The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market - Softcover

Wiersema, Fred; Treacy, Michael

Softcover

ISBN 10: 0201407191 ISBN 13: 9780201407198

Publisher: Basic Books, 1997

Synopsis

Why is it that Casio can sell a calculator more cheaply than Kellogg's can sell a box of corn flakes? Why can FedEx absolutely, positively" deliver your package overnight but airlines have trouble keeping track of your bags? What does your company do better than anyone else? What unique value do you provide to your customers? How will you increase that value next year? As customers' demands for the highest quality products, best services, and lowest prices increase daily, the rules for market leadership are changing. Once powerful companies that haven't gotten the message are faltering, while others, new and old, are thriving. In disarmingly simple and provocative terms, Treacy and Wiersema show what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world.

About this title

From the Back Cover:

Why is it that Casio can sell a calculator more cheaply the Kellogg's can sell a box of cornflakes? Why can FedEx ‘absolutely, positively’ deliver your package overnight but airlines have trouble keeping track of your bags? How is it that some companies are reinventing competition in their markets – setting new standards of quality, innovation and customer service – while others are seemingly oblivious to the changing world around them?

'The Discipline of Market Leaders' presents a deceptively simple thesis: that successful companies excel at delivering one type of value to their chosen customers. The key is focus. Market leaders choose a single ‘value discipline’ – best total cost, best product, or best total solution – and literally build their organisation around it.

Through detailed case studies of some of the world's best-knowncompanies, the authors examine the implications of each discipline from an operating standpoint, offering step-by-step guidance on choosing and implementing the right one, which will enable companies to stake their claim to market leadership.

A chapter featuring European companies, including Marks&Spencer, Whitbread and British Airways, has been specially written for this paperback edition.

‘Move over Michael Porter! You'll find it hard to put down this book, and even harder not to change your company after reading it’.
PHILIP KOTLER

‘Another cracker from CSC Index... Highly recommended’.
MANAGEMENT CONSULTANCY

Synopsis:

The runaway international bestseller with more than 600,000 copies sold, now expanded to make its message even more compelling for todays market leaders.. Why is it that Casio can sell a calculator more cheaply than Kelloggs can sell a box of corn flakes? Why can FedEx absolutely, positively deliver your package overnight but airlines have trouble keeping track of your bags? What does your company do better than anyone else? What unique value do you provide to your customers? How will you increase that value next year? As customers demands for the highest quality products, best services, and lowest prices increase daily, the rules for market leadership are changing. Once powerful companies that havent gotten the message are faltering, while others, new and old, are thriving. In disarmingly simple and provocative terms, Treacy and Wiersema show what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world.

About this edition

• Publisher: Basic Books
• Publication date: 1997
• ISBN 10: 0201407191
• ISBN 13: 9780201407198
• Binding: Paperback
• Number of pages: 210