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

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9780062000453: How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're In

In a world of contracting markets and diminished consumer demand, The Cambridge Group founder Rick Kash and Nielsen Company CEO David Calhoun show companies how to find new customers and bigger profits. How Companies Win makes The Cambridge Group’s proprietary demand model—a strategy which multi-million dollar corporations pay premium rates to access—available to the general public for the first time. Taking the reigns from Larry Bossidy’s Execution, W. Chan Kim and Renée Mauborgne’s Blue Ocean Strategy, and Kash’s own The New Law of Demand and Supply, this is a must-have for succeeding in business in the twenty-first century.

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Review:

“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.” ( —Mark McDonald, Gartner)

“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.” ( —Jack Welch, bestselling author of Winning)

“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.” ( —Sheryl Sandberg, COO, Facebook)

“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.” ( —Brian Cornell, President & CEO, Sam's Clubs)

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.” ( —Mary Dillon, President & CEO, US Cellular)

“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.” ( —Joseph Tripodi, Chief Marketing and Commercial Officer, Coca-Cola Corporation)

“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. ” ( —Henry R. Kravis, Cofounder, Kohlberg Kravis Roberts)

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.” (LeadershipNow.com)

From the Back Cover:

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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Rick Kash, David Calhoun
Published by HarperCollins Publishers Inc, United States (2010)
ISBN 10: 0062000454 ISBN 13: 9780062000453
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Book Description HarperCollins Publishers Inc, United States, 2010. Hardback. Book Condition: New. 231 x 152 mm. Language: English . Brand New Book. 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. Bookseller Inventory # AAS9780062000453

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Book Description HarperCollins Publishers Inc, United States, 2010. Hardback. Book Condition: New. New ed.. 231 x 152 mm. Language: English . Brand New Book. 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. Bookseller Inventory # AAS9780062000453

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Book Description HarperCollins Publishers Inc. Hardback. Book Condition: new. BRAND NEW, How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're in, Rick Kash, David Calhoun, 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. Bookseller Inventory # B9780062000453

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