Living the value proposition

Article Abstract:

A company's value proposition defines what the company is and what it does. It influences an organization's growth as well as its reputation. Unfortunately many misunderstand this concept, believing it to simply involve a sales pitch or an advertising campaign. To successfully offer value to customers, there must be a high degree of coordination among the organization's processes, management, organization, culture and information systems. There are three ways to create value for customers: to offer the lowest cost, to provide the best total solution and to give world-class product performance. Research results indicate that success is achieved not by companies that try to excel in all three areas, but by those that excel in one area while providing quality in the other two.

Value (Economics)

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The Post Office: aiming high to deliver the goods

Article Abstract:

The Post Office undertook a major reorganization in 1986 for the purpose of becoming a customer-oriented unit. Toachieve this, it adopted a sound planning strategy that involves clear goals and directions. Initially, it attempted to identify customer needs by performing a review of its corporate plan, afterwhich it set the goal of becoming one of the world's best in terms of performance and customer satisfaction. To fulfill this aim, it devolved the management of services to levels nearest to customers.

Business planning, United Kingdom. Post Office

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Railroads target high-value shippers

Article Abstract:

The railroad industry will market its freight shipment services more aggressively to regain competitiveness and profitability. Aside from word-of-mouth, direct sales and direct mail strategies, railroads are now using the Internet to advertise their services. Each of them has Web sites which provide data ranging from route maps to investor relations. For example, the Canadian National Railway Co. site allows users to monitor cars.

Railroads, Rail Transportation, Marketing

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