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VALUE PROPOSITION CUSTOMER VALUES Valuenomics A new road map for better trade services 1.THE SYSTEM 2.THE TOOL 3.THE PROCESS.

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Presentation on theme: "VALUE PROPOSITION CUSTOMER VALUES Valuenomics A new road map for better trade services 1.THE SYSTEM 2.THE TOOL 3.THE PROCESS."— Presentation transcript:

1 VALUE PROPOSITION CUSTOMER VALUES Valuenomics A new road map for better trade services 1.THE SYSTEM 2.THE TOOL 3.THE PROCESS

2 Valuenomics Valuenomics is about trade from a sectoral or national perspective. While Valuemathics focuses on the primary actors in the value system -the firms in the supply chain- Valuenomics’ focus is on the other stakeholders : the enablers and the drivers.

3 Valuenomics Valuenomics is a new concept on trade development and –promotion. It is designed for business support organizations and governmental institutions. Focus is on demystification and creation of “value added”. Valuenomics provides stakeholders with 1.A chart of the value system and its stakeholders 2.A competitiveness analysis tool 3.A step by step approach for trade services

4 1.VALUE SYSTEM ANALYSIS Analyze what is made 2.BEST MARKET SELECTION Focus and diversification 3.GAP ANALYSIS Customer values versus value proposition 4.TRADE DEVELOPMENT Make what sells 5. TRADE PROMOTION Sell what is made MARKET INTELLIGENCE “BUISNESS” “BUYERS” “MARKETS” The trade process…..step-by- step

5 TRADE SECTORS VSA MARKETS BMS 1. VALUE SYSTEM ANALYSIS 2. BEST MARKET SELECTION VALUE GAP 3. GAP ANALYSIS DEMAND OFFER TDS 4. TRADE DEVELOPMENT IMPORTERS EXPORTERS TPS 5. TRADE PROMOTION MARKETS BUYERS BUSINESS MARKET INTELLIGENCE

6 MARKETS VALUE DEMAND IMPORTERS TRADE POSSIBILITY POTENTIAL OPPORTUNITY.... a firm’s road map

7 POSSIBILITY POTENTIAL OPPORTUNITY Based on quantitative and qualitative data and market access barriers Actual, proven, specific demand and a matching offer Compliance of value proposition with customer values TRADE MARKETS VALUE DEMAND IMPORTERS “It will……” “It could……” “It can……”.... a firm’s road map

8 SECTORS VALUE OFFER EXPORTERS TRADE ANALYSIS DEVELOPMENT PROMOTION.... institutional road map

9 ANALYSIS DEVELOPMENT PROMOTION Assessment of quantitative and qualitative data Development of exportable offers Sector, product or company branding and/or promotion TRADE “See what sells” “Make wat sells” “Sell what is made” SECTORS VALUE OFFER EXPORTERS.... institutional road map

10 For each step of the trade process, Valuenomics holds an appropriate service. The step-by-step approach guides public institutions and BSO’s in the Identification of trade possibilities Development of trade potential Conversion into trade opportunities.... a service for each step

11 MARKETS VALUE DEMAND IMPORTERS SECTORS VALUE OFFER EXPORTERS BMS GAP TPS TDS VSA MARKETS BUYERS BUSINESS TRADE

12 1. Value System Analysis See what is made…….. The value system analysis is executed with the “MRI-SCAN” on meso/sector level. It is a diagnostic tool to assess the competitiveness of a sector on international markets. See “THE TOOL” under VALUENOMICS at

13 2. Best Market Selection See what sells…….. A service that helps exporters to start up the process with a focus on specific markets or segments. BMS serves potential exporters, but existing exporters as well in diversification of markets. A market survey supports the decision making in the BMS

14 .... trade policy Together, the Value System Analysis and Best Market Selection are the main input for a country’s : Policy on development of strategic sectors Trade policy for trade agreements.

15 3. GAP analysis Confrontation with customer values…… The GAP analysis is done through the SWAT, a new generation score card in which a sector’s value proposition is confronted with the customer values in a given market or segment. The GAP reveals the competitive advantagesand disadvantages of a sector in a given market The GAP can be offered in two ways: 1.A sectoral audit in which selected stakeholders participate. 2.Consolidation of a representative number of SWAT analyses done on micro/firm level – see “THE TOOL” under VALUEMATHICS at

16 4. Trade development services Make what sells……

17 constraint solution A road map for public institutions and BSO’s for their service portfolio in trade development. Based on the analysis of comparative (VSA) and competitive (GAP) disadvantages, constraints can be classified as follows: 1.Constraints at firm level 2.Constraints at sector level 3.Constraints at government level

18 .... theory of constraints* 1.Constraints at firm level Motivation Vision Balance sheet management Management development 2.Constraints at sector level Vocational training Market Information Certifications Promotional tools 3.Constraints at government level Legislation-taxation Export financing instruments Trade facilitation – red tape Infrastructure Trade policies Incentive programs * Goldratt E. and J. Cox (2004) The Goal: A process of ongoing Improvement John Wiley and Sons

19 5. Trade promotion services Sell what is made…… Capturing opportunities

20 Most countries have defined priority sectors Private sector is sectorally organized Less competition with other private sector instruments General trade missions are less successful Regional promotion is less outcome based Promotion should be market driven, not supply driven It is easier to understand similar markets Most Foreign Offices structures and free trade agreements are market driven The promotion function is outside a country’s borders, hence regional Country branding should be regional.... the trade promotion debate SECTORAL REGIONAL

21 Statistics Trends Trade channels Business etiquette Legal and contract issues Cultural differences Buyer’s requirements on Product attributes Norms/standards Availability/delivery Image/track record Pre-after sales service Total costs of ownership Market Intelligence portfolio MARKETS BUYERS BUSINESS

22 A model for a trade support system A blueprint for BSO’s service portfolio A tool to develop top sectors A building block for trade policy The high road from possibility to opportunity TRADE Valuenomics


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