Markets of One

Markets of One

4.11 - 1251 ratings - Source

What does it mean qto dell?q This newly coined business verb means to mass-customize, making products only in response to actual demand. This allows a product to qgo directq to a customer, and it's what Dell Computer does instead of forcing mass-produced computers on its customers. And Dell's not alone. As Editors Jim Gilmore and Joe Pine point out in their introduction toMarkets of One, mass customization is a trend that has caught on among consumer and business-to-business companies alike - think of Levi's jeans, Aramark's hospital services, Select Comfort mattresses, and Peapod or Streamline grocery delivery, to name a few. Companies customize their offerings to meet the unique needs of individual customers so that nearly everyone can obtain exactly what they want at a reasonable price. It's a paradigm shift away from the one-size-fits-all way managers have thought about markets over the past century- today, every individual customer is a market of one. This collection of tenHarvard Business Reviewarticles chronicles the evolution of business competition from mass markets to markets of one-in other words, from creating standardized value through mass production to creating customer-unique value through mass customization. The book examines many of the resulting changes in approach to strategy and operations-for example, moving from pushing products to fulfilling individual needs, from focusing solely on market share to measuring customer share, and from marketing to the masses to cultivating learning relationships with each customer.Markets of Oneoffers the best of the leading thinkers on the topic, exploring both the promise and pitfalls of mass customization. Practical applications are presented with examples of leading companies who successfully mass customize for markets of one. A Harvard Business Review BookCarMax sets prices at below the average Blue Book value and offers no-haggle pricing and no-hassle guarantees. Every CarMax vehicle comes with the 110- point safety check and a 30-day warranty. For some cars, warranties of up to four anbsp;...

Title:Markets of One
Author:James H. Gilmore, B. Joseph Pine
Publisher:Harvard Business Press - 2000


You Must CONTINUE and create a free account to access unlimited downloads & streaming