Created the e-commerce strategy for a leading industrial products manufacturer. Shareholder value increased by $700 million.Client results featured in Fortune magazine.
Guided a major integrated oil & gas company in transforming their natural gas business from a commodity seller to a value-added energy supplier.Profit margins (above the spot price) increased 40% in two years while customer satisfaction went from the bottom quartile to #2.Client results featured in the Harvard Business Review. Derived differentiation strategy for a line of “commodity” laboratory supplies.Measured customer value, defined new positioning and created value-based sales tools.Average selling price and profits increased by 25% in 12 months. Directed the senior management of a specialty chemical company in developing a market-focused strategy and redesigning key processes based on value delivered to customer.Total annual benefits exceeded $40 million. Managed 14 customer value research teams for a leading European-based medical instrument manufacturer.Teams covered Brazil, China, Columbia, France, Germany, Italy, Japan, Poland, Portugal, Spain, U.K, and U.S.Designed and built customer value models for a wide range of products from mature commodity offerings to innovative new products.Created value-based sales tools.All teams generated at least a 10 to 1 payback on their project investment within 12 months. Led the development of the U.S. market entry strategy for a new application of a mature product.85% market penetration was achieved within 2 years. Managed a new product team at a leading hardware/software manufacturer in evaluating the feasibility of a new product launch in the Internet market.Based on in-depth analysis of customers in the target market, recommended the cancellation of the launch because the proposed product did not deliver a superior experience to any target segment.Cancellation saved over $1 million. Developed a differentiation strategy for a new entrant to the Latin American on-line brokerage market.Client grew to top 3 on-line brokers within 12 months. Guided a large regional bank in developing and launching new offerings for the affluent market. Sales reached $250 million in within 3 years.
