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“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 )
“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 )
“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 )
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.--This text refers to an alternate Hardcover edition. See all Editorial Reviews
How Companies win is certainly not in the top 20 business books that I've read this year. Might be a better read for someone who is early on their own personal journey but if... Read morePublished 6 months ago by GregP
Insightful, multiple case studies, provides a repeatable framework. Interesting and varied examples of application. Applies to multiple industries and economic cycles.Published 7 months ago by Kathryn V. Marinello
Both authors master the science of demand and show you with a simple language and nice examples how to manage your company to benefit from costumers satisfaction. Read morePublished 21 months ago by Luiz Gabriel Santos
While the second half of the book kinda blows, the first half if frick'en amazing.
Here is the key concept. Read more
Great book. About 1/2 wat through it. Having a chance to see how big business solve there problems and see that even a mega company like McDonalds can have problems and see how... Read morePublished on June 9, 2013 by Sedrick L. Emery
very good benefit/price ratio excellent deal good product.Excellent book just what I expected, so far very happy with my purchase.Published on March 28, 2013 by Homero Murzi
Companies have spent millions of dollars wringing every last drop of savings out of their supply chains. This is a good thing. Read morePublished on June 28, 2011 by Nick McCormick
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... Read morePublished on April 20, 2011 by Rolf Dobelli
This book is very pertinent to businesses and what we need to do to adopt to our changing world. The world indeed has become an economy of oversupply and we need to get better at... Read morePublished on February 22, 2011 by Paul