PPT Slide

The New Environment: The E - Organization (E)

• In the off-line world, products and services were designed and built far in advance of customer needs, and there was little customers could do to configure those products and services to their own requirements. No more. The Net currently allows a vendor to build to demand, thus keeping inventory to a minimum. Increasingly the Net will enable building to spec.

• Solution selling and online advice are ways in which online merchants can find some relief from the Web's tendency to drive prices to zero. Think about the economics of teaching thousands of Home Depot employees to give helpful advice to weekend do-it-yourself enthusiasts. Now think about the economics of making that advice available on the Web. No contest.

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