Speaking Engagements

1.  Romacing the Brand

     "Don't Advertise the Brand live it"

• Brand Image
• Branding Strategies
• Brand Extensions/Deletions

2.  Serving the Luxury Goods Customer

     "It is never too late to capture a market if you have a better performing brand. 
      It just has to be new, different, and better"

     Lindsay Owen Jones, Chariman, L'Oreal

• Emotional Brand Image
• Buzz Marketing
• Service Excellence
  

3. Pricing to Capture Value

     "There are two fools in each market. 
      One charges too little; the other charges too much"

• Assessing Customer Value
• Skimming vs. Penetration Strategies
• Conjoint Analysis
  

4.  Delighting Customers with Service

      "Complainers are the Company's best friends"

• Understanding service gaps
• Customer satisfaction measurement
• Customer complaints for profit
  

5.  Competing with and against Retailer Brands

• When Retailer Brands succeed
• Competing through Price Promotions
• Managing dual value chains
  

6.  From Free to Paid Services

7.  Creating Customer Value in Business Markets

      "Competeing on price, where's the fun in that"

• Customer Profitability
• Assessing Customer Value
• Customer Acitivty Cycle

8.  Creative Segmentation & Positioning Strategies

      "If you went out of business, would anyone miss you"

• Strategic versus Market Segments
• Targeting
• Positioning

9.  Win-Win Distribution Partnerships

• Developing Channel Trust
• Understanding Channel Power
• Fairness and Equity

10. From Market Driven to Market Driving

      "Incrementalism is innovation's worst enemy"

• Why satisfied customers
• Incremental defect and Radical Innovation
• Unleashing organizations creativity

11. Designing Distribution Systems

      "Can we make the process of acquiring our products easy and fun"

• Service Outputs
• Channels Compensation
• Marketing Flows

12. Distribution Strategy Audit

• Identifying Channel opportunities
• Resource allocation
• Bench marking distribution

13. Marketing: The Challenge of Change

      "Markets change faster than marketing"

• The 4Ps trap
• Marketing Manifesto
• The Marketing Mindset

14. International Distribution Strategies

• Gray Markets
• Entry modes
• Selecting distributors

15. Internet Distribution Strategies

      "Radical new distribution channels always change the nature of the product they are distributing"

• Channel conflict
• Dell versus Compaq
• Disintermedication

16. Lessons from the Bleeding Edge of e-Commerce

      "It is easier to push a mouse than a shopping cart"

• Customer Lifetime Value
• Online Shopping behaviour
• Fulfulment Models

17. Wal-Mart

      "The lion and the lamb may sleep together, but the lamb shall not get much sleep"

• Becoming the largest retailer
• Gross margin analysis
• International Expansion

18. Customer Loyalty

      "Customers seek value, not relationships"

• Satisfaction versus Loyalty
• Loyalty versus Value
• Why Loyalty matters