method to increase your profitability by creating value for your customers

1. Value management Jan ten Bosch JtB Management 2011

2. How to get profitable customers? Create value for your customers by solving their problems and in such a perfect why that you make your customer excited

8. So what do I need to know? What are the cost and profit drivers for my customers and prospects or what is his business model ?

9. The value creation process of my customer porter General management Human Capital & Management Technology & Development Procurement Inbound logistics Operations outbound logistics marketing Sales Total margin Total Margin

10. The drivers of the value system trading SAP systems edi e-commerce lean mean production jobbers scale advantages low cost labour just in time warehouse transportation branding PMC selection communication customer selection negotiations right contacts cost and profit drivers General management Human Capital & Management Technology & Development Procurement Inbound logistics Operations outbound logistics marketing Sales Total margin Total Margin

11. How is the value chain ore de business drivers concessions location, efficiency, application know how innovation, creative branding, design availability, stock, maintenance safety, status steel mill automobile producer Importer/ dealer consumer system integrator

12. The oil value system Automobile drivers Oil distribution petrol distribution Catalyst supplier for oil refineries Variation in feedstock efficiency consumer behaviour environmental chances Oil exploitation

13. What kind of value Product Innovator Early supplier involvement cooperative development Strategic partner Intensive learning Jobber Process automation and value engineering Weak supplier review your position price fighting High Low Supply a competitive advantage to your customer High Low Make your customer an efficient producer

18. Key success factors Factors effect the value for the customer and in such way that these factors do change the behaviour of the customer

19. Key success factors There are factors , the customer expects Some of them are important the success factors A part of those factors are really important: the key success factors

20. External analyses Customers Competition Environment Opportunities and Threats Weakness and Strengths Key Success Factors

22. Competition benchmark delivery solving cost/ product time problems price portfolio competitors (group) I -3 3 -2 -1 competitor (group) II 2 2 0 -1 competitor (group) III -1 -2 3 -2 ourselves 0 0 0 0 Key Success Factors

23. Value for who or what 1. The customer as a business where is he making profit, where are his costs 2. The customer as organisation what are the objectives of the employees?

24. …and their values Consumers users are also buyers emotional decision impulse decisions lack market knowledge B-to-B The company The employees economic value status risk rewards career