Enterprise One to One: Tools for Competing in the Interactive Age - Hardcover

Peppers, Don; Rogers, Martha

Hardcover

ISBN 10: 0385482051 ISBN 13: 9780385482059

Publisher: A Currency Book (Doubleday), 1996

Synopsis

Is there anyone out there who isn't worried about staying far in front of the technological tidal wave that is making products smarter and changing everything about what customers buy, how they buy, and where their loyalty goes?

Don Peppers and Martha Rogers, authors of the international bestseller The One to One Future, go beyond that now classic work on how to sell more products to fewer customers. For the last several years, they have been teaching companies how to stay at the head of the pack by harnessing technology to achieve killer competitive advantages in customer loyalty and unit margin. In this brave new world where microchip technology is making it possible for houses to know their occupants better than the occupants know their own houses--know the owners' temperature preferences, water use, lights, appliances--businesses have a great advantage in building unbreakable customer relationships. Peppers and Rogers explain what kinds of strategies are applicable to what kinds of businesses, and under what circumstances--from cars to credit cards, clothing manufacturers to dry cleaners, long distance phone companies to computer resellers. Suddenly car manufacturers, supermarkets, credit card companies, and fashion houses can compete not on commodity rules and price wars, but on bold new rules.

Readers of Enterprise One to One will learn:

* How to improve customer retention, not just incrementally but dramatically, and increase your share of each customer's business over time, despite the increasingly frantic nature of your competitors' campaigns.

* How to protect and increase your unit margin despite the commoditization that has begun to infect every business in every category.

* How to create entirely new markets of individual customers with diverse needs.

* How to make the transition to the Interactive Age, gaining advantages from new technologies without being threatened by them.

No book on marketing is as firmly planted in the competitive future as Enterprise One to One.

Don Peppers is president and founder of Marketing 1:1, Inc., based in Stamford, Connecticut. Martha Rogers, Ph.D., is a founding partner at Marketing 1:1, Inc., and professor of telecommunications at Bowling Green State University. Together they are the authors of the bestselling book The One to One Future.

About this title

Review

The technological wave is making products smarter and changing what consumers buy, how they buy, and where their loyalty goes. Enterprise One to One can help your business stay in front of the wave. Our current technology makes it easy for businesses to build customer relationships. Businesses can now treat different customers differently; however, it's important to know how each customer wants to be treated. Peppers & Rogers explain how to harness technology to achieve competitive advantages in customer loyalty and unit margin. They show you how you can tell customers apart, remember them individually, and have them give feedback directly to you. They also display how mass customization technology enables businesses to customize products and services as a matter of routine. Enterprise One to One explains what kinds of strategies are applicable to what kinds of businesses and under what circumstances; how to retain customers and increase your share of each customer's business; how to create entirely new markets of individual customers who have diverse needs; how to make the transition to the interactive age, taking advantage of new technologies without being threatened by them.

From the Publisher

"Use it immediately. And if you don't, be prepared to lose customers to those who do! Enterprise One to One is destined to become the business field guide for the 21st Century."
--Jim Kouzes, Chairman and CEO, TPG (Tom Peters Group) Learning Systems, and co-author of The Leadership Challenge

"First to map the uncharted new world of interactive business. Use it to unlock the immense potential value of your customers."
--Scott Cook, President, Intuit

"Everyone should read this practical, insightful book. There would not only be many more profitable businesses of all sizes, there would also be a lot more satisfied, loyal customers."
--Esther Dyson, President, EDventure Holdings

"Exceptional. We're basing our strategic planning on these principles."
--Larry Rosenberger, President and CEO, Fair, Isaac

"Look no further than Enterprise One to One to find a practical business model for operating in an online interactive world."
--Martin Nisenholtz, President, The New York Times Electronic Media Company

"Creative, insightful, compelling."
--Wolfgang R. Schmitt, Chairman of the Board and CEO, Rubbermaid Incorporated

Edition details

• Publisher: A Currency Book (Doubleday)
• Publication date: 1996
• ISBN 10: 0385482051
• ISBN 13: 9780385482059
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 464