Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers: Book presentation
This book is one of the few books—possibly the only book—exclusively dedicated to the topic of value quantification in business markets. Individuals from leading institutions, such as the Kellogg School of Management, Boston College, Aalto University, the University of Tennessee, Karlsruhe Institute of Technology, Deloitte, and Hinterhuber & Partners, and practitioners from companies including SKF, DHL, the Strategic Accounts Management Association (SAMA) and Parker Hannifin provide best practices, case studies, tools and principles of value quantification in industrial markets. The book has two implicit premises. First, sellers must quantify value before discussing price with customers. Second, buyers focusing primarily on price miss out on opportunities to create value with customers. Buyers and sellers in business markets must focus first on value, then on price, in order to create value with suppliers and customers.
Andreas Hinterhuber is a Partner of Hinterhuber & Partners (www.hinterhuber.com). He is also a visiting professor at the University of Bolzano (Italy) and was acting chair and head of the Department of International Management at Katholische Universität Eichstätt-Ingolstadt (Germany). Previously he has been working for ten years in global management positions in the chemical and pharmaceutical industry. His main research interest is pricing. He has published articles in Industrial Marketing Management, Long Range Planning, MIT Sloan Management Review, Journal of Strategic Marketing, Business Horizons and other journals. Together with Stephan Liozu he is co-editor of the books Innovation in Pricing (Routledge, 2012), The ROI of Pricing (Routledge, 2014) and Pricing and the sales force (Routledge, 2016).
Todd Snelgrove is the Global Vice President of Value at SKF, a leading Global Industrial Engineering Company. He has developed and led SKF’s initiatives to quantify customer value for over 16 years, price for value, communicate and sell value, and to procure based on best value. He is noted as a subject matter expert on Value, and has been published in various academic journals, been the keynote speaker at numerous global conferences, and supports executive MBA Classes at schools such as Northwestern, London Business School, and IMD.