Win the Value Revolution
IN THIS SUMMARY
Revolution is spreading across the economy. In every industry, buyers have increasingly become more demanding and less loyal. They are refusing to pay prices inflated by layers of middlemen, whom they do not perceive as adding value. They are questioning everything- prices, terms, warranties, etc. A new kind of consumer, bypass competition, value innovators, and buyer information power are just a few of the forces driving the value revolution. The new consumer demands to be more involved in what the product is, how it functions, and how much is charged for it. He or she is better informed, more demanding, and has vastly greater choices in what is purchased and where. Today, more than ever, these new consumers, demanding value, bypass traditional "only-game-in-town" suppliers to obtain precisely the benefits they seek. Win the Value Revolution serves as a basic primer, giving executives, managers, and business owners the new rules for competing successfully in the rapidly changing business environment. It provides an all-points checkup of the three Rs essential to turning the forces for change into a powerful competitive weapon: Rethinking (a company’s Value Proposition), Repositioning (products and services, marketing, and selling methods), and Reengineering (departments, job functions, and distribution methods). Robert Tucker guides readers in developing critical new strategic skills, providing the impetus for them to think innovatively about their new competitive challenges and opportunities in entirely new ways. Nonetheless, this it is not a theoretical analysis, but an action-oriented call to arms that offers common-sense guidelines, which are very specific, and which show that "adding value" is not just the management flavor of the moment but the critical nuts-and-bolts of business success. Real-life examples and case studies are the dominant features, and Tucker profiles every kind of business imaginable in every imaginable value situation. He overlooks nothing, providing information on every possible contingency in the fight to deliver value, and presents it in an accessible, well-organized package.