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

Informal networking reception and dinner:
Radisson SAS Hotel, Galway, Ireland


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

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

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
Lunch and adjournment