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Dominating Markets with Value
Advances in Customer Value Management

by R. Eric Reidenbach and Reginald W. Goeke, Gordon McClung (Rhumbline Publishing,2002)

  
Customer Value Management Book

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Reviewer Comments

"Goeke and Reidenbach have done a wonderful job - giving managers the practical tools they need to mjove beyond talking about customer value, to implementing a value-based business practivie - step-by-step.

It's all in there; the tools, checklists, approaches, and cases on how to do it. Important keys to growth in today's markets - which aren't growing. Important ways to move from "checking the boxes" of customer satisfaction, to building demand innovation and new value that can spell growth, additional profit, and real loyalty and advocacy. A must read for anyone navigating difficult - especially trying = business-to=business markets. On the "recommended list" of the Institute for the Study of Business Markets (ISBM) at Penn State." - Ralph Oliva, Executive Director, The Institute for the Study of Business Markets (ISBM), Penn State University

 

"This valuable book will help you create a business strategy and detailed operational roadmap for surviving and thriving in the business market today."- Ross Goodwin, Business Customer Loyalty Consultant, Hewlett-Packard Company 

"The first step to developing and deploying a world class customer value management system is to read Dominating Markets With Value." - Jim Walker, Managing Director, WesTrac Equipment   

"Brad Gale opened the door to customer value management. MVS ushers you in and takes you on an in depth tour. This is a valuable book for both those who are beginning their CVM journey and those who are well along the path." - Robert Bledsoe, Global Manager Marketing - Research and Economic Forecasting, CNH (Case New Holland)  

"An extremely informative and practical roadmap if you're interested in increasing your market share, improving your company's value to your customers and improving your return on investment, all at the same time. A great book for a company just starting on the customer value management path, and an even better book for those who thought they already knew everything about customer value management. There's always more to learn about customer value and Dominating Markets With Value is the book to provide the answers."- Laura Garratt, Research Analyst, Southern LINC

About the Book

Dominating Markets with Value will show you how value driven, nationally known organizations have harnessed the power of customer value analysis through a systematic and logical process of customer value management.  Readers will be treated to a comprehensive case describing how one of the American Productivity and Quality Center's Best Practice Partners has used customer value management to greatly increase their market share and their profitability.

Benefits

  • create a powerful planning process designed to take advantage of your competitors' vulnerabilities.
  • redesign your value stream to maximize value delivery at the lowest possible cost.
  • unleash the power of your sales force and increase customer loyalty.

Contents

  • Introduction
  • Section 1:  The Value Infrastructure
  • Chapter 1 - How Customer Value Management is Mismanaged
  • Chapter 2 - The Value Infrastructure
  • Chapter 3 - A Customer Value Boot Camp
  • Section 2:  The measurement Component
  • Chapter 4 - Focusing and Prioritizing, or "Ready, Fire, Aim"
  • Chapter 5 - The Knowledge Process:  Measure-Model-Link
  • Section 3:  The planning Component
  • Chapter 6 - Scanning for Value Opportunities
  • Chapter 7 - Understanding the Nature of Competition
  • Chapter 8 - "Where Do We Want to Go"
  • Chapter 9 - "How Do We Get There?"  Turning Objectives into Actions
  • Section 4:  Improving Discontinuously
  • Chapter 10 - Succeeding from Failure
  • Chapter 11 - Value Stream Analysis:  Identifying Analytical Targets
  • Chapter 12 - Value Stream Analysis:  Redesigning the System
  • Section 5:  The Westrac Case
  • Business Unit Planning:  Achieving Strategic Focus
  • Product/Market Planning and Implementation
  • Epilogue
  • Value Glossary
  • Index
 
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