VBO-ing The Race To The Bottom

Posted on Leave a commentPosted in B2B, B2C, Cust Intimacy, Discounts, Key VBO Concepts, Lulu Lemon, Mark, Retail, Strategy

When did smart execs and entrepreneurs forget how to price their goods and services?  Is it my imagination or are companies engaged in a ‘race to the bottom’ where the water is so bitter cold that only the monsters of ecommerce and multinational corporate predators can survive? Behemoth Inc. says they want to curb discounts, […]

Is Mutual Exclusivity Counterintuitive?

Posted on Leave a commentPosted in B2B, B2C, Key VBO Concepts, Mark, Mutual Exclusivity, Retail, Sports Authority, Strategy, Under Armour

As you read “Marketing Through Value Based Outcomes”, you’ll run across a term I use to create clarity.  It’s mutual exclusivity.  The goal really is to focus the entrepreneur on his or her strategic vision and understand the keys in directing the business. Entrepreneurs, by nature, are aggressive and agile.  We see opportunities and we […]

DVAA For Relavance

Posted on Leave a commentPosted in Key VBO Concepts

Blank stares – that’s what I get when I ask the dreaded question “Is your company relevant? Ouch.  The follow up question gets an even stronger reaction – “Why”?  Jaws drop.  Lips quiver.  Stuttering commences.  Some get angry.  Why the angst?  It’s about accountability.  Many entrepreneurs know they are not optimizing opportunities or their company […]