OneSteel Limited OneSteel Grinding Systems (OGS ... - Arrium

Value proposition work• Based on a market-centric framework developed by Dr. LynnPhillips*• Frames our offering to our customers in terms of value deliveredrather than product delivered• Identifies needs in the market and structures a value proposition(VP) and related value delivery system (VDS) to profitably deliverthe value to our customers• Channels• Products• Price• Support• Marketing Communications• VPs developed for each component of value chain• Dr Phillips actively involved in testing our VP and VDS work*Dr. Lynn Phillips pioneered one of the first graduate courses ever taughton Marketing-Centric Management and co-authored one of the firstpublished papers on importance of a winning value proposition in responseto changing market circumstances.