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The Effects of Economic Adjustment on Poverty in Mexico
Thomas J. Kelly
Manufacturer: Ashgate Pub Ltd
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ASIN: 1840148284 |
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Very Good Book.......2003-05-28
This is the best book ever! You HAVE to buy it! Tom is a genius and a very interesting person. Also a great storyteller. The book is excellent--I have several copies. You definitely won't regret this purchase!
Book Description
How companies turn value-added into real profits
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.
Download Description
How companies turn value-added into real profits
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.
Customer Reviews:
As Mr Fox writes: "Early to bed, early to rise,Sell hard and dollarize!".......2007-08-09
In The Dollarization Discipline, Jeffrey Fox explains in detail what was explained briefly in his previous book "How to Become a Rainmaker". The idea of "dollarizing", which is translating to the prospect the value received in dollars, is a powerful idea. If you are running a business, selling a product or service and are NOT using this principle I can guarantee you are loosing sales. Successful companies know that although people often buy emotionally, they tend to justify their purchases intellectually. Leaving the scene of a sale without leaving the customer with the "dollarization" value (intellectual justification) is, in my opinion, a big mistake. The concept is powerful and the book is worth reading. My only complaint is that Mr. Fox could have explained the principle in half the pages. Buy this book and begin dollarizing like so many successful companies and salespersons are already doing. Enjoy!
Worth reading.......2006-10-24
How to sell anything, and what kind of market is out there in the 21st century. Dollarization is all about "the financial impacts a product or service has on its buyer." In other words, how to express your product's value in customer's dollars so s/he sees that the purchase saves or makes money for the customer.
Read together with Mass Affluence by Nunes and Johnson.
(Review based on reading commercial executive summary.)
Financial application/study for sales and marketing managers in business markets.......2006-02-14
The concept/main theme of the book is simple: "To convince your customers of the benefits or edges of your products, you have to quantify and communicate those values in monetary terms, and let them know that your higher priced and differentiated products truly cost less than your competitors'." The authors give a lot of business cases, ad samples and even calculation tables to elaborate the usefulness and the techniques of it, though most of them are for the business market only. The difficulties or scarcity of it in the consumer market, per the authors, is that businesses are implicitly profit driven. It is hard to dollarize the "psychic income" from consumers' feel good purchases.
Anyway, for those sales and marketing people well experienced in dealing with their accounting/finance colleagues for endorsement of business proposals, and for those working in consumer markets or commodities markets (which the authors dont agree so re the later, which they paraphrase Harvard Business School Professor Theodore Leavitt: "There is no such thing as a commodity, only lack of marketing imagination), they wont be satisfied by this book.
You gotta read this one!.......2005-06-11
This book is not a difficult read but it requires some homework to convert the principles to your business. Trust me - this is no Book-Of-The-Month. It might just be the Book-Of-The-Year for professional salespeople.
Dollarization Is (Common) Sense.......2005-06-10
As Fox and Gregory clearly demonstrate, it really does take rigorous discipline to "dollarize" one's impact on a business relationship, both directly with a customer and indirectly with that customer's own customers. They have devised a concept, Dollarization, which they define as "the translation of the benefits a product or service delivers to a customer into the dollars-and-cents financial impact to that customer." They assert that the primary objective of a company should be to create value for its owners, and, that the best way to achieve that objective is to create maximum value for each customer. In other words, marketers and sellers tend to talk "value" but few actually understand and then sell their true financial value. Most marketers allow customers to make price the most important factor in a purchase decision. On the contrary, price should be considered as just ONE of the many costs involved in buying a product. For example, the purchase price of a car is obviously one factor to consider. However, fuel economy, maintenance costs, resale value, insurance, etc. should also be taken into full account while making the purchase decision. Those who master the Dollarization Discipline are prepared to explain all this to each prospective buyer.
In Section 1, Fox and Gregory introduce the Dollarization concept (e.g., Why Dollarize?); in Section 2, they identify and explain correlations between Dollarization and selling (e.g. How to shorten the sales cycle?); in Section 3, they do the same for Dollarization and marketing (e.g. How to price new products?); and then in Section 4, they recommend a number of strategies and tactics by which to apply various Dollarization techniques (e.g. constructing the Customer Value File). Once having read these separate but interconnected Sections, the reader is then introduced to "The Dollarization Doctrine: Ten Rules to Successful Dollarization." I presume to recommend that this Appendix (pages 249-251) be read before Section 1 and then re-read before reading each of the following three Sections. Presumably careful readers will highlight or underline key passages for purposes of review later. So I also presume to recommend that each review begin with a re-reading of the Appendix. The Rules which Fox and Gregory offer can -- and should -- guide and inform application of the Dollarization Discipline to any competitive marketplace.
Throughout the narrative, Fox and Gregory include specific advice. For example, when beginning to determine the value created for a single customer or for an entire population of customers, follow these five steps: Identify your direct competition, articulate what differentiates you from the competition, identify all the ways your differentiating features benefit your customer, determine how to quantify those benefits, and then determine how the quantified benefits result in dollars-and-cents savings for the customer. (See Table 20.1 on page 207).
Here is another example of how the Dollarization Discipline can be beneficial. During a recent conversation with one of his most important customers, the CEO of one of my client companies learned that relatively minor adjustments of the delivery schedule would enable that customer to process much more quickly his own customers' orders. (The details are unimportant.) Certain adjustments reduced the sales cycle while accelerating receivables but they also strengthened relationships between the OEM (my client), its customer, and its customer's own customers. One of the most significant and yet least appreciated realities of business is the dollar-and-cents value of time. It is important to quantify the value of reducing a vehicle's fuel consumption, for example. It is also important to quantify the reduction of first-pass yield and cycle time within the process by which that vehicle is produced. Really, applications of the Dollarization Discipline are limited only by one's ability to recognize them.
Warren Buffett once said something to the effect, "Price is what you charge but value is what others think it's worth." Fox and Gregory agree. The single greatest benefit of their Dollarization Discipline is that it allows both seller and buyer to calculate accurately and (yes) verifiably the total value of a given product or service. Granted, making that determination may require substantial time and effort. So what? Use the Dollarization Discipline to calculate the ROI. You may well be very surprised by what you learn...and perhaps regret that you haven't used the Dollarization Discipline until now. Cheer up! Many (most?) of your competitors will never read this book. Just make certain that all of your associates do.
Book Description
In today's complex market, product advantage is fleeting. It is no longer what you sell, but how you sell it - meaning it is now vital to bridge the gap between sales and marketing. CUSTOMER MESSAGE MANAGEMENT does just that, eradicating the disconnect that for years has plagued the two departments and, in the process, increasing the effectiveness of both. With its thorough, practical coverage of CMM, this comprehensive guidebook gives readers invaluable insight into how to create effective brand, marketing, and sales messaging based on customer business roles and goals. It also equips readers with the skills to deliver those messages efficiently and effectively across all selling touch-points in a way that can be personalized for each prospect and customer. More than just creating customer-ready messages for the sales force to use, CMM helps companies discern how best to create messages, stimulate conversations, and continue customer dialogues that activate purchase intent.
Customer Reviews:
Sound principles, but implementation could be simpler.......2007-06-06
This book presents sound principles for how marketing can better help sales in communications with customers. The detailed activity lists will be useful in putting a customer messaging program into action. However, the processes proposed by the authors are overly complicated and may be impractical for many marketing departments to implement. The book would also be more useful if it included attributed, real-life examples and results.
Average customer rating:
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Competitive Branding: Winning in the Market Place with Value-Added Brands
Torsten H. Nilson
Manufacturer: Wiley
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Designing Brand Identity: A Complete Guide to Creating, Building, and Maintaining Strong Brands
ASIN: 0471984574 |
Book Description
"Torsten H. Nilson's new book Competitive Branding contains useful information on two of the hottest words in marketing, "competitive" and "branding". It's a must read." Jack Trout, President of Trout & Partners Ltd USA, and global marketing strategist. "With the increasing recognition that brands are assets that have to be actively managed, we all need keys to unlock the processes for managing brands in a disciplined way. This book opens the doors!" Raoul Pinnell, Global Head of Brands and Communications, Shell International Petroleum Company Ltd. "Branding is increasingly recognized as the essence of marketing. This book will give you plenty of ideas on how to build, grow, and perpetuate your brands." Philip Kotler, S.C. Johnson & Son Distinguished Professor of International Marketing, J.L. Kellogg Graduate School of Management, Northwestern University, USA. In his new book Torsten H. Nilson provides solid, practical and well-founded good advice and methods for building brands cost-effectively - brands that will succeed in the increasingly competitive market place. This book will help the reader to:
* create and implement a programme to build a competitive brand
* understand how brands are created, building the value of the brands
* use all the different parts of the marketing mix to build the power of the brand
The focus of Competitive Branding is not so much "how to do the above" but more "what to do" to achieve success. Torsten H. Nilson has developed a conceptual framework based on his vast experience - not only does this aspect set the book apart from others on this subject but it gives the reader the opportunity to consider all the strategic aspects of branding in the context of their organization. The busy professional will find this enlightening book, which is illustrated with truly inspirational examples and cases, one of the most useful in developing a successful competitive brand.
Customer Reviews:
Great Management book........1998-08-06
This is the best book on sales management in a contemporary environment that I have every seen. The information is vital. Another homerun by Tom Reilly.
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Added Value
Mark Sherrington
Manufacturer: Palgrave Macmillan
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Applied Mergers and Acquisitions (Wiley Finance)
ASIN: 1403903875 |
Book Description
This book is based upon the operating system of the company, Added Value, founded by the author, and now one of the world's largest marketing and branding consultancies. With the use of many examples and case studies the author shows how the five I's process--Insight, Ideas, Innovation, Impact, and Investment Return--can be used to create top-line demand-led growth and the tools and techniques available to achieve this. This is a unique approach with proven success.
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The Business of Brands
Jon Miller , and
David Muir
Manufacturer: Wiley
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ASIN: 0470862599 |
Book Description
This is not a 'how to' book about branding. Instead it outlines approaches that will increase the accountability of marketing spending and provide tools to support investment decisions. Drawing on the world's largest database of brand research, The Business of Brands outlines the ways in which brands are a source of value for both businesses and consumers. For businesses, it shows how brands contribute to shareholder value, both through revenue generation and by acting as a management tool. And for consumers, it shows how brands can fulfil various valuable functions - such as acting as a source of trust or a predictor of quality.
Download Description
This is not a 'how to' book about branding. Instead it outlines approaches that will increase the accountability of marketing spending and provide tools to support investment decisions.
Customer Reviews:
Highly recommended .......2005-07-07
I read this book cover to cover in 2 days. It's one of those few business books that provide a comprehensive overview of the subject while keeping the reader engaged and entertained.
It's a great read for those anyone interested in the role of Brands in business and society. Beware though, it's not an academic work, and it's not a "how to" recipe book.
Average customer rating:
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Take control: installing isn't enough. Implement these quality-control steps to ensure your installed sales are truly value-added components of your operations.(New ... Dimensions) : An article from: Prosales
Mike Butts
Manufacturer: Thomson Gale
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ASIN: B000E4FNOK
Release Date: 2006-01-09 |
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Value Added Sales Management: A Manager's Guide to Creating the Value Added Sales Culture
Thomas P. Reilly
Manufacturer: Motivation Pr
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ASIN: 0944448089 |
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Value-Added Marketing: Marketing Management for Superior Results (Mcgraw-Hill Marketing for Professionals)
Torsten H. Nilson
Manufacturer: Mcgraw-Hill
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ASIN: 0077076559 |
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- A must read for High school kids
- Thanks a lot GUY!
- Baker's Dozen
- Baker's Dozen
- Every young person should read this book
|
Baker's Dozen : 13 Effective Principles for Financial Success
Guy E. Baker , and
Ken Harris
Manufacturer: Standel Pub
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ASIN: 0964772116 |
Customer Reviews:
A must read for High school kids.......2000-07-30
Where was this book when I was a kid? If I had read this book and known the truths conveyed here, I would be like Warren Buffet,today. Seriously, this book is full of helpful wisdom that everyone, young and old should know and use.
I think this book should be mandatory reading before a child graduates from HS. It could be a text book for an economics class. It's too bad so few people know about it. Get this book for your HS graduate and you won't have to support them the rest of their life. They will learn good habits and avoid making serious mistakes.
My hat off to the author for his insight and wisdom.
Thanks a lot GUY!.......2000-07-28
Well I have had a very rude awakening! I am nowhere near ready to retire...how sad for me. However, I have learned so great tools to get back on the path. I should be able to follow these simple principles, but only time will tell how effective they really are. Judging from Guy's experience he seems to know a heck of a lot more then I do about managing finances.
Baker's Dozen.......2000-07-27
EXCELLENT! It should be mandatory reading for all school kids.
Baker's Dozen.......2000-05-24
This is a must read for anyone - rich or poor - young or old. I was intrigued by the simplicity of the 13 principles - yet energized by their importance. I think this is exactly the book every parent should give their children.
As a parent, I sat down with my 12 year old and we read it together. I was chagrined by some of his questions as he started to understand the principles and wanted to know what I had done.
This is a great book for teenagers who need to learn to budget and for adults who are ready to start planning for retirement. The discussion of compound interest taught me concepts I had never understood, let alone applied.
BRAVO! This book should be included as part of the school curriculum in High Schools everywhere.
Every young person should read this book.......1999-09-11
Wow! This book is full of information I have wanted to learn. They don't teach this in school. I would recommend this book to anyone who wants to learn the basics of money.
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- The Last Tycoons: The Secret History of Lazard Frères & Co.
- The Limits of State Action
- The Political Economy of Power Sector Reform: The Experiences of Five Major Developing Countries
- The Political Economy of Rural Development in China, 1978-1999
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- The Scholarship Book 2001. The Complete Guide to private-Sector Scholarships, Fellowships, Grants, and Loans for the Undergraduate.
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Books Index
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