By Banwari Mittal, Jagdish N. Sheth
Read or Download Valuespace: Winning the Battle for Market Leadership Lessons from the World's Most Admired Companies PDF
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Additional resources for Valuespace: Winning the Battle for Market Leadership Lessons from the World's Most Admired Companies
Example text
For a long time, one of its strategic mandates has been that 30 percent of its sales should come from products no more than four years old. A recent refinement is that 10 percent of sales should come from products barely a year old! Currently, about 30 R&D projects have been placed on what it calls Pacing Plus—a program where innovative projects receive priority access to corporate resources. In our study we focused on the divisions that produced industrial tapes, bonding systems, and roofing granules.
M. and the delivery truck has already come and gone, what would you do? Just call a SYSCO marketing associate, and he will personally deliver it to you, in time for you to serve pasta that evening. qxd 6/27/01 3:27 PM Page 24 24 V A L U E S P A C E make up the yarn from which the fabric of personalization ValueSpace is woven. Relational Nurture Easy access and rapid response will go a long way. When companies can provide true rapid response, they will have built a good measure of personalization ValueSpace—a solid ground for long-term customer retention.
The resin that withstands up to 120 degrees heat and 230 pounds of force—if it can be reformulated so that it will also withstand extreme temperature variations, for example, then that would mean more performance value for the customer. The goal of innovation is to raise the level of functionality of the product or service. American Express company recently introduced a new function for its cardholders: When you want to buy something on the Web, you can get a card identification number good for just one transaction!