Big Winners and Big Losers The 4 Secrets of Long-Term Business Success and Failure

ISBN-10: 0131451324

ISBN-13: 9780131451322

Edition: 2006

Authors: Alfred A. Marcus

List price: $32.99
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Description:

What keeps great companies winning, year after year, even as yesterday's most hyped businesses fall by the wayside? It's not what you think or what you've read. to find the real answers, strategic management expert, Alfred Marcus, systematically reviewed detailed performance metrics for the 1,000 largest U.S. corporations, identifying 3% who've consistently outperformed their industry's averages for a full decade. Many of these firms get little publicity: firms like Amphenol, Ball, Family Dollar, Brown and Brown, Activision, Dreyer's, Forest Labs, and Fiserv. But their success is no accident, they've discovered patterns of success that have largely gone unnoticed elsewhere. Marcus also identified patterns associated with consistently inferior performance, patterns reflected in many of the world's most well-known companies. Drawing on this unprecedented research, Big Winners and Big Losers shows you what really matters most. You'll learn how consistent winners build the strategies that drive their success, how they move towards market spaces offering superior opportunity; and how they successfully manage the tensions between agility, discipline and focus. You'll learn how to identify the right patterns of success for your company, build on the strengths you already have, realistically assess your weaknesses, and build sustainable advantage one step at a time, in a planned and logical way.
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Book details

List price: $32.99
Copyright year: 2006
Publisher: Wharton School Publishing
Publication date: 10/10/2005
Binding: Hardcover
Pages: 400
Size: 6.50" wide x 9.50" long x 1.50" tall
Weight: 1.430
Language: English

Preface
About the Author
Introduction
Persistent Winning and Losing
A Sweet Spot
Agile, Disciplined, and Focused
Managing the Tension
In Summary
Companies that Hit and Missed the Mark
Characteristics of Winners and Losers
Time and Industry as Reference Points
Continued Outstanding Performance
How Market Leaders Create Shareholder Value
In Summary
Winners
Companies that Keep Winning
Amphenol
SPX
Fiserv
Dreyer's
Forest Labs
Ball
Brown & Brown
Family Dollar
Activision
In Summary
Sweet Spots
Co-Design
Embed
Broker
In Summary
Agility
Respond Swiftly to Threats and Opportunities
Don't Get Too Big-With Smaller Size Comes Greater Flexibility
Grow Your Business in Accord with Your Customers' Changing Needs
Move Toward New and Promising Markets Where Customers Have Specialized Needs Only You Can Meet
Be an Aggressive Acquirer, Taking Advantage of the Opportunities to Broaden and Enhance Your Product Offerings
Be Sufficiently Diversified So That You Can Compensate for a Decline in One Segment with Strengths in Another Segment
In Summary
Discipline
Maintain Ongoing, Effective Programs That Reduce Costs and Raise Quality
Control Distribution
Make for Smooth Transitions in Managing Your Acquisitions
Create a Special Culture to Get Your Employees Involved
Monitor and Influence Regulatory Changes, and Promptly Comply with Policies That Affect the Firm
In Summary
Focus
Focus on Core Strengths-Stick to Your Mission
Develop High-Growth, Application-Specific Products for Markets with Growth Potential
Extend Your Global Reach
In Summary
Losers
Companies that Keep Losing
LSI Logic
Snap-On
Parametric Technology
Campbell Soup
IMC Global
Goodyear
Safeco
The Gap
Hasbro
In Summary
Sour Spots
Too Expensive
Too Cheap
Too Broad and Complex
In Summary
Rigidity
Do Not Rely Exclusively on Expansion of Your Core Products for Growth
Avoid Over-Reliance on Hard-to-Differentiate Commodity Products Sold on the Basis of Price
Do Not Accumulate Additional Capacity at High Prices When Demand Is Insufficient
Respond Vigorously When Experiencing a Decline in Your Core Business Area
Don't Lag in Recognition and Reaction to Changes in Your Customers' Tastes
Bigger Is Not Necessarily Better
Move to Profitable Niches
In Summary
Ineptness
Develop Capabilities to Provide Best-in-Class Service and Customizable Offerings at Low Cost
Gain Mastery Over the Supply Chain
Be Proactive in Managing Your Acquisitions
Make Sure Your Employees Are Motivated
Maintain High Ethical Standards and Develop Capabilities to Manage Regulation
In Summary
Diffuseness
Maintain a Clear Strategic Direction-Do Not Spread Yourself Too Thin
Focus on Markets That Have Future Promise
Do Not Rely on a Global Focus to Fix Domestic Problems
In Summary
Conclusion
Winning and Losing Practices
A Sweet Spot
An Example of the Search for a Sweet Spot: The Market for Painkillers
Agility, Focus, and Discipline: Finding a Balance
A Diagnostic for Knowing if Your Company is Focused, Disciplined, and Agile
In Summary
Dell's Focus and Discipline
Turnarounds
Safeco
SPX
In Summary
Best Sellers Compared
Using the Stock Market as an Indicator of Performance
Additional Data on the Companies
Patterns of Winning and Losing Companies
Acknowledgments
Sources
Amphenol and LSI Logic Sources
SPX and Snap-On Sources
Fiserv and Parametric Sources
Campbell's and Dreyer's Sources
Forest Laboratories and IMC Global Sources
Goodyear and Ball Sources
Brown & Brown and Safeco Sources
Family Dollar Inc. and Gap Inc. Sources
Hasbro and Activision Sources
Endnotes
Index
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