Channel Champions: How Leading Companies Build New Strategies to Serve Customers - Hardcover

by Steven Wheeler (Author), Evan Hirsh (Author)

Heute reicht es nicht mehr aus, ein besseres Produkt auf den Markt zu bringen. Die Konkurrenten haben ein enormes Talent bei der Nachahmung von Produktneuheiten entwickelt, und die Kunden sind zu anspruchsvoll geworden; sie erwarten einen individuellen Service - mit weniger geben sie sich nicht mehr zufrieden. Moderne erfolgreiche Unternehmen m?ssen deshalb neue Wege finden, um ihre Produkte den Kundenbed?rfnissen entsprechend anzubieten. "Channel Champions" erl?utert wirkungsvolle neue Marketing- und Verkaufsstrategien, mit deren Hilfe Sie Marktanteile gewinnen, Kundentreue aufbauen und neue Marktchancen aussch?pfen.
Wheeler und Hirsh, zwei Experten des renommierten Consultingunternehmens Booz Allen & Hamilton, analysieren wie z.B. Dell Computers, Levi Strauss, Saturn, Wal-Mart und eine Reihe anderer Spitzenunternehmen neuen Wind in ihre Branchen gebracht haben, indem sie ihre Vertriebskan?le neu definierten und Gewinnstrategien f?r die drei Kernelemente Informationsflu , Vertriebslogisitk und Service entwickelten. Dieser au ergew?hnliche Leitfaden gibt detaillierte Anweisungen, wie auch Sie sich Ihren Wettbewerbsvorteil in Ihren M?rkten sichern k?nnen.

Front Jacket

If product is no longer king, what is? Companies like Dell Computers, Lexus, Wal-Mart and Amazon.com have found phenomenal success by coming up with the answer-channels. The channels by which goods are marketed and distributed have become the new drivers of economic success. From these channels flow customer satisfaction, market share, revenue gains and profitability. It's not so much what you sell today, but how you sell it. And there is no going back.In The Channel Advantage, Booz?Allen & Hamilton consultants Steven Wheeler an Evan Hirsh write about dozens of companies that have excelled in this channel-driven economy. In one telling example, Wheeler and Hirsch analyze the great success of Dell Computer. While Dell makes top-quality personal computers, it's the company's direct-to-customer sales channel that sets it apart. By building computers to order, Dell keeps inventory low, lets consumers buy exactly what they want, and pushes prices down by cutting out the middleman.The Channel Advantage examines today's "Channel Champions," the companies that have mastered this new environment. Wheeler and Hirsh tell us how Lexus broke into the luxury car business by focusing so intensely on customer service that dealers personally called up customers to report a product recall. The authors also explain how the rise of Amazon.com represents the exploration of an entirely new channel: e-commerce via the Internet.Wheeler and Hirsh, both partners at Booz?Allen & Hamilton, the leading management consulting firm, base their exploration and analysis on real-world experience working with clients. They've not only identified this change, they've lived-making The Channel Advantage a must-read for anyone who wants to understand what it takes to thrive in today's channel-based economy.

Back Jacket

Dell Computer, Lexus, Wal-Mart and Amazon.com have made it big in today's economy by understanding that it's not so mush what you sell-but how you sell it. The channels through which goods are marketed and distributed are the new drivers of commercial success. The Channel Advantage, written by two partners at the leading management consulting firm of Booz?Allen & Hamilton, examines the companies that have thrived in this channel-based world and the secretes of their success. It's a fascinating tale that all who care about business should read and absorb.

Author Biography

EVAN HIRSH are vice presidents and partners at the leading management consulting firm of BoozoAllen & Hamilton. Both Wheeler and Hirsh specialize in marketing strategy and implementation; specifically, they focus on the channels through which companies sell and distribute their goods. Wheeler is based in Munich, Germany; Hirsh in Chicago, Illinois. Their groundbreaking approach has helped transform some of the world's largest and most well-known companies into true Channel Champions.