Treacy & Wiersma
The three value disciplines or competitive strategies are based on a certain value positioning. Each
value position provides a unique offering in which one specific value stands out.
Operational excellence: The low price, due to high standardization, efficiency, and a volume-
driven focus. The idea is to provide the customer with the core needs and wants at a good
quality level, but no more. Limited assortment variation. (Easyjet / mcdonnalds)
Product leadership; The form of its outstanding products. High-quality and innovative
products with high brand marketing based on the latest available technology. Focus on
design and development, short time-to-market, and gross margins due to short plc’s. (Nokia /
apple phones)
Customer intimacy; The outstanding service. Tailor-made and value-added services at a
premium price. Focus is on CRM, on-time delivery, exceeding customer expectations, lifetime
value concepts, reliability, and being close to the customer. (Ikea/bol.com)
Channel strategy
, Sales and Operations Planning (S&OP)
1. Generate aggregate demand forecast
2. Modify the forecast with demand knowledge
3. Create a consensus forecast
4. Create a ‘rough-cut’ capacity plan
5. Execute at SKU levels against demand
6. Measure performance
The three value disciplines or competitive strategies are based on a certain value positioning. Each
value position provides a unique offering in which one specific value stands out.
Operational excellence: The low price, due to high standardization, efficiency, and a volume-
driven focus. The idea is to provide the customer with the core needs and wants at a good
quality level, but no more. Limited assortment variation. (Easyjet / mcdonnalds)
Product leadership; The form of its outstanding products. High-quality and innovative
products with high brand marketing based on the latest available technology. Focus on
design and development, short time-to-market, and gross margins due to short plc’s. (Nokia /
apple phones)
Customer intimacy; The outstanding service. Tailor-made and value-added services at a
premium price. Focus is on CRM, on-time delivery, exceeding customer expectations, lifetime
value concepts, reliability, and being close to the customer. (Ikea/bol.com)
Channel strategy
, Sales and Operations Planning (S&OP)
1. Generate aggregate demand forecast
2. Modify the forecast with demand knowledge
3. Create a consensus forecast
4. Create a ‘rough-cut’ capacity plan
5. Execute at SKU levels against demand
6. Measure performance
