The document compares two views of creating value for customers: 1) The traditional physical process sequence focuses on designing, making, and distributing products before pricing, promoting, and selling them. 2) The value creation and delivery sequence emphasizes understanding customer needs through segmentation and market focus before developing products, positioning value, and sourcing in order to provide, communicate, and service the value for customers.

1. Two Views of Creating Value http://www.drawpack.com your visual business knowledge business diagrams, management models, business graphics, powerpoint templates, business slides, free downloads, business presentations, management glossary (b) The Value Creation and Delivery Sequence Customer segmentation Market selection / focus Salesforce Product develop- ment Value positioning Sourcing Pricing Sales promotion Distributing Advertising Provide the Value Communicate the Value Service develop- ment Choose the Value Servicing Making (a) Traditional Physical Process Sequence Design product Distribute Make Procure Price Service Sell the Product Make the Product Advertise / promote Sell

2. Drawpacks Business Diagrams Drawpack.com offers these premium Business Diagrams for students and professionals around the globe for their personal use for free. Please enjoy these Business Diagrams. You can send these slides to your personal contacts who might be interested in Business Diagrams. For further information about our service please contact us: [email_address] Please find our membership offer on http:// www.drawpack.com