Beschreibung
Manufacturers have for too long been myopic in how they run their businesses. The more complex the manufacturing processes, the more myopic they have become, looking to cost-reduce their way to market leadership. The Revolution Your Customers Want is about switching from an inward-centric, myopic view a company has of itself to one that brings the customers needs to the centre of global manufacturing strategies. It contains examples of how manufacturers who have been inwardly focused in their management approach have been able to turn their organizations around by streamlining how they sell and fulfil customized products. Simplifying the complex sales approaches used to sell customized products is at the heart of the revolution customers want from manufacturers: transparency and efficiency in how customized products are managed from quote through fulfilment. Measuring the performance of manufacturing from the customers perspective is critical to providing this revolution, and this book aims to show through pragmatic and hands-on case studies how manufacturers can accomplish this. This unique approach will be of great interest to executives in manufacturing companies, marketing and channel management, global sales, as well as Chief Information Officers and IT professionals. It will also be a useful reference for graduate students studying international marketing, international business or channel management and undergraduate students studying business.
Inhaltsverzeichnis
What is driving the revolution? Case Studies Of How Manufacturing Companies Are Responding Centering Again On the Customer - Profitably Managing Demand Best Practices in Re-Connecting with Customers Managing Demand and Customers Making Channel Dynamics Work Inquiry-to-Order Strategies Pay Off Bringing Analytics into your Company Making A Financial Deep Impact Making The Revolution Your Own
Autorenporträt
Louis Columbus, is a member of the Cincom Complex Manufacturing Business Solutions Team and a former Senior Analyst at AMR Research.Louis Columbus career has included senior management positions with Gateway, Ingram Micro and a software start-up, where he served as Vice President, Marketing and Business Development. Prior to joining Cincom, Louis was a Senior Analyst at AMR Research, focusing on guided selling, sales and product configuration, order management and service lifecycle management. Mr. Columbus has published fifteen books on a variety of technology areas including Microsoft operating systems, peripherals, the application service provider arena, and currently serves as a weekly columnist with CRMBuyer.com and Informit.com. His most recent book, Getting Results From Your Analyst Relations Strategies (published by iUniverse.com in 2004), was completed while at AMR Research in response to the needs of vendor clients wanting to get more out of their analyst relations budgets.Mr. Columbus is also currently a lecturer for graduate-level International Business and Marketing courses at Webster Loyola-Marymount University, contributing in this role for the past four years. Hes also taught graduate level courses at University of California, Irvine, and California State University Fullerton. Mr. Columbus focuses on global economic theory, balance of trade, international marketing strategies, global product introductions, and international expansion strategies including join ventures and subsidiary creation. Courses have been taught onsite at Ford Motor Company and Chrysler Corporation.
