Customer Value Network 2007 Spring Meeting
Hosted by Ingersoll Rand, April 18-19, Galway, Ireland

Preliminary Agenda

Using CVA Tools for Value Innovation, Product Positioning,
Value-Based Pricing, and Value Selling

Tuesday, April 17, 2007 -- Reception and dinner
1900
Informal networking reception and dinner:
Radisson SAS Hotel, Galway, Ireland

 

Wednesday, April 18-- Network Meeting
Ingersoll Rand, Monivea Road, Mervue, Galway, Ireland

8:30
Welcome and Overview

Using Customer Value Analysis to position products, set prices, and craft winning value propositions

Donal Cox, Ingersoll Rand

Bradley Gale, CVI

10:00 Break  
10:30 Self introductions (marketing strategy issues, data, tools, & actions) All participants
10:45 Combining total-life-cost analysis with techniques for appraising performance differences vs. rival brands Bill Roxby, Thermo King, IR
11:30 Developing a value innovation and analysis system for product positioning and value-based pricing Donal Cox. Ingersoll Rand
12:15 Lunch  
13:00 Launching value profiling - designating the people, selecting the product-market categories, assembling the CV data/tools, and linking CVA to related activities (QFD) Jeff Saad, Perkins Engines , Caterpillar
13:45 How we are linking customer value to action planning sessions, key performance indicators, and metrics Janet LeBlanc, Canada Post
14:30 Mini Break  
14:45 Identifying and overcoming barriers to customer value analysis and management Panel
15:30 Customer value accounting for value-based pricing at Trane Joe Marigliano, Trane
16:00 New Techniques and Tools for Resolving Marketing Strategy Issues Don Swire, CVI
16:45 Summary comments
--Ideas/ session topics for next CVN meeting
--Takeaways from this meeting 		Each Participant
17:00 Close  
19:00 Networking reception and dinner - Hosted by Ingersoll Rand at a scenic seaside location - 30 minutes from downtown Galway. Hosted by Ingersoll Rand

 

Thursday, April 19, 2007 -- Value-Strategy Toolkit™ Workshop
Ingersoll Rand, Monivea Road, Mervue, Galway, Ireland

  
8:00
Value-Strategy Toolkit: Action Learning Workshop
Bradley Gale, Donald Swire (CVI )
10:30 Tour of Ingersoll Rand Galway Plant - " the jewel of IR's European manufacturing" Donal Cox
12:30
Lunch and adjournment