Indispensable: How to Become the Company That Your Customers Can't Live Without

by Joe Calloway

Book Overview

A five-step strategy for turning a commodity into a necessity

When products and services become interchangeable, price becomes the ultimate determinant for consumers. Indispensable shows businesses how to break out of that cycle by using The Five Drivers-a strategy that takes companies to the next level of performance. Renowned business consultant Joe Calloway looks at how real companies have made their product or service "mission critical,"...

• Format: Hardcover
• Language: English
• ISBN: 0471703087
• ISBN13: 9780471703082
• Release Date: April 2005
• Publisher: Wiley
• Length: 240 Pages
• Weight: 0.97 lbs.
• Dimensions: 0.9" x 5.9" x 9.1"

Customer Reviews

Fabulous ideas backed up by case studies

When I saw the raving testimonials on the back cover by executives from Saks Fifth Avenue, Volvo, Tractor Supply, and Quill Corporation, I was dubious. What could be so great about this book? I'm a believer. From understanding how to compete against the "lowest price" provider to unique case studies ranging from a revolutionary bank and W Hotels to a pancake restaurant and selling guru Geoffrey Gitomer (Little Red Book of Selling), Calloway has written a compelling business book that will force you to examine your own business in a way that inspires performance improvement. Those who haven't spent time "in the trenches" of business or management probably won't get it, but for those who have to constantly find ways to improve productivity - this is the book to read this year. You won't find a book with more practical or engaging case studies anywhere.

Read this book!

Meet Joe Calloway, a consultant on branding and competitive positioning. He's delightfully candid, direct, instructive, and stimulating. As you read this book, you will get to know Calloway as a human and consumer with feelings...that certainly come out in this text. I thoroughly enjoyed page after page of stories of how companies become indispensable...or not. The conversational tone is captivating and motivating. You'll read about the Five Drivers: create and drive momentum, develop habitual dependability, continuous connection, big picture outcome, and engage, enchant, and enthrall. The chapters illuminate these drivers and deliver even more. I found myself looking at my business relationships much differently-both as a consumer and as a deliverer of goods and services. Between Calloway's lessons, countless examples, and case studies is an intricate fabric of a clear message. Be indispensable or lose to the competition. I won't tell you more details-there's too much to try to convey the depth of this book in a review. Read it. Expect to be thoroughly engaged by this book, eager to return to it every time you put it down. And, expect to send it to someone who really needs it when you're finished!

Joe Calloway is a star

Great writing technique. Get to the punch lines quick and establish clearly what needs to be done. A perfect reminder that we all seem to forget how easy it is to captivate our customers' attention and have them come back for more. Also great examples that cover many industries giving clear pictures of the difference between great and mediocre companies.

An Excellent Book

I read dozens of business books each year, and have more than 40 "customer service / customer focus" books sitting on the shelf next to my desk -- but I would easily put this book in my top 3! Very well written, great ideas, real-life examples -- all delivered in a lively, honest - even fun format. I have read Joe's other book too (How to become a category of one) -- also a book full of super ideas. This book is absolutely worth buying and reading. I highly recommend "Indispensable" -- I liked it so much I gave copies to all my staff and a few of my top clients! John Spence --- www.johnspence.com

Definitely a must read!

Joe Calloway is a brilliant thinker, author and speaker! His thoughts on how to become 1ndispensable are practical, stimulating truths that few take the time to either think through or consistently act on. Joe's writing style is engaging and energizing, inspiring the reader to build on the Five Drivers in our businesses so that we can become the company our customers can't live without. My mind is racing, considering the multitude of opportunities that when acted upon will create profound results...I highly recommend this book.