A. Optimize products and prices between buyers, competitors, and internal financial requirements using an externally driven development process, that is, 1) identify the buyers’ problems, needs and/or the benefits required by the buyers; 2) determine the value to be delivered to the buyers with emphasis on incremental value delivered via competitive advantages; 3) set prices based on the value delivered, pricing segments analysis, pricing leverage analysis, pricing strategy and/or the marketing strategy; and 4) determine the product development investment and manufacturing costs that can be justified.

B. Identify the business value creating market segments and the product line development sequencing through the development of a strategic product marketing plan, that identifies the market segments, price segments, optimum prices, product configurations, product development investments, manufacturing costs, targeted marketing and sales programs and unique product positionings.

C. Identify the value delivered to the buyers through price segments identification, pricing leverage analysis, competitive value analysis and classifying features and benefits based on the value they deliver to the buyers, that is, required, persuasive and preemptive features and benefits, and detrimental, dissuasive and preemptively dissuasive features.

Amongst, the specific topics presented are: 1) how to identify the value producing market segments for a product, 2) how to quickly evaluate new product or business opportunities before performing a detailed evaluation, and 3) why you should and how to calculate the free cash flow and the return on investment (ROI) generated from a new or existing product investment, a marketing or sales program, an information technology system or a manufacturing automation investment.

On this site, we list the major product and financial questions answered in the seminar. These questions are especially informative in respect to the overall content presented in the seminar. If you or your associates can answer these questions today don’t have us conduct one of our sessions. However, if you or they cannot answer these questions please contact us to schedule a seminar.

This seminar has been extremely well received by over 10,000 professionals from large and small companies. As affirmation, see the letters from Sharp Electronics, Manugistics, Advanced Micro Devices, Verizon, Sony, IBM, Varian Associates, MDL Information Systems, RISE Technology, etc.

In addition, to marketing and product management professionals the seminar attracts scientific, manufacturing and engineering professionals and managers who want to deepen their understanding of the subjects covered. It also helps them to design and manufacture value-producing products and to communicate more effectively with their counterparts in the marketing and financial functions.

The seminar also attracts salespeople and sales managers who want to improve their ability to sell using ROI and financial concepts and analyses. It helps to turn salespeople into business people who sell.

The seminar provides the participants with “real” business skills that can be applied to their everyday work tasks. One of the major skills being the ability to think “concretely” about ROI and to actually calculate it for all types of investments, for example, new or existing products, new manufacturing equipment, sales programs, information technology software and systems, etc.

In addition, although the participants will learn how to evaluate the balance sheet, income and cash flow statements the financial focus is not on “debits and credits” or “accounting mechanics.” The emphasis is on understanding financial objectives and analysis techniques.

If you want to improve your or your people’s ability to think as product marketing savvy and financially adroit business people, then please have us conduct a seminar at your location of choice. Contact us for pricing and scheduling.

We also conduct an all financial version of this seminar called The ROI Seminar. However, we also only conduct this seminar as an on-site session.

Finally, send us an e-mail if you would like us to e-mail you an Adobe Acrobat PDF File containing all the information on this site.