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The Loyalty Leap: Turning Customer Information into Customer Intimacy
₦4,000Collecting data is easy for marketers. Figuring out what to do with it is hard.
Technology has made it almost routine for companies to know exactly when, where, and how their customers shop, both online and off. As soon as someone pulls out a credit card—or even better, a membership rewards card—the data floodgates open. United Airlines knows if you think it’s worth $25 to check a suitcase. Verizon knows how often you call your mom. Hilton knows if you prefer a higher floor and a room away from the elevator.
But after gathering and crunching all this customer data most companies have little or no idea how to use it. They either let it go to waste or abuse it with ill-considered, irrelevant, or even creepy marketing pitches. There’s a much better option, as Bryan Pearson has discovered after twenty years of studying the hidden patterns of consumer behavior. It really is possible to turn customer information into customer intimacy— systematically, efficiently, and without invading anyone’s privacy. And intimacy is the key to long-term loyalty, growth, and profits. As Pearson writes:
Customers can only be acquired, churned, and reactivated so many times before they tire of your brand. There is a proven marketing equation in which customers willingly share information with you in the expectation of being better served and valued during future transactions. Capitalizing on that equation is our business responsibility.
The Loyalty Leap will give you the tools to persuade customers to share more information in their own best interests. And it will help you make sense of all that data to build strong customer relationships. It also shares compelling examples, including:
- How Shell increased sales while reducing its network of gas stations by giving its best customers incentives to buy from another location.
- How GameStop offers its PowerUp Rewards members access to such events as the Comic-Con convention.
- How McDonald’s in Finland used location-based marketing to send special offers to customers near one of its locations, with a 40 percent response rate.
- How Caesars Entertainment uses data from its 40 million Total Rewards members to draw complete customer profiles, resulting in increased visits.
Pearson believes this is one of the most exciting times in the history of marketing, and that loyalty marketing will be increasingly essential for years to come. His book will take you behind the curtain to show how the best companies are doing it.
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COMPELLING PEOPLE: THE HIDDEN QUALITIES THAT MAKE US INFLUENTIAL
₦4,000Get this book at the best bookshop in Abuja. Order now!
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The Manager’s Guide to HR: Hiring, Firing, Performance Evaluations, Documentation, Benefits, and Everything Else You Need to Know
₦4,000Managing people is a tricky business–and managers and small business owners can no longer get by without understanding the essentials of human resources. New questions abound. In our increasingly legal-minded age, how much documentation do we need to keep on each employee? What’s the best way to confront complicated personnel issues, and even workplace violence? The Manager’s Guide to HR provides readers with a straightforward, step-by-step guide to human resources topics, including:hiring – performance evaluations and documentation – training and development – benefits – compensation – employment laws – documentation and records retention – firing and separationThe book clarifies hot-button issues such as dealing with conflict, privacy issues, COBRA compliance, disabilities, sexual harassment, and more. The Manager’s Guide to HR is a quick and ready reference for every leader.
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Hearing the Voice of the Market: Competitive Advantage Through Creative Use of Market Information
₦2,000More than ever before, companies must listen to and correctly interpret the voice of the market. They must be fully attuned to the signals that come from customers, dealers, and competitors in order to make the right decisions. Firms that lose touch with the market, that either ignore or misinterpret its meaning, will fail in today’s competitive environment. This book provides guidance on how managers may make better use of market information. It argues that market research on its own is not enough, and that an intelligent system of interpreting and using market research information is required.
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Managing for the Short Term: The New Rules for Running a Business in a Day-to-Day World
₦2,000Martin has found that nothing consumes bus. managers more than how to manage a co. in the weeks & months immediately ahead. If you don t manage for the short term, you won t be around for the long term. As founder of the Net Future Inst., an exec. think tank made up of some 3,000 high-level exec. at over 1,400 co s., Martin has interviewed & gathered the insights of thousands of mgmt. specialists to discover how co s. are successfully zeroing in on improving short-term performance, while still balancing these efforts with long-term strategic goals. By looking to managers & exec. at co s. like IBM, Deloitte & Touche, Kraft, AT&T, & Dow Chemical, Martin has uncovered the best practices that help propel short-term performance
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New Think & Grow Rich by Ted Ciuba
₦1,500Why Write A New Think and Grow Rich? At first exposure the very idea of rewriting the greatest success classic of all time sounds like some fruit from California announcing he’s re-written the Bible. However, looking at it correctly, wouldn’t it be amazing if a “how-to” manual didn’t need updating after 70 years of service? What other body of knowledge and practice has not progressed dramatically in the intervening years?! Can the science of personal achievement be any different? So what kinds of changes can you expect? Certainly modern advances in neuro-science, motivation, NLP, and quantum reality make it easier to grasp the secret, and have been included. Also, those uncomfortable “isms of an antique age” have been eliminated. You no longer have to be a white American male to achieve success..thus the language, quotes, examples and stories include, while retaining much of the familiar work, women, other races and nationalities. More accessible for young people, who need it most
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The Essential Drucker: The Best of Sixty Years of Peter Drucker’s Essential Writings on Management
₦2,000Get this book at the best bookshop in Abuja. Order now!
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Competitive Strategy Techniques for Analyzing Industries and Competitors
₦7,000Now nearing its 60th printing in English and translated into nineteen languages, Michael E. Porter’s Competitive Strategy has transformed the theory, practice, and teaching of business strategy throughout the world. Electrifying in its simplicity — like all great breakthroughs — Porter’s analysis of industries captures the complexity of industry competition in five underlying forces. Porter introduces one of the most powerful competitive tools yet developed: his three generic strategies — lowest cost, differentiation, and focus — which bring structure to the task of strategic positioning. He shows how competitive advantage can be defined in terms of relative cost and relative prices, thus linking it directly to profitability, and presents a whole new perspective on how profit is created and divided. In the almost two decades since publication, Porter’s framework for predicting competitor behavior has transformed the way in which companies look at their rivals and has given rise to the new discipline of competitor assessment.
More than a million managers in both large and small companies, investment analysts, consultants, students, and scholars throughout the world have internalized Porter’s ideas and applied them to assess industries, understand competitors,, and choose competitive positions. The ideas in the book address the underlying fundamentals of competition in a way that is independent of the specifics of the ways companies go about competing.
Competitive Strategy has filled a void in management thinking. It provides an enduring foundation and grounding point on which all subsequent work can be built. By bringing a disciplined structure to the question of how firms achieve superior profitability, Porter’s rich frameworks and deep insights comprise a sophisticated view of competition unsurpassed in the last quarter-century.
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Sun Tzu For Execution: How to Use the Art of War to Get Results
₦1,500While most other titles on Sun Tzu emphasize the strategic or philosophical nature of Sun Tzu’s writings, this guide will show readers how to implement The Art of War tactically and operationally. It promotes savvy strategic principles from Sun Tzu such as: share rewards, coordinate resources, and choose your timing. “Sun Tzu for Execution” enables readers to achieve results and improve their bottom line. Filled with insight commentary and examples from companies that are best in class at execution, “Sun Tzu for Execution” makes strategy actionable.
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Reforming the Unreformable: Lessons from Nigeria
₦1,500Get this book at the best bookshop in Abuja. Order now!
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Consult Yourself: The NLP Guide to Being a Management Consultant
₦5,000This book is essential reading for anyone involved or interested in consultancy. Suitable for independent consultants, partnerships, associates, and new entrants to large consultancy practices, it covers:
– Essential Neuro-Linguistic Programming (NLP) based consultancy strategies that will revolutionize approaches to planning, analysis, problem solving, IT, networking, and marketing.
– Techniques to enable the reader to manage more time effectively, present information, interview, coach, collaborate, evaluate and be confident. -
The Winner’s Brain: 8 Strategies Great Minds Use to Achieve Success
₦1,500Get this book at the best bookshop in Abuja. Order now!