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Marketing, Six Sigma and Customer Value

Marketing, Six Sigma and Customer Value

Marketers, brand managers, product managers and planners would be well advised to break down the organizational barriers that exist between themselves and those curious folks that populate the continuous improvement corners of the organization. The arcane (probably to...

Improve Customer and Shareholder Value

Public Utility Improves Customer and Shareholder Value. The management team at a large Midwestern utility was faced with a perplexing situation.  Despite providing gas and electricity at prices that were at or below any neighboring utilities, customers believed that...

Quadruples Company Size

Equipment Distributor Targets Key Markets, Quadruples Company Size In 1994, the management team of a very large heavy equipment dealership recognized that the nature of competition was changing dramatically, and that it would no longer be possible to compete...

Improves Equipment Delivery Time and Reduces Churn

Telecommunications Firm Improves Equipment Delivery Time and Reduces Churn. A wireless telecommunications provider, serving primarily business customers, was faced with a losing business proposition:  with a churn rate approaching 50%, the company would have churned...

Market Share and Profitability Gains

Manufacturer in Declining Industry Makes Breakthrough Market Share and Profitability Gains. A small manufacturer of conveying, drying, and blending equipment for the plastics industry found itself in the unenviable position of actually losing market share in an...

Competitive Marketing Strategy

Strategic planning has different purposes at different levels of the organization. At the Corporate level, the central purpose is planning for growth. At the level of the Business Unit or Division, the purpose of planning is to identify strategic opportunities for...