Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

ACKNOWLEDGMENTS

MANY INDIVIDUALS and organizations have provided support to enable us to write this book. While we are grateful to them all, we single out some of them here to explicitly acknowledge their contributions.

We first want to thank the many managers who so graciously took time out of their busy schedules to talk with us. The best practices that these managers shared with us made an enormous contribution. In particular, we would like to especially acknowledge:

Nada El-Zein, Akzo Nobel

Elisa Scarletta and Mark Stoneburner, Applied Industrial Technologies

Eric Berggren and Stefanie Zucker, Axios Partners

Steve Dehmlow, Composites One

Michael Lanham, Dow Corning

Alice Griffin and Robert Smith, Eastman Chemical

Robb Kristopher and Debra ...