01 with Business & Economics categories.
"I’ve always said that education without execution is just entertainment – and Lior illustrates this beautifully in his book. It is important to learn HOW to implement a successful Customer focus strategy and you need knowledge and process to do it well. Read this book and learn."--Tim Sanders, Author of "Love is The Killer App" "Lior brings original thought to the world of business, ideas drawn from reality, based on solid observations with the clear objective of helping people make money. Read this and profit."--Jerry Vass, Author of "Soft Selling in A Hard World" and President Vass Consulting "You might not like this book. It's not filled with easy shortcuts and feel-good platitudes. BUT, when you're ready to walk the walk and not just talk the talk) about treating your customers right and growing your business, Lior's book is a fine place to start down that rarely-followed, very profitable path."--Seth Godin Author, Purple Cow & Free Prize Inside "Lior Arussy is a true customer advocate. This book is a must-read for anyone who knows that the only sustainable competitive advantage is to create a unique and meaningful customer experience."--Ginger Conlon, Editor-in-Chief, CRM magazine According to Strativity's 2003 CEM global study, 45% of executives surveyed do not believe they deserve the customer’s loyalty. Following a decade of customer-centric books, the market is in a state of crises with over 50% customer focused projects fail. Passionate and Profitable is a new book that takes a critical look at the state of the companies’ commitment to customers and exposes the fatal mistakes companies make and the lip service they pay to their customers. Full of examples and statistics, Passionate and Profitable argues that customer strategies success depends on making serious tough choices and not cosmetic works. It is those tough trade offs that will help companies unleash their passion for customers and in return, increase their profitability and sales.
The Distribution Trap
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Author : Andrew R. Thomas
language : en
Publisher: Praeger
Release Date : 2010
The Distribution Trap written by Andrew R. Thomas and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Dealers (Retail trade) categories.
In this book, two business experts take an incisive look at product distribution--one of the most important forces shaping the American and global landscape. It is time for U.S. companies to wake up to the destructive mass-marketing theories that have cut their profits, diminished their reputations, and sent American jobs overseas. The Distribution Trap: Keeping Your Innovations from Becoming Commodities is the eye-opener that can help turn things around. Current marketing and distribution notions, the authors contend, have wrongly convinced thousands of U.S. innovators that the sale and distribution of their products and services is better left in the hands of outside forces. By catering to the mass market, innovators are allowing mega-distributors to dilute the value of their products and services, imposing costs and changes in strategic direction and operational control. Fortunately, there are practical steps innovators can take to control--and retain--the value of their products and services. The first section of the book explains the distribution trap, detailing how it hurts companies by forcing them to reduce costs, often by chasing cheap labor overseas. The second section details how to avoid the trap, it's a lesson U.S. companies ignore at their own peril. - Presents original research, including interviews - Includes a chapter-length case study on the German outdoor products maker STIHL, and other case studies on Oreck, Rubbermaid, and Goodyear - Offers 10 images, figures, and graphs
Traps
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Author : MacKenzie Bezos
language : en
Publisher: Vintage
Release Date : 2013-03-12
Traps written by MacKenzie Bezos and has been published by Vintage this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-03-12 with Fiction categories.
Reclusive movie star Jessica Lessing is finally coming out of hiding—to confront her father, a con man who has been selling her out to the paparazzi for years. On her four-day road trip to Las Vegas, she encounters three unexpected allies—Vivian, a teenager with newborn twins; Lynn, a dog shelter owner living in isolation on a ranch in rural Nevada; and Dana, a fearless ex-military bodyguard wrestling with secrets of her own. As their fates collide, each woman will find a chance at redemption that she never would have thought possible. MacKenzie Bezos’s taut prose, tough characters, and nuanced insights give this novel a complexity that few thrillers can match. This ebook edition includes a Reading Group Guide.
Customer Value Generation In Banking
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Author : Stefanie Auge-Dickhut
language : en
Publisher: Springer
Release Date : 2015-07-17
Customer Value Generation In Banking written by Stefanie Auge-Dickhut and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-17 with Business & Economics categories.
The banking sector is undergoing a process of fundamental transformation – mainly due to the challenges of digitalization, insistent customers, regulation and a volatile economic environment. This book provides an in-depth understanding of the underlying logic of 21st century’s banking environment and helps to develop a roadmap for the successful transformation of contemporary business models. The authors introduce the ‘Zurich model for a customer-centric banking architecture enabling the reader to develop a sustainable business model which copes with the challenges of this information age. They identify customer behavior traps in such an environment; introduce adequate strategic instruments and cornerstones for providing added value through financial services, and provide core factors for conducting a successful transformation process.
The Hero Trap
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Author : Thomas Kolster
language : en
Publisher: Routledge
Release Date : 2020-05-28
The Hero Trap written by Thomas Kolster and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-05-28 with Business & Economics categories.
Most companies today are firmly on the social and environmental issues ‘bandwagon’, like bees around a honey pot, from plastic in oceans through to diversity. As a result, people are increasingly distrustful of these efforts which they view as cheap marketing stunts meant to wow people into buying more. "Try to fly like a superman, and you will come down like a tin of soup." Market economists have long told us that we’re driven only by money and status, but the inherent human truth that cuts across age, culture and gender uncovers a stronger force: we wish to be in charge of our own lives and our own happiness. Through extensive growth and affinity research, world-renowned purpose-pioneer, Thomas Kolster, uncovers a simple answer that is key to driving marketing growth in the 21st century: if you put people in control of the marketing mix, from products to promotion, they can grow and in turn grow your organisation. This book explains the meteoric rise of a company like AirBnB, how a 20-something Swede, Maria de la Croix, built a global coffee empire like Wheelys in just a few years, and how a group of friends hanging out in a bar in Melbourne created one of the largest global non-profits fighting for men’s health, Movember – and how you can empower people to do the same. Today’s power no longer rests in the hands of the privileged few, but in the talented many. It is time for you to unleash that power, in numbers. Drawing on top-line marketing case studies and in-depth interviews, Kolster demonstrates how people are truly motivated to act when they’re in charge of their own life and happiness. ‘Who can you help me become?’ is the one essential question you need to be asking and acting on to chart a new course for your organisation, changing behaviours at scale and unlocking sustainable growth that benefits all.
Beyond Selling Value
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Author :
language : en
Publisher:
Release Date : 2002
Beyond Selling Value written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Customer relations categories.
Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.
The Alligator Trap
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Author : Edward R. Del Gaizo
language : en
Publisher: Irwin Professional Publishing
Release Date : 1996
The Alligator Trap written by Edward R. Del Gaizo and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Business & Economics categories.
An examination of the life and work of Marshall McLuhan who coined the term "global village" and, in the light of postmodernism and technology, informed current critical thought regarding the media. Wilmott retraces and synthesizes McLuhan's work and re-reads his literary and cultural projects integrating New Criticism and Marxism into the discourses on art, politics, and technology. Within the context of postmodernism, the critic does not seem as eccentric as he once did in the 1960s and as the author states in the introduction his "self-experiment...uncannily reflects the desires and limits of our own." Paper edition (unseen), $19.95. Canadian card order number C95-932946-3. Annotation copyright by Book News, Inc., Portland, OR