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Value Proposition

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January 20, 2012

Value Proposition

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We help our clients define unique value propositions, optimizing the company offer through a combination of products, commercial conditions, and service experience by customer segment.

 

In the process of defining value propositions, companies face three important challenges:

  •  Clarity and a formal method of defining the elements for an adequate market offer
  •  Generic offer that is inferred to certain customer segments but is not appropriate for others
  •  A unique offer for each customer that becomes inoperable due to its complexity and time cost

Key elements we include when defining a new value proposition:

  •  Understanding the value elements of the customer/channel
  •  Strategic customer segmentation and business intention by cluster
  •  Customer/channel portfolio relevance
  •  Market gaps to be developed/product suitability
  •  Price, package, opportunity analysis (MEPO) on a customer/channel level
  •  Establishment and change in pricing according to market dynamics
  •  Price management with sales force at point of sale
  •  Definition of an integrated trade promotion plan
  •  Allocation of promotions and its objective by segment
  •  Effective promotion measurement and adaptation of the integrated plan
  •  Allocation of commercial and service resources by segment
  •  Gross-to-net business analysis at a strategic customer/channel level

We help our clients on:

How many segments and value propositions should there be?

  •  Strategic Segmentation

What should be offered by segment?

  •  Product/Services Portfolio Design
  •  Service Strategy
  •  Pricing Strategy
  •  Trade Promotions Design
  •  Commercial Conditions
  •  Resource Allocation

 

 

Sintec Consulting

Sintec es la firma de consultoría líder en generar crecimiento rentable y desarrollar ventajas competitivas a través del diseño y ejecución de Estrategias integrales e innovadoras de Clientes & Operaciones.

 

Sintec Consulting


Sintec es la firma de consultoría líder en generar crecimiento rentable y desarrollar ventajas competitivas a través del diseño y ejecución de Estrategias integrales e innovadoras de Clientes & Operaciones.