The Consumer . . . or Else!: Consumer-Centric Business Paradigms

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Doing business in today's economy and surviving requires a new paradigm. Who are at the center of this new approach to doing business? CONSUMERS. Historically, power struggles have raged between suppliers and distributors. Recently, both parties awakened to the fact that neither of them has the ultimate power . . . it now resides solely with the consumer. This valuable book describes what... Read more

Doing business in today's economy and surviving requires a new paradigm. Who are at the center of this new approach to doing business? CONSUMERS.

Historically, power struggles have raged between suppliers and distributors. Recently, both parties awakened to the fact that neither of them has the ultimate power . . . it now resides solely with the consumer. This valuable book describes what demassification of the consumer market means and will show you how—and why—businesses must adapt to succeed. Handy charts, tables, and illustrations make the information easy to understand, and fascinating sidebar quotations from well-known leaders of various industries—Sam Walton, Jack Welch, and many more—give the book a unique and memorable flavor.

“Consumers,” say the authors, “not only demand higher quality and lower prices, but also expect convenient, quick, customized service. They expect in-stock conditions and quality. They demand value and respect. Global markets mean large numbers of consumers, but these consumers want to be treated as individuals, and the mass market no longer exists. Companies in industries from financial services to groceries to consumer goods to health care to hardware to automobiles are adopting these new business processes and winning in the marketplace. Their competitors are falling by the wayside.”

This essential book:

examines the factors that are shaping the current business environment and looks at the re-orientation of today's consumer, presenting global perspectives on these vital issues
explores this new consumer-centric approach from the perspectives of suppliers, intermediaries, and retailers, as well as the business processes being used to create more efficient supply chains and more effective demand fulfillment processes
shows you the tools that can be used to implement this new business paradigm in the areas of technology, internal business processes, and collaboration
answers frequently asked questions
shares the success stories of Rite Aid, Southwest Airlines, Starbucks, Snap-On Tools, National Semiconductor, and others!

After addressing the issues of why business must change and examining the significance of a global business environment, The Consumer . . . or Else! addresses each element of the new business paradigm:

the new role of consumers
major players, including the shift in the business processes of retailers and manufacturers and the role of intermediaries
new business processes, with a focus on technology, internal coordination, and collaboration

Companies from Dell Computer to Del Monte are putting consumers first and reaping the sales benefits. General Mills will soon provide consumers with the opportunity to create and name their own custom cereal. As the authors point out, “The business process is changing-changing the way product flows, the way information flows, and the way cash flows. Companies that recognize this need to change will hold huge competitive advantages, and the companies that fail to adapt will simply not be here in the future.” Let The Consumer . . . or Else!: Consumer-Centric Business Paradigms be your guidebook to this challenging new business climate. Read less

Foreword
Preface
Acknowledgments
Section I: Rationale
Chapter 1. What’s Going On?
Factors Shaping Today’s Marketplace
What’s Wrong with the Old Paradigm?
Chapter 2. Changing Consumers
Demassification
Consumer Value Equation
Paradigm Shift
Chapter 3. Global Environment
Is Standardization Inevitable? It Depends
Adaptation
Section II: Elements of the Consumer-Centric Business Paradigm
Chapter 4. Suppliers (Suppliers, Producers, Manufacturers)
Mission and Strategy
Collaboration
Consumer and Marketplace Knowledge
Chapter 5. Distributors (Retailers, Wholesalers, Distributors)
A New Business Paradigm
Mission and Strategy
Collaboration
Consumer and Marketplace Knowledge
Chapter 6. Intermediaries (Brokers, Agents)
Evaluation
Shopping Experience
Industry Exchanges
New Forms
Section III: Collaborative Business Processes
Chapter 7. Technology
Hardware
Core Technologies and Standards
Business Applications
Chapter 8. International Business Processes
Structure
Tasks
People
Information
Decision Making
Rewards
Chapter 9. Collaboration
Customer Relationship Management
Process of Collaboration
Barriers and Benefits
Summary
Section IV: Real World Applications
Chapter 10. Success Stories
Rite Aid
Southwest Airlines
Starbucks
Golden Cat
Snap-On
Dorothy Lane
Giant Eagle and Hubert Co.
National Semiconductor
EATZI’s
Siemens
Tesco
Otis Elevator
Chapter 11. Frequently Asked Questions
Index
Reference Notes Included

Author(s)

Biography

Donald F Dufek, Camille P Schuster

The Consumer . . . or Else! Consumer-Centric Business Paradigms

Description

Table of Contents

Author(s)

Biography

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