This book is about making the switch from an inward-centric, myopic view to placing the customers' needs at the centre of global manufacturing strategies. It includes case studies of manufacturers that streamline how they sell and fulfill customized products.

Manufacturers have for too long been myopic; trying to cost-reduce their way to market leadership.

This book is about switching from an inward-centric, myopic view to bringing the customers' needs to the centre of global manufacturing strategies. It contains case studies of manufacturers who have turned their organizations around by streamlining how they sell and fulfil customized products to show how manufacturers can accomplish this. Transparency and efficiency in how products are managed from quote to fulfilment is at the heart of the revolution customers want from manufacturers. Measuring the performance of manufacturing from the customers' perspective is critical to this revolution.

This unique approach will interest executives in manufacturing companies, marketing and channel management, global sales, as well as CIOs and IT professionals. It is a useful reference for graduates studying international marketing, international business or channel management and undergraduates studying business.

Pragmatic and hands-on guidance for those manufacturers looking to turn their customer-facing processes into a competitive strength Presents 'before & after' case studies of companies that have revolutionized their channel strategies based on measuring manufacturing from the customer's perspective Each chapter is summarized with key points and lessons learned

Autorentext
Louis Columbus, is a member of the Cincom Complex Manufacturing Business Solutions Team and a former Senior Analyst at AMR Research.

Louis Columbus' career has included senior management positions with Gateway, Ingram Micro and a software start-up, where he served as Vice President, Marketing and Business Development. Prior to joining Cincom, Louis was a Senior Analyst at AMR Research, focusing on guided selling, sales and product configuration, order management and service lifecycle management. Mr. Columbus has published fifteen books on a variety of technology areas including Microsoft operating systems, peripherals, the application service provider arena, and currently serves as a weekly columnist with CRMBuyer.com and Informit.com. His most recent book, Getting Results From Your Analyst Relations Strategies (published by iUniverse.com in 2004), was completed while at AMR Research in response to the needs of vendor clients wanting to get more out of their analyst relationsbudgets.

Mr. Columbus is also currently a lecturer for graduate-level International Business and Marketing courses at Webster Loyola-Marymount University, contributing in this role for the past four years. He's also taught graduate level courses at University of California, Irvine, and California State University Fullerton. Mr. Columbus focuses on global economic theory, balance of trade, international marketing strategies, global product introductions, and international expansion strategies including join ventures and subsidiary creation. Courses have been taught onsite at Ford Motor Company and Chrysler Corporation.

Zusammenfassung
It contains case studies of manufacturers who have turned their organizations around by streamlining how they sell and fulfil customized products to show how manufacturers can accomplish this.

Inhalt
What is driving the revolution?.- Case Studies Of How Manufacturing Companies Are Responding.- Centering Again On the Customer Profitably.- Managing Demand.- Best Practices in Re-Connecting with Customers.- Managing Demand and Customers.- Making Channel Dynamics Work.- Inquiry-to-Order Strategies Pay Off.- Bringing Analytics into your Company.- Making A Financial Deep Impact.- Making The Revolution Your Own.