Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It

    By Jeffrey J Fox, Richard C Gregory
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.
    ABOUT THE AUTHORS
Jeffrey J. Fox is the author of twelve books, including the "New York Times" bestseller "How to Become""CEO "and Audie Award winner "Rain". Founder of Fox and Company, he works with Fortune 500 companies such as General Electric, IBM, and Ametek, among others. He is a popular speaker.
Robert Reiss is founder and host of "The CEO Show" syndicated to more than 600,000 listeners. His company publishes "The CEO""Forum", a quarterly magazine with a subscription base of exclusively 10,000 top CEOs. Reiss is a frequent keynote speaker on lessons from CEOs. Gregory is a Senior Consultant with Fox & Company. He leads Fox's Dollarization Consulting and Training practice, which helps clients develop innovative approaches to articulating and quantifying the value they deliver to their customers.

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Your price: $20.69
LIST PRICE: $22.99
ISBN 9780471694236
Publish Date 09/06/2004
Language English
Publisher Wiley
Availability Available

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