How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're In

Overview

For the past twenty years, the growth formula for business has been to increase revenues by expanding product offerings and streamlining supply. But with the recent global recession, the world economy has changed forever. Now the old tools—most notably supply-chain management—are no longer enough. In a new digital age characterized by over-supply and too many product types in almost every market, the new challenge is to locate and capture the elusive pools of high-profit demand....

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How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're In

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Overview

For the past twenty years, the growth formula for business has been to increase revenues by expanding product offerings and streamlining supply. But with the recent global recession, the world economy has changed forever. Now the old tools—most notably supply-chain management—are no longer enough. In a new digital age characterized by over-supply and too many product types in almost every market, the new challenge is to locate and capture the elusive pools of high-profit demand.

Rick Kash and David Calhoun have the answer: a revolutionary, demand-driven model that has already proved successful for some of the world's most admired companies, including Best Buy, Anheuser-Busch, Hershey's, and Allstate. At the heart of this powerful new business model is an achievable vision for a new kind of winning company, one that uses sophisticated new tools and techniques to discover, characterize, and then serve these pools of high-profit demand—and in the process gain pricing power in that market. Kash and Calhoun show how to use everything from social networks to more revealing and effective consumer-research techniques and then introduce the demand chain, the logical new partner to your supply chain. The authors' principles, case histories, and insights will help your business run faster, cut costs, and become better able to deliver high-quality products and services, even in the tightest economic climate.

How Companies Win is a compelling call to action to engage every level within a company, small or large, local or global.

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Editorial Reviews

Publishers Weekly
The fundamental concepts behind business growth have changed dramatically in recent years due to oversupply, a weak global economy, a glut of competing businesses, and the rapid growth of the Internet. What was once a supply chain issue is now a demand chain issue. To foster growth in anemic economies and maintain market share is a major challenge but, by analyzing what customers truly want, being more sophisticated about market demographics, and gaining a deep understanding of increased customer sophistication, Kash (The New Law of Demand and Supply) and Calhoun (CEO of The Nielsen Company) believe companies can succeed. The experience the authors hold in business consultation and management clearly shows and, though their focus on market differentiation and customer research might seem self-evident, it can still prove useful to business owners looking to navigate the new global environment. The authors write clearly and expect a basic understanding of business analysis and marketing from their readers. While their first combined effort won't start any fires, many will find it useful.
(c) Copyright PWxyz, LLC. All rights reserved.
LeadershipNow.com
How Companies Win is a book about learning to understand demand. If you are relying on your customers to tell you what they want it’s too late.”
Mark McDonald
"Recommended reading for executives facing the need to grow revenues in a sluggish economy.... Kash and Calhoun provide executives with the ideas they need to answer the question, where do we go from here."
Jack Welch
"A persuasive case that winning in today’s market requires an understanding that supply-driven business models of the past will not keep pace with fundamental changes in our global economy and its digitally enabled consumer."
Sheryl Sandberg
"The rise of social networks has amplified the individual’s voice and this has sparked a revolution in demand. How Companies Win offers real-world solutions that you can implement right now to take advantage of these changes."
Brian Cornell
"With all of the options shoppers have today, it’s critically important to understand demand. It’s how you satisfy your customers better than your competitors. It’s the way companies will win."
Mary Dillon
"How Companies Win shows how to successfully manage in the future. Its fresh look at data and the case histories will stimulate the imagination of every business leader."
Joseph Tripodi
"The authors’ discussion of Precision as the 5th P adds a powerful new tool for marketers. It aligns exactly with our strategy of precision marketing."
Henry R. Kravis
"Calhoun and Kash have taken on the biggest business question of all: what it will take for companies to win in this new era of growing oversupply and heightened global competition. The conclusions they reach are eye-opening. "
—Mark McDonald
“Recommended reading for executives facing the need to grow revenues in a sluggish economy.... Kash and Calhoun provide executives with the ideas they need to answer the question, where do we go from here.”
—Jack Welch
“A persuasive case that winning in today’s market requires an understanding that supply-driven business models of the past will not keep pace with fundamental changes in our global economy and its digitally enabled consumer.”
—Sheryl Sandberg
“The rise of social networks has amplified the individual’s voice and this has sparked a revolution in demand. How Companies Win offers real-world solutions that you can implement right now to take advantage of these changes.”
—Brian Cornell
“With all of the options shoppers have today, it’s critically important to understand demand. It’s how you satisfy your customers better than your competitors. It’s the way companies will win.”
—Mary Dillon
How Companies Win shows how to successfully manage in the future. Its fresh look at data and the case histories will stimulate the imagination of every business leader.”
—Joseph Tripodi
“The authors’ discussion of Precision as the 5th P adds a powerful new tool for marketers. It aligns exactly with our strategy of precision marketing.”
—Henry R. Kravis
“Calhoun and Kash have taken on the biggest business question of all: what it will take for companies to win in this new era of growing oversupply and heightened global competition. The conclusions they reach are eye-opening. ”
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Product Details

  • ISBN-13: 9780062000453
  • Publisher: HarperCollins Publishers
  • Publication date: 10/12/2010
  • Pages: 272
  • Sales rank: 671,470
  • Product dimensions: 5.90 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Rick Kash is the founder and CEO of The Cambridge Group, the growth-strategy consulting firm. He is also the author of The New Law of Demand and Supply. Kash works with companies around the world to help them grow through demand-based business models.

David Calhoun has been the chairman of the executive board and CEO of The Nielsen Company since 2006. Calhoun has previously served as the vice chairman of the General Electric Company, the president and chief executive officer of GE Infrastructure, and the chief executive of several other GE divisions and subsidiaries.

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Table of Contents

Acknowledgments

Introduction: A New Strategy for a New Era 1

Part I Shift

One The Demand-Driven Company 15

How McDonald's Made the Winning Shift

Two The Demand-Driven Economy 27

Why the Relationship Between Supply and Demand Is Changing

Part II Strategy

Three Demand Profit Pools 55

A Demand-Based Framework for Growing Your Business

Four The Fifth P 85

Bringing a New Level of Precision to Your Business

Five Total Innovation 113

Finding Unsatisfied Demand and Fulfilling it

Six The Price Is Right 139

Finding the Right Price (At Last)

Part III Execution

Seven Organizing to Win 165

Aligning Your Company for Success

Eight The Demand Chain 195

Collaborative Networks Power a Profit Search Engine

Nine Supply, Meet Demand 209

The Partnership of Supply and Demand

Afterword A Fresh Start 223

Notes 233

Index 243

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Sort by: Showing all of 4 Customer Reviews
  • Posted December 3, 2011

    Marketing review

    This wasn't a bad book, but no really novel concepts. The basics of marketing remain the same. Having said that, knowing them and excellence in execution are different and a lot to be said for marketing professionalism. For generalists or non-marketing professionals, this is probably a good read. I found it a repeat of basic marketing.

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  • Posted April 20, 2011

    more from this reviewer

    Insightful treatise on why "supply and demand" is now "demand and supply"

    The concept of supply and demand has a venerable history. Scottish social philosopher Adam Smith used the phrase in "An Inquiry into the Nature and Causes of the Wealth of Nations." Other great economists and thinkers, from John Maynard Keynes to John Kenneth Galbraith, covered it extensively. Today's wisdom: Forget about it. Consultant Rick Kash and executive David Calhoun turn this bedrock concept inside out, transforming it into the "Law of Demand and Supply." They explain why businesses that focus on supply and attempt to force demand to align with it will lose big. The sooner sellers accept the reality of the demand economy and adjust, the better chance they will have to survive rocky economic times and flourish in the years to come. getAbstract finds that this book conveys an important message to business leaders. While these authors may not be Smith, Keynes or Galbraith, they certainly have a keen grasp of big concepts.

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  • Anonymous

    Posted October 25, 2010

    No text was provided for this review.

  • Anonymous

    Posted December 21, 2010

    No text was provided for this review.

Sort by: Showing all of 4 Customer Reviews

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