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

ISBN-10: 0062000454
ISBN-13: 9780062000453
Edition: 2010
List price: $26.99 Buy it from $0.51
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Description: Since World War II, the growth formula for business has been to increase revenues annually, consistent with an expanding economy. But with the recent financial collapse, the once profitable model they relied on- Supply Chain Management-isn't enough.  More...

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Book details

List price: $26.99
Copyright year: 2010
Publisher: HarperCollins Publishers
Publication date: 10/12/2010
Binding: Hardcover
Pages: 272
Size: 6.50" wide x 9.25" long x 1.25" tall
Weight: 0.946
Language: English

Since World War II, the growth formula for business has been to increase revenues annually, consistent with an expanding economy. But with the recent financial collapse, the once profitable model they relied on- Supply Chain Management-isn't enough. Today, companies are struggling to find a new way of competing and winning in a world of contracting demand. Rick Kash and David Calhoun have the answer: a revolutionary demand-driven model that has already proven successful for some of the world's biggest companies, including Hershey, Best Buy, Anheuser-Busch, Wells Fargo, Allstate, Wal-Mart, and Coke. At the heart of this powerful new business model is a vision of a new kind of company, one that is driven not by chasing lowest cost supply, but by demand: knowing how to precisely identify customers, target those that offer the highest profits, and then build a demand to capture them. The Demand model is not an improvised or trendy response to the recent global economic collapse. Nearly a decade in the making, it is a farsighted vision whose time has come, one that can help businesses run faster, cheaper, and deliver higher quality products and service even in the tightest economic climate. In the new economy, Supply Chain remains every bit as important as it has been, Kash and Calhoun advise. But now it has a partner of equal importance, the Demand Chain. Implemented together, these two pillars of growth are the new Business Model for How Companies Win.

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.

Acknowledgments
Introduction: A New Strategy for a New Era
Shift
The Demand-Driven Company: How McDonald's Made the Winning Shift
The Demand-Driven Economy: Why the Relationship between Supply and Demand Is Changing
Strategy
Demand Profit Pools: A Demand-Based Framework for Growing Your Business
The Fifth P: Bringing a New Level of Precision to Your Business
Total Innovation: Finding Unsatisfied Demand and Fulfilling It
The Price Is Right: Finding the Right Price (At Last)
Execution
Organizing to Win: Aligning Your Company for Success
The Demand Chain: Collaborative Networks Power a Profit Search Engine
Supply, Meet Demand: The Partnership of Supply and Demand
Afterword: A Fresh Start
Notes
Index

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