Value selling

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1、33ValueSelling2000ValueSelling2000ValueSelling2000ValueSelling20003MChinaTD,March200033ValueSelling2000ValueSelling2000SurvivetheCompetitionYouareBossofaKodakExpressshop.Withintheneighborhoodthereareother3KodakExpress.Planyoubusinessstrategytowincustomers.Onlythebeston

2、esurvives.Analysisoftheneighborhood：
HighClassApartments－Expatriates&Whitecollars
Localuniversity－(Twofilmdevelopingshopsinside)
Others－generalresidents33ValueSelling2000ValueSelling2000TableofContentsModule1WhyVSModule2What’sVSModule3HowtoVS33ValueSelling2000ValueSell

3、ing2000AFewWordsToStartWith:
Alearninglab
Norightanswers
Openup,showrespects
Participateandshare
Nottrainingbutfacilitation
Succeed,ifyoustarttothink33ValueSelling2000ValueSelling2000Module1WhyVSEarningcustomerloyalty
Customerlifetimevalue
PremiumpriceTobethepreferreds

4、upplier
Facethereality
Canwe?
Whatif?
Differentiation33ValueSelling2000ValueSelling2000LadderofCustomerLoyaltyAdvocateRelationshipSupporterFocusClientProspectingCustomerFocusProspect33ValueSelling2000ValueSelling2000CustomerLifetimeValueCustomerLifetimeValue=AxBxCA:Pur

5、chasingVolumeeg.$5000eachorderB:PurchasingFrequencyeg.TwiceayearC:PurchasingDurationeg.A3year-contract(Amayincreaseordecreaseyearly)CLTV--accountreceivablesguaranteedbycustomerloyalty33ValueSelling2000ValueSelling2000Reducingdefections5%boostsprofits25%to85%Industrial4

6、5%distributionSoftware35%Creditcard75%Branch85%depositAuto-service30%chainProfitimpactofa5percentincreaseincustomerretentionSource:HarvardBusinessReview33ValueSelling2000ValueSelling2000Itcostsfivetimesasmuchtoattractanewcustomerasitdoestokeepacurrentcustomersatisfied.

7、33ValueSelling2000ValueSelling2000RelationshipMarketingValuemaximizationValuemaximizationNewExitingPerceivedvalueformoneyPerceivedvalueformoneyCustomersCustomersOver-satisfactionOver-satisfactionAttractionAttractionRepeatpurchaseRepeatpurchasePenetrationPenetrationHigh

8、ersales/profitsHighersales/profits33ValueSelling2000ValueSelling2000Onascaleof1to10,whatpricingpositiondoes3Mstayon?W