Reinventing your Value Proposition

Re-inventing your Value Proposition Increase both Demand & Margin

Objectives
Retailers and National brands must reposition themselves to succeed in this harsh economic climate.
Strategic Objectives for success:
Maintain or increase customer base
Gain more volume
Reduced costs
How to achieve all three

Redefine Your Value Proposition
Establish your market re-framing strategy
Assess your business components & costs
Determine the market value of components
Reconcile value to cost relationship
Reframe the proposition
Establish momentum and support
Execute the plan

Assess your business components
Utilize a component identification framework
Determine those that differentiate you
Calculate a relative cost of each
Consider eliminating non-differentiators

Determine the market value of components
Engage potential customers and determine why they are not buying
Ask both customers and potentials to assign value to each of your components
Determine additional needs not currently satisfied

Reconcile value to cost relationship
Plot relative market value against relative cost
Reframe feature set
Value Cost Exploit or Create low cost / high value Eliminate high cost / low value Reduce costs w/ 6-Sigma process imp Raise Value w/ feature enhancements

Establish momentum and support
Establish a growth-oriented environment
Change perception from scarcity to abundance
Align required resources
Sales
Production systems
Information systems
External suppliers
Distribution channels
Gain commitment to profitability objectives

Execute the “go-to-market” plan
Segment consumers with reference to their specific value components
Target promotion exploiting personalization
Network marketing for customer engagement
Measure success and continually refine

Summary Intersection of Strategy and Technology
Develop market-focused strategies using business intelligence and data mining tools
Collaborate with all stakeholders, particularly information resources
Execute on the objectives leveraging technology resources and data driven automation

Mark Feltham Leadership at the intersection of Strategy and Technology Market-centric Product Leadership “ Blue Ocean Strategy” Component Business Model Analysis Objective Setting & Accountability C-level Executive Influence & Support Business Unit Alignment Company / Team Communications Cross-functional Team Leadership Value Innovation – V alue up / C ost down Process Automation Data-driven Decision Systems Business Intelligence & Insights analysis This unique combination makes Mark a very successful transformation catalyst; Inspiring trust, teamwork and commitment to achieve unprecedented business results.

Reinventing your Value Proposition

by markfeltham on Jun 18, 2010

Accessibility

Categories

Upload Details

Usage Rights

1 Embed 1

Statistics

Reinventing your Value Proposition Presentation Transcript