Jeffrey Fox is the founder and President of Fox & Company, Inc., a marketing consulting firm that specializes in various applications of a proprietary value-selling methodology called dollarization. This includes marketing strategy development, innovation enhancement, selling skills training, and branding.
Prior to starting Fox & Co., Fox was Corporate Vice President of Loctite Corporation. He was also Director of Marketing for the wine division of The Pillsbury Co., and held various senior level marketing jobs at Heublein, Inc. including Director of New Products. Fox is the winner of several awards in the field of marketing: Sales & Marketing Management magazine's Outstanding Marketer Award, American Marketing Association's Outstanding Marketer in Connecticut, and the National Industrial Distributors Award as the Nation's Best Industrial Marketer. He is the subject of a Harvard Business School case study that is rated one of the top 100 case studies, and is thought to be the most widely taught marketing case in the world.
Jeffrey Fox is a member of the Board of Directors of Saint Francis Hospital, one of the nation's top 100 hospitals. Fox's five hard-hitting books have become international business bestsellers. This includes, How to Become a Good Boss and How to Become CEO and How to Become a Rainmaker, both of which have been New York Times, Business Week and Wall Street Journal bestsellers. In 2003, Fox published How to Become a Marketing Superstar, whose entertaining and iconoclastic marketing insights ring true to marketers in all industries. In his most recent book, The Dollarization Discipline, Jeffrey Fox shows organizations how to effectively communicate the economic value created by their products and services.
Fox graduated from Trinity College in Hartford, Connecticut, and earned his MBA from Harvard Business School. He served as Trustee of Trinity College, and has won several alumni awards including Person of the Year.
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People buy for one of two reasons: to feel good or to solve a problem. "Feel good" is measured in intangible values, such as the stylish fit of a sweater, the taste of a fine wine or the tight cornering of a new sports car. The solution to a problem represents either the avoidance of loss (e.g., reduced warranty costs) or the chance for gain (e.g., improved sales). Both the avoidance of loss and the chance for gain can be measured in dollars and cents, or "Dollarized." Dollarizing is the act of assessing the differences between your products and competitive products and calculating the financial impact those differences have on your customer. Dollarization has been successfully used to dollarize products ranging from a $1 million pharmaceutical centrifuge to a 2¢ o-ring. It has also been used to fend-off low-price competitors, to sharpen advertising claims, to set pricing and to segment customers. Whether you sell medical devices to hospitals, capital equipment to heavy industry, or pesticides to farmers, you will improve your sales, margins and marketing effectiveness by dollarizing your product's actual value.
Jeffrey Fox at Fox & Co. has developed proprietary approaches to measuring and maximizing salesforce efficiency. Sales managers can learn, quantitatively, how their best people invest available selling time, including a measurement of expected sales dollars per sales call. This knowledge is used to improve the efficiency of others in the salesforce. Simple tools can tell the sales manager what the expected outcome would be of adding one additional sales person, of getting each salesperson to make one more call per week, and so on. Fox & Co. also develops, in conjunction with its customized selling skills training programs, sales resource allocation models that help salespeople properly allocate their selling time. The model addresses several common sales planning flaws: Salespeople call on too many accounts, and therefore don't have enough time to call on those accounts often enough to be successful. Salespeople don't spend enough time with the accounts that provide the best opportunity for growth. Salespeople spend too much time calling on low potential accounts. Salespeople don't realize how precious few sales calls they have to invest each year.
Fox & Co. clients face a host of business situations that require a fresh assessment of marketing strategy and the development and refinement of strategies to optimize future growth. Some of the catalysts include sales growth stagnation, market share slippage, the emergence of new competitive threats, pre-acquisition due diligence, post-acquisition integration, and the entry of new management. Fox & Co. addresses all such engagements with a disciplined combination of market research, client input and innovative thinking about crafting strategy.
To help clients improve their sales and marketing effectiveness, Fox & Co. develops customized training programs that improve the productivity of client sales and marketing functions. Specific training areas include value-added selling, sales management, product management, customer service, and case study-based strategy seminars. Because each training program is built specifically to address a client's circumstances, content and implementation options are fully flexible.
National Sales Manager, Major Retirement Services Company
Most speakers and authors I’ve seen offer either useless entertainment or clever theories with no application. Fox is real. His books are readable and his ideas are workable. What a refreshing change!
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