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Value Proposition Taking Your Logistics Service Business To The Next Level
Value Proposition Taking Your Logistics Service Business To The Next Level
by
Tom Craig
www.ltdmgmt.com 1
FIRST
2
UAE
3
Market Landscape
5
You and the Competition
6
Your Profit Margin?
7
Is This Your Sales / Marketing
Strategy?
8
DISCUSSION
Why you want one
What Value Proposition is
How you do it
Questions
Issues
9
First
10
Why you want a Value Proposition
11
Why
12
Why
13
Value Proposition
How to frame your business
Address a customer need / problem
Why a customer should use you – has real
value to customer
Hint—it is not about lowest price
14
Value Proposition
15
What It Is
16
It is
Supply chain and/or company issue to
customer
Goes beyond the standard “win-win” of
trading a low price for volume/business
Goes beyond narrow logistics service and
your 4 walls
17
Is
19
It is not
“Daily special”
Flogging asset utilization
Value-added service (aka, giving away
something for nothing)
21
Note
22
I am talking
Evolution
Not
Revolution
In Addition
To Core
Business
23
ALSO
There is not “THE” one V.P.
24
Ask this
26
Examples
27
Opportunity Potential
28
Example
29
Examples--Is Not
30
How You Do It
32
How
34
Then
35
Then
36
KPIs
Market positioning--where?
Market size—how big?
Cross multiple markets (reduces risk)?
Competition?
38
Questions
39
Issues with V.P.
1) Customer
2) Core Business
3) Delivering
4) Sustainability
40
Customer
42
Delivering V.P.
43
Delivering
44
Sustaining It
46
Value Proposition
48
Final Value Proposition
Comment
It is not static
Customers and markets and services
change—only the rate of change is in
question
Your V.P. will and must change
Look beyond your competition and your
“comfort zone” for V.P. ideas
49
ASK AGAIN
50
It may not be like this, BUT
51
OR your business like
52
Related topics for V.P.
--For another discussion--
Branding
Responding to competitors
Gaining advantage over competitors
Sustainable competitive advantage
Making operational improvements last
Business transformation
53
Technology—IS NOT
54
Technology--IS
55
Technology—for V.P.
56
THE END
OR A NEW BEGINNING?
57