Options for Measuring Value

CHAPTER17MeasuringandSellingtheValueofLogistics,OptionsforMeasuringValue,CustomersatisfactionCustomervalue-added(CVA)TotalcostanalysisProfitabilityanalysis(includesconsiderations)StrategicprofitmodelShareholdervalue,ComponentsofCustomerValue,Source:EarlNaumann,CreatingCustomerValue:ThePathtoSustainableCompetitiveAdvantage(Cincinnati,OH:ThomsonExecutivePress,1995),p.103.,HowCustomersSelectAmongCompetitiveSuppliers,CustomerbuysonvalueValueequalsqualityrelativetopriceQualityincludesallnonpriceattributes-Product-CustomerServiceQuality,price,andvaluearerelative,Source:BradleyT.Gale,ManagingCustomerValue(NewYork:TheFreePress,1994),p.29.,CreatingValueThatCustomersCanSee,Understandingcustomerneedsinawell-definedmarket,Superiorqualityinareasthatmattertocustomers,Market-perceivedquality,Exceptionalcustomervalue,BusinessresultsProfitability,growth,andshareholdervalue,Advertisingandothermarketingcommunications,Low“costofquality”andoverallcostleadership,Effectivedesignandqualitycontrol,Source:BradleyT.Gale,ManagingCustomerValue(NewYork:TheFreePress,1994),p.19.,CustomerValueAdded,Provideproductsandservicestocustomersthatareabettervaluethanthosetheycouldpurchasefromcompetitivecompaniesinsimilarmarkets,CustomerSatisfactionMarketShare,DistributionofCVALevels,Source:PIMSDatabase.,THEVALUEQUESTIONConsideringtheproductsandservicesthatyoupurchased.Howwouldyouratethemasbeingworthwhatyoupaidforthem?,CalculatingCVA,OrderFulfillmentCustomerSatisfactionSurveyResultsDeliveringMaterial,TotalCostAnalysis,PurchasePriceplusTransportationcostsInventoryturnsTermsofsaleOrderingcostsReceivingcosts_,Copyright2001byTheMcGraw-HillCompanies,Inc.Allrightsreserved.,SegmentProfitabilityAnalysis:ACONTRIBUTIONAPPROACHWITHCHARGEFORASSETSEMPLOYED,IMPACTOFLOGISTICSONRETURNONNETWORTH,HowLogisticsAffectsEVA,SellingtheValueAdvantage,Whoisthecustomer?MustmeasurevaluefromthecustomersperspectiveMarketsegmentationbasedonvalueValueisamo