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Value Above Cost: Driving Superior Financial Performance with CVA, the Most Important Metric You've Never Used

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Value Above Cost: Driving Superior Financial Performance with CVA, the Most Important Metric You've Never Used

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  • Your Price: $31.99
  • List Price: $39.99
  • Includes EPUB, MOBI, and PDF
  • About eBook Formats
  • This eBook includes the following formats, accessible from your Account page after purchase:

    ePub EPUB The open industry format known for its reflowable content and usability on supported mobile devices.

    MOBI MOBI The eBook format compatible with the Amazon Kindle and Amazon Kindle applications.

    Adobe Reader PDF The popular standard, used most often with the free Adobe® Reader® software.

    This eBook requires no passwords or activation to read. We customize your eBook by discreetly watermarking it with your name, making it uniquely yours.

About

Features

A breakthrough approach to measuring customer value and maximizing shareholder value!

  • How to measure Customer Value Added and its components and use that information to steer your company forward.
  • How to develop winning strategies based on Customer Value Added, and structure your organization to manage it effectively.
  • Includes practical tools and worksheets for successfully understanding and managing Customer Value Added in your business.
  • Description

    • Copyright 2009
    • Dimensions: 6x9
    • Pages: 368
    • Edition: 1st
    • Book
    • ISBN-10: 0-13-604332-1
    • ISBN-13: 978-0-13-604332-4

    This book systematically explains how to maximize shareholder value. Columbia University's Don Sexton fully identifies the real drivers of shareholder value, unifying key concepts from marketing, branding, economics, management, finance, accounting, and statistics. Sexton introduces a powerful new metric: Customer Value Added (CVA), the difference between customer-perceived value and variable cost per unit. Next, he demonstrates CVA at work, presents research and case studies that prove its value, and shows how to use it to consistently measure, manage, and optimize profit, cash flow, and shareholder value. Readers will learn why CVA works; how to measure it; how changes in CVA correlate to changes in profits and cash flow; and how to use CVA to steer the enterprise. Along the way, Sexton illuminates CVA's key implications for managers, including why managers must focus attention simultaneously on both customers and costs, and why well-publicized "generic strategies" such as "net recommend" offer only part of the solution. Finally, drawing on his own extensive experience consulting on CVA and related issues, Sexton presents easy-to-use worksheets for translating CVA concepts into reality in your own organization.

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    Table of Contents

    Foreword     xviii

    Acknowledgments    xx

    About the Author     xxi

    Chapter 1: Marketing and Financial Performance     1

    Chapter 2: How CVA® Affects Financial Performance    33

    Chapter 3: CVA® over Time    65

    Chapter 4: Perceived Value    89

    Chapter 5: Costs    127

    Chapter 6: Managing CVA®    151

    Chapter 7: Managing CVA® over Time    181

    Chapter 8: Utilizing CVA® for Strategic Decisions     211

    Chapter 9: Utilizing CVA® for Marketing Program Decisions    247

    Chapter 10: Building the Marketing Accountability Scorecard     275

    Chapter 11: Organizing to Manage CVA®    293

    Endnotes     311

    Index    329

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