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VALUE PROPOSITION

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

raymond-hernandez
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VALUE PROPOSITION

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  1. VALUE PROPOSITION CUSTOMER VALUES Valuenomics A new road map forbettertrade services THE SYSTEM THE TOOL THE PROCESS

  2. Valuenomics Valuenomicsis abouttradefrom a sectoral or nationalperspective. WhileValuemathicsfocuseson the primary actors in the valuesystem -the firms in the supplychain- Valuenomics’ focus is on the other stakeholders : the enablersand the drivers.

  3. Valuenomics Valuenomics is a new concept on tradedevelopmentand–promotion. It is designedfor business support organizationsandgovernmentalinstitutions. Focus is on demystificationandcreation of “valueadded”. Valuenomicsprovides stakeholders with A chart of the value system andits stakeholders A competitiveness analysis tool A step by step approach fortrade services . . . . . . . . . . . .

  4. The tradeprocess…..step-by-step • VALUE SYSTEM ANALYSIS • Analyzewhat is made • BEST MARKET SELECTION • Focus anddiversification • GAP ANALYSIS • Customer values versus valueproposition • TRADE DEVELOPMENT • Make whatsells • 5. TRADE PROMOTION • Sellwhat is made MARKET INTELLIGENCE “BUISNESS” “BUYERS” “MARKETS”

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

  6. POSSIBILITY MARKETS POTENTIAL VALUE OPPORTUNITY DEMAND IMPORTERS TRADE . . . . afirm’sroad map

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

  8. . . . . institutionalroad map TRADE EXPORTERS PROMOTION OFFER DEVELOPMENT VALUE ANALYSIS SECTORS

  9. . . . . institutionalroad map “Sellwhat is made” “Make wat sells” Sector, productor company branding and/or promotion “See whatsells” Development of exportable offers EXPORTERS TRADE Assessment of quantitative and qualitative data PROMOTION OFFER DEVELOPMENT VALUE ANALYSIS SECTORS

  10. . . . . a service foreach step • For each step of the tradeprocess, Valuenomicsholdsanappropriate service. The step-by-step approach guides public institutionsandBSO’s in the • Identification of tradepossibilities • Development of tradepotential • Conversion intotradeopportunities

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

  12. 1. Value System Analysis See what is made…….. The value system analysis is executedwith the “MRI-SCAN” on meso/sector level. It is a diagnostic tool toassess the competitiveness of a sector on internationalmarkets. See “THE TOOL” under VALUENOMICS at www.valuemagics.com

  13. 2. Best Market Selection See whatsells…….. A service thathelpsexportersto start up the processwitha focus on specificmarkets or segments. BMS serves potentialexporters, but existingexporters as well in diversificationof markets. A market surveysupports 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 fortradeagreements.

  15. 3. GAP analysis Confrontationwith customer values…… The GAP analysis is donethrough the SWAT, a new generation score card in which a sector’svaluepropositionis confrontedwith the customer valuesin a given market or segment. The GAP reveals the competitiveadvantagesanddisadvantages of a sector in a given market The GAP canbeoffered in twoways: A sectoral audit in whichselected stakeholders participate. Consolidation of a representativenumber of SWAT analyses done on micro/firm level – see“THE TOOL” under VALUEMATHICS at www.valuemagics.com

  16. 4. Trade development services Make whatsells……

  17. 4.1 . . . . . constraint solution A road map for public institutionsandBSO’sfortheir service portfolio in tradedevelopment. Based on the analysis of comparative (VSA) andcompetitive (GAP) disadvantages, constraintscanbeclassified as follows: Constraints at firm level Constraints at sector level Constraints at government level

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

  19. 5. Trade promotion services Sellwhat is made…… Capturingopportunities

  20. . . . . the trade promotion debate SECTORALREGIONAL • Most countries have definedpriority sectors • Private sector is sectorallyorganized • Lesscompetitionwithother private sector instruments • General trademissions are lesssuccessful • Regional promotion is lessoutcomebased • Promotion shouldbemarket driven, notsupplydriven • It is easiertounderstandsimilarmarkets • Most Foreign Offices structuresandfree tradeagreementsare market driven • The promotion function is outside a country’s borders, henceregional • Country branding shouldberegional

  21. Market Intelligence portfolio MARKETS BUYERS Statistics Trends Trade channels BUSINESS 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

  22. Valuenomics www.valuemagics.com • A model for a trade support system • A blueprint forBSO’sservice portfolio • A tool todeveloptop sectors • A building block fortrade policy • The high roadfrompossibilityto opportunity TRADE

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