Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Supporting video
-
Reference no. IMD-5-0751-V
Subject category: Marketing
Authors: Kamran Kashani
Published by: Institute for Management Development (IMD)
Published in: 2009
Notes: Length 22 minutes. File size 2.03GB. Click for more information.

Abstract

This video is a complement to SKF (A), (B) and (C) case series on Value Selling and Value Pricing. It consists of three parts, the first two are interviews with one of the managers portrayed in the case, Todd Snelgrove, Global Manager for Customer Value. The third interview is with Nagi Tabet, the owner manager of Socodim, a small company using bearings in production of precision parts. The first interview provides background on SKF''s journey towards value selling and value pricing, it is best used during or following a discussion of the (A) case. The second part, to be used with the (C) case tells the audience what happened in the negotiation meeting with Elliot of Steelcorp (a subject of cases A and B). The third interview could be used early in the class discussion to show how an end customer of bearings views their role, the interviewee also describes his criteria for choosing among suppliers. This last interview brings life to the discussion of a technical product most people have never seen.
Location:
Size:
USD8.2 billion

About

Abstract

This video is a complement to SKF (A), (B) and (C) case series on Value Selling and Value Pricing. It consists of three parts, the first two are interviews with one of the managers portrayed in the case, Todd Snelgrove, Global Manager for Customer Value. The third interview is with Nagi Tabet, the owner manager of Socodim, a small company using bearings in production of precision parts. The first interview provides background on SKF''s journey towards value selling and value pricing, it is best used during or following a discussion of the (A) case. The second part, to be used with the (C) case tells the audience what happened in the negotiation meeting with Elliot of Steelcorp (a subject of cases A and B). The third interview could be used early in the class discussion to show how an end customer of bearings views their role, the interviewee also describes his criteria for choosing among suppliers. This last interview brings life to the discussion of a technical product most people have never seen.

Settings

Location:
Size:
USD8.2 billion

Related