The Customer Trap

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The Customer Trap

Andrew R. Thomas,Timothy J. Wilkinson
The Customer Trap Book PDF

Author : Andrew R. Thomas,Timothy J. Wilkinson
Publisher : Apress
Page : 173 pages
File Size : 46,5 Mb
Release : 2015-04-07
Category : Business & Economics
ISBN : 9781484203859

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The Customer Trap by Andrew R. Thomas,Timothy J. Wilkinson Pdf

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

Melissa Perri
Escaping the Build Trap Book PDF

Author : Melissa Perri
Publisher : O'Reilly Media
Page : 200 pages
File Size : 46,9 Mb
Release : 2018-11-01
Category : Business & Economics
ISBN : 9781491973769

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Escaping the Build Trap by Melissa Perri Pdf

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

The Time Trap

Alec Mackenzie,Pat Nickerson
The Time Trap Book PDF

Author : Alec Mackenzie,Pat Nickerson
Publisher : HarperChristian + ORM
Page : 321 pages
File Size : 48,5 Mb
Release : 2009-06-30
Category : Business & Economics
ISBN : 9780814413395

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The Time Trap by Alec Mackenzie,Pat Nickerson Pdf

The international bestseller—now revised to include technology-based solutions to the challenges and opportunities we all face in the virtual world. The Time Trap has shown countless readers how to squeeze the optimal efficiency—and satisfaction—out of their work day. This much-needed guide provides the quick solutions you need be more effective with your time and avoid and escape the so-called “time savers” that don’t really work. Backed by decades of research with businesspeople around the world, authors Pat Nickerson and Alec Mackenzie explain how to: Set realistic goals and make commitments you can keep Juggle multiple demands Estimate time needed on new tasks Pinpoint and combat the most tenacious time wasters Protect priorities And upgrade personal productivity for professional success Filled with smart tactics, revealing interviews, and handy time management tools, The Time Trap is your go-to resource for leveraging twenty-first century opportunities and overcoming challenges to maximizing your work time. “Alec Mackenzie provides an invaluable tool to anyone who wants to become more efficient. Here is a concise guide to the causes of poor time management, with both clear and creative methods for eliminating them.” —Eleanor Brantley Schwartz, former chancellor, University of Missouri-Kansas City

Traps

MacKenzie Bezos
Traps Book PDF

Author : MacKenzie Bezos
Publisher : Vintage
Page : 226 pages
File Size : 46,9 Mb
Release : 2013-03-12
Category : Fiction
ISBN : 9780307959744

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Traps by MacKenzie Bezos Pdf

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.

The Content Trap

Bharat Anand
The Content Trap Book PDF

Author : Bharat Anand
Publisher : Random House Group
Page : 464 pages
File Size : 45,6 Mb
Release : 2016-10-18
Category : Business & Economics
ISBN : 9780812995381

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The Content Trap by Bharat Anand Pdf

“My favorite book of the year.”—Doug McMillon, CEO, Wal-Mart Stores Harvard Business School Professor of Strategy Bharat Anand presents an incisive new approach to digital transformation that favors fostering connectivity over focusing exclusively on content. NAMED ONE OF THE BEST BOOKS OF THE YEAR BY BLOOMBERG Companies everywhere face two major challenges today: getting noticed and getting paid. To confront these obstacles, Bharat Anand examines a range of businesses around the world, from The New York Times to The Economist, from Chinese Internet giant Tencent to Scandinavian digital trailblazer Schibsted, and from talent management to the future of education. Drawing on these stories and on the latest research in economics, strategy, and marketing, this refreshingly engaging book reveals important lessons, smashes celebrated myths, and reorients strategy. Success for flourishing companies comes not from making the best content but from recognizing how content enables customers’ connectivity; it comes not from protecting the value of content at all costs but from unearthing related opportunities close by; and it comes not from mimicking competitors’ best practices but from seeing choices as part of a connected whole. Digital change means that everyone today can reach and interact with others directly: We are all in the content business. But that comes with risks that Bharat Anand teaches us how to recognize and navigate. Filled with conversations with key players and in-depth dispatches from the front lines of digital change, The Content Trap is an essential new playbook for navigating the turbulent waters in which we find ourselves. Praise for The Content Trap “A masterful and thought-provoking book that has reshaped my understanding of content in the digital landscape.”—Ariel Emanuel, co-CEO, WME | IMG “The Content Trap is a book filled with stories of businesses, from music companies to magazine publishers, that missed connections and could never escape the narrow views that had brought them past success. But it is also filled with stories of those who made strategic choices to strengthen the links between content and returns in their new master plans. . . . The book is a call to clear thinking and reassessing why things are the way they are.”—The Wall Street Journal

The Distribution Trap

Andrew R. Thomas,Timothy J. Wilkinson
The Distribution Trap Book PDF

Author : Andrew R. Thomas,Timothy J. Wilkinson
Publisher : Praeger
Page : 0 pages
File Size : 53,9 Mb
Release : 2010
Category : Dealers (Retail trade)
ISBN : 0313365520

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The Distribution Trap by Andrew R. Thomas,Timothy J. Wilkinson Pdf

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

Customer Value Generation in Banking

Stefanie Auge-Dickhut,Bernhard Koye,Axel Liebetrau
Customer Value Generation in Banking Book PDF

Author : Stefanie Auge-Dickhut,Bernhard Koye,Axel Liebetrau
Publisher : Springer
Page : 195 pages
File Size : 51,8 Mb
Release : 2015-07-17
Category : Business & Economics
ISBN : 9783319199382

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Customer Value Generation in Banking by Stefanie Auge-Dickhut,Bernhard Koye,Axel Liebetrau Pdf

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 Closers

Jim Pickens
The Closers Book PDF

Author : Jim Pickens
Publisher : The LJR Group, Inc.
Page : 316 pages
File Size : 48,9 Mb
Release : 1989-03
Category : Business & Economics
ISBN : 0942645006

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The Closers by Jim Pickens Pdf

The keystone of Gay's world-famous series of books, first published in 1980, is a complete reference on closing sales and a guide to new sales presentations in today's marketplace. Not a beginner's manual or self-help book, this classic is designed to help master closers brush up and study total closing procedures.

The Hero Trap

Thomas Kolster
The Hero Trap Book PDF

Author : Thomas Kolster
Publisher : Routledge
Page : 255 pages
File Size : 47,7 Mb
Release : 2020-05-28
Category : Business & Economics
ISBN : 9781000034684

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The Hero Trap by Thomas Kolster Pdf

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.

Project Management Handbook

Jürg Kuster,Christian Bachmann,Mike Hubmann,Robert Lippmann,Patrick Schneider
Project Management Handbook Book PDF

Author : Jürg Kuster,Christian Bachmann,Mike Hubmann,Robert Lippmann,Patrick Schneider
Publisher : Springer Nature
Page : 491 pages
File Size : 45,6 Mb
Release : 2023-02-07
Category : Business & Economics
ISBN : 9783662662113

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Project Management Handbook by Jürg Kuster,Christian Bachmann,Mike Hubmann,Robert Lippmann,Patrick Schneider Pdf

This practical handbook offers a comprehensive guide to efficient project management. It pursues a broad, well-structured approach, suitable for most projects, and allows newcomers, experienced project managers, and decision-makers to find valuable input that matches their specific needs. The Project Management Compass guides readers through various sections of the book; templates and checklists offer additional support. The handbook’s innovative structure combines concepts from systems engineering, management psychology, and process dynamics. This international edition will allow sharing of the authors' experience gained in many years of project work and over thousands of project management and leadership seminars conducted for BWI Management Education in Zurich, Switzerland. This second, entirely revised edition of the Project Management Handbook is based on the fundamentals of the previous standard work and is aligned with the German 5th edition. It now covers a large number of new or updated topics. This work has also been updated to help with the IPMA certification and offers a comprehensive reference table for all competence elements of the Individual Competence Baseline of IPMA® (ICB4).

Beating the Commodity Trap

Richard A. D'Aveni
Beating the Commodity Trap Book PDF

Author : Richard A. D'Aveni
Publisher : Harvard Business Press
Page : 209 pages
File Size : 46,5 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781422103159

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Beating the Commodity Trap by Richard A. D'Aveni Pdf

In this book, Richard D'Aveni provides a radical new framework for fighting commoditization. Drawing on an in-depth study of more than 30 industries, he provides a tool for diagnosing your competitive position and shows you how to strengthen it.

Escape the Improvement Trap

Michael Bremer,Brian McKibben
Escape the Improvement Trap Book PDF

Author : Michael Bremer,Brian McKibben
Publisher : CRC Press
Page : 319 pages
File Size : 55,6 Mb
Release : 2017-08-09
Category : Business & Economics
ISBN : 9781439817971

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Escape the Improvement Trap by Michael Bremer,Brian McKibben Pdf

Written by two experts who have dedicated their careers to quality improvement, Escape the Improvement Trap: Five Ingredients Missing in Most Improvement Recipes separates itself from other improvement books by looking at why most companies rarely achieve anything more than an average level of improvement maturity. They identify five critical ingre

The Art of Closing Any Deal

James W. Pickens
The Art of Closing Any Deal Book PDF

Author : James W. Pickens
Publisher : Business Plus
Page : 224 pages
File Size : 55,5 Mb
Release : 2009-10-31
Category : Business & Economics
ISBN : 9780446567848

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The Art of Closing Any Deal by James W. Pickens Pdf

Showing how to read the customer's emotions, this classic gives readers the inside knowledge to overcome any barrier and successfully make the close every time.

Strategic Customer Management

Nigel F Piercy,Nikala Lane
Strategic Customer Management Book PDF

Author : Nigel F Piercy,Nikala Lane
Publisher : OUP Oxford
Page : 339 pages
File Size : 41,6 Mb
Release : 2009-03-12
Category : Business & Economics
ISBN : 9780191567643

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Strategic Customer Management by Nigel F Piercy,Nikala Lane Pdf

A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Marketing and Customer Loyalty

Mauro Cavallone
Marketing and Customer Loyalty Book PDF

Author : Mauro Cavallone
Publisher : Springer
Page : 126 pages
File Size : 46,9 Mb
Release : 2017-05-10
Category : Business & Economics
ISBN : 9783319519913

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Marketing and Customer Loyalty by Mauro Cavallone Pdf

This book analyzes the evolution of marketing and the ways in which marketing actions can be rendered more effective, before setting out a new approach to marketing, termed The Extra Step (TES) in recognition of the importance that it attributes to the final extra step in enhancing the effectiveness of marketing efforts. Readers will find clear description of the pathway from purchase to loyalty and the various means of developing customer loyalty. It is explained how the TES approach goes one step further by considering the consumer as a partner whose involvement during the production and fine tuning phase of products and services can help to increase the efficiency of customer loyalty actions implemented by companies. The theoretical analysis is supported by observations and empirical evidence relating to the concepts and benefits of the TES approach. These examples concern firms in Italy, Europe, and the United States, including insurance agencies, pharmaceutical companies and pharmacies, and food distribution companies. The TES approach is of wide relevance and especially valid for the service sector.