Marketing Craftmanship

OCTOBER 14, 2014

Extrinsic selling is a “trust me” approach, employed by a great number of B2B product and service providers. One example of effective B2B intrinsic selling involved Phibro Energy’s introduction of energy derivatives…which enabled large companies to manage price risk related to gasoline, jet fuel and heating oil.

Case Study 100

Case Study Case Studies Studies B2B Thought Leadership 100

Marketing Craftmanship

SEPTEMBER 21, 2011

Myth : Price, quality and perceived value are the most important factors influencing customer loyalty. Reality: 39% of customer loyalty is based on sales force performance, before and after the sale; 22% on perceived quality / value; 20% on breadth of offering; and 19% on price.

Rules 100

Rules Loyalty Training Act-On 100

Marketing Craftmanship

JUNE 23, 2014

In the early 1990s, Highlander Consulting was engaged by Phibro Energy to help introduce energy derivatives to Chief Financial Officers at corporations with substantial exposure to fluctuations in oil, gasoline and jet fuel prices. The CFO as Productivity Manager: “There is a third CFO function, which is managing money for the business.

Allocation 100

Allocation Thought Leadership Work Management Consulting 100

Marketing Craftmanship

MARCH 24, 2011

Extrinsic selling is a “trust me” approach, employed by a great number of B2B product and service providers. The worksheet was designed to roughly calculate the range and depth of a large company’s energy price exposure. Based on past and projected volumes of jet fuel, gasoline, heating oil, etc.

Work Management 100

Work Management Validation B2B Sales Marketing Management 100

Marketing Craftmanship

APRIL 8, 2016

There’s an increasing volume of negative news regarding the “exodus from hedge funds,” in favor of less expensive alternatives such as liquid alts and “engineered equity” products. Instead, hedge funds are now paying the price for their own inability or unwillingness, over at least the past three decades, to explain themselves properly.

Allocation 100

Allocation Cross-Selling Marketing Management Validation 100

Marketing Craftmanship

JANUARY 5, 2012

Purchase a Profile – For a fairly reasonable price, Glassdoor.com will provide an “Enhanced Employer Profile,” featuring a comprehensive description of your company. Companies should monitor employee comments on Glassdoor.com, and respond directly and aggressively when appropriate.

PR 100

PR Social Media Tools Media 100

Marketing Craftmanship

AUGUST 7, 2011

This does not simply mean pumping out a press release every time your company introduces a product, wins an industry award, or appoints a new vice president. Like the classic Fram Oil Filter commercial , they can pay a little now, or pay a much bigger price later.

Brand Identity 100

Brand Identity Branding Viral Marketing Opinions 100