PeopleFlo Manufacturing Featured in Book on How To Deliver Real Value
PeopleFlo Manufacturing, a Chicago-based manufacturer of EnviroGear sealless gear pumps, is featured in a new book entitled Value Merchants: Demonstrating and Documenting Superior Value in Business Markets. (James C. Anderson, Nirmalya Kumar, and James A. Narus, Boston: Harvard Business School Press, November 2007).
In this authoritative book, lead author James Anderson explains how companies in business markets can use customer value management techniques to transform their businesses and their sales forces into value merchants. The result is an analytics-driven approach that focuses on gathering and analyzing data in order to demonstrate, in monetary terms, the superior value that your products deliver to customers.
The Appendix B of this book, entitled PeopleFlo EnviroGear Pump Customer Value Model, highlights PeopleFlo’s application of a value word equation tool to demonstrate and document points of difference for its EnviroGear pump relative to the next best offering. This approach enables customer managers to assess the PeopleFlo value offering based on hard data and credible analysis.
About Professor James Anderson
James C. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution, and Professor of Behavioral Science in Management at the Kellogg School of Management, Northwestern University. Professor Anderson teaches the graduate-level course in business marketing. He is a faculty member of the Executive Master’s Program and teaches in a number of executive development programs at the Kellogg School. He is the program director of the Business Marketing Strategy executive program. He has consulted and provided seminars for a number of companies in North America, South America, Europe, Asia, and Australia, such as American Express, ARCADIS, bioMérieux, Orkla, ExxonMobil, FEMSA Empaque, GE, International Paper, Johnson & Johnson, 3M, Microsoft, and PPG Industries.
Professor Anderson has written more than 40 journal articles, including five published in Harvard Business Review. His most recent HBR article,Customer Value Propositions in Business Markets, appeared in the March 2006 issue. He presently is finishing a management practice book, Rare Commodity: Moving Business Markets Beyond Price To Value, to be published in 2007 by Harvard Business School Press. He also has co-authored the book, Business Market Management: Understanding, Creating and Delivering Value, now in its second edition, published by Pearson Prentice Hall.
For more information on the book Value Merchants or Professor Anderson’s work on customer value management, please visit www.jamescandersonllc.com.
About PeopleFlo Manufacturing, Inc.
PeopleFlo is a manufacturing-based products and services company. Founded in 2004, PeopleFlo puts manufacturing innovation to work by creating solutions to reduce operating costs, protect the environment and improve energy efficiency.