Keith hallford

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Keith hallford

  1. 1. The Presidents’ Forum of Orange County Keith Halford March 11th, 2008
  2. 2. Value Creation• The Keys are: – Identifying Value Opportunities – Managing the process• Three Real World examples in the – Media – Services – Technology Sectors
  3. 3. The Value of Media• QVC #1 Today Has shipped 1 Billion Packages• But QVC was the 34th Entrant!• A Little Background
  4. 4. Value (QVC’s middle name)• QVC’s needs were similar to those of most businesses – New customer acquisition – Customer retention – Build barriers to entry – Ability to manage change But the real Innovation was…
  5. 5. The Value Proposition was distribution • Cable partners • Equity for distribution • Concurrent IPO • Funding and Barriers to Entry created
  6. 6. The Value in Service • From Chapter 11 to Real Value
  7. 7. Confused Value Proposition • Associations & MLS Service inactivity – Large Companies – Innovative Realtors – Same content – Few Barriers to entry • FSBO Sites seeking disruptive advantage
  8. 8. Little Consumer Value!• The Old Model didn’t work – Home sellers were asked to pay – Alternative to Real Estate Commissions – Went Bankrupt – The Innovation was … ..if you can’t sell it…
  9. 9. Create new value relationships • Give it away! – Same site construct but Lead generation was the new value proposition • Free listings = maximum adoption • Upsells • Mortgages & Title companies • Insurance and so on and so on
  10. 10. Values in Changing Markets
  11. 11. Restoring diminished value • The Ingredients: – Old cell phones – SMS & GPS – Smart web work – Razor and blade revenue model – Service orientation
  12. 12. There’s value in quality
  13. 13. There’s value in convenience
  14. 14. Value in Leadership• The Process of Innovation +• The Management of Change =• The creation of Value
  15. 15. Thank You!

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