Victor L. Hunter - Business to business marketing: creating a community of customers
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Business to business marketing: creating a community of customers
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In a highly competitive global marketplace, this idea of creating a community of customers is truly an intriguing and insightful way to do business--both short- and long-term. -- Dr. Stephen R. Covey Covey Leadership Center At last . . . Hunter and Tietyen have written a must-read implemenation guide for business marketers! -- Leonard A. Schlesinger George F. Baker, Jr., Professor of Business Administration Harvard University This book is revolutionary. Im convinced Vic Hunter and his associates have set the standard for business-to-business marketing in the 21st century. -- Bob Stone, Chairman Emeritus Stone & Adler, Inc. What an exceptional book! . . . Truly innovative thinking and a must-read for any executive responsible for his or her companys marketing future. -- Chuck Tannen, President Target Conference Corporation Two types of pioneers can alter the norms of how commerce succeeds: those who discover a better way and those who put that better way into practice. Hunter is one of the unique breed who meets both aspects of that definition. He has refined the art of database marketing and put it to use in solidifying business relationships. -- Edward L. Schmitz Director, New Business Development Shell Oil Products
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Business to Business Marketing : Creating a Community of Customers
author
:
Hunter, Victor L.; Tietyen, David.
publisher
:
NTC Contemporary
isbn10 | asin
:
0844232300
print isbn13
:
9780844232300
ebook isbn13
:
9780071395922
language
:
English
subject
Industrial marketing.
publication date
:
1997
lcc
:
HF5415.1263.H86 1997eb
ddc
:
658.8/4
subject
:
Industrial marketing.
The Experts Welcome Business-to-Business Marketing: Creating a Community of Customers
There is a small roster of leaders who created and nurtured the concept of business-to-business marketing. Vic Hunter is one of these early champions. Whether through his seminars or through this new book, he has used his passion for the customer to help each of us create better marketing strategies, more successful business plans, more inclusive sales opportunities. He knows how to drive us past the thinking stage into taking action. He is a fire-starter.
Marilyn Rutland, Vice President, U.S. Dental Division Henry Schein, Inc.
This book is revolutionary. I'm convinced Vic Hunter and his associates have set the standard for business-to-business marketing in the 21st century.
Bob Stone, Chairman Emeritus Stone & Adler, Inc.
What an exceptional book! While many marketers are still trying to tweak old sales and marketing paradigms, Vic Hunter has a realistic vision of how companies must change their approach in order to remain competitive in today's tough business environment. Truly innovative thinking and a must read for any executive responsible for his or her company's future marketing plans.
Chuck Tannen, President Target Conference Corporation
The ground rules in business-to-business marketing have definitely changed. No longer is it market share, or return on sales and assets. The goal now is not just selling the product, but owning the customer relationship. A "Community of Customers" is the company's single greatest asset.
Rick Keane, CBC, Executive Director Business Marketing Association
At last... a book that translates consumer service ideas into a business-to-business setting. Hunter and Tietyen have written a "must read" implementation guide for business marketers!
Leonard A. Schlesinger George F. Baker, Jr., Professor of Business Administration Harvard University
Vic Hunter's approach to marketing is unique, creative and sales enhancing. I appreciated his insight during our years together working with Amoco TBA.
Dan Beers, Director, Partner Development Amoco Oil Company
Vic Hunter's methodology proved relevant to every department at GTSI. We expect this methodology to become an important factor as we reengineer our company for success.
M. Dendy Young, President and CEO GTSI
Two types of pioneers can alter the norms of how commerce succeeds in America: those who discover a better way and those who put that better way into practice. Vic Hunter is one of the unique breed of entrepreneurs who meets both aspects of that definition. He has refined the art of database marketing and put it to use in solidifying business relationships.
Edward L. Schmitz, Director, New Business Development Shell Oil Products Company
If you want to rethink your whole concept of "customer marketing," you won't do better than to start with Hunter and Tietyen... their thinking is 10 years ahead of anyone else's.... Practical... Solid... Intelligent... and born out of frontline experience, not back-end theories.
Donald R. Libey, Libey Incorporated Direct marketing futurist, consultant, author, and speaker
Vic Hunter and his team have worked with us for six years. We used these concepts to build a strategic advantage in the marketplace and a productive Customer Service Center. Hunter Business Direct was a seamless extension of our field sales force. This book shares how to build that advantage into the business-to-business marketplace.
Tom Scott, Vice President Toshiba America Information Systems
This is an important book for those companies wanting to become more customer-focused. Congratulations for hitting the target with your idea of "creating a community of customers." I have seen books treating parts of this subject matter, but never all these great ideas and methods in one book. Hunter's business-to-business model of customer relationship management is unique and very applicable.
Jon Anton, Professor, Center for Customer-Driven Quality Purdue University
At Hallmark Cards, Inc., a strong corporation and brand identity have both been built around the concept of enhancing personal relationships. In some respects Vic Hunter's customer-focused marketing strategy is an extension of that same philosophy into the workplace and marketing environment. That's why it was easy to embrace these concepts into Hallmark's new business-to-business initiatives. Although the organizational integration of such concepts remains challenging, Vic offers some concrete examples of how to begin implementing such a strategy. The customer community concept is compelling enough to withstand the necessary changes that need to ensue within the organization because, very simply put, it works.
Claire Brand, General Manager Hallmark Business Expressions
Vic Hunter is one of the most thoughtful and experienced people involved in business-to-business marketing. He knows how to build a successful activity and his ideas are well worth considering.
Robert D. Kestnbaum, President Kestnbaum & Company
I believe this book will be a major success. Vic Hunter does an outstanding job of explaining that in order to remain competitive, manufacturers need to understand the importance of becoming customer focused.
Hunter makes it very clear that integrated win-win interdependent strategic relationships with channel partners and customers are critical ingredients that will result in increased customer loyalty and sustainable profitable growth.
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