O desafio da Parte I é um desafio que muitas vezes está na base dos meus projectos nas PME:
"So what are the strategies that could possibly counter the commoditization scenario cited above? To begin, there are no quick fixes to the pervasive power of commoditization. As a permanent feature of today’s marketplace, it will continue to challenge business organizations, even the best managed."Os trechos que se seguem, retirados de "3 Countering Commoditization: Value-added Strategies and Aligning with Customers" de Kamran Kashani, encheram-me as medidas:
"Though there is no panacea, we can nevertheless identify three possible strategic trajectories that can bring much-needed differentiation to a commoditized core. These generic strategies are highlighted in the ‘value space’ of Figure 3.2 and are further explained below.
By moving to the right along the horizontal axis the firm is increasingly segmenting its current and potential customers and, in doing so, customizing its offers around the particular needs of those segments.
By moving up on the vertical axis, on the other hand, a firm is augmenting its value proposition beyond its core product, by ‘bundling’ related or even unrelated products and services into a single offer. In other words, there is more to the offer than the commoditized core product, thereby allowing greater differentiation.
examples of bundling include add-on services accompanying the core product such as financing, technical support and a general warranty for the total offer. The extra customer value that comes with bundling can be measured in the greater speed and convenience of working with a single supplier, a lower transaction cost and a more complete quality assurance for the augmented offer.
The two value-adding dimensions described above lead to four possible combinations identified in Figure 3.2 as the Core and three value-adding strategies: Targeted Extension, System Development and Solutions Innovation."