Product Description

Though most companies claim to be growth oriented, surprisingly few actually achieve double-digit growth-and over the past 10 years, that percentage has steadily decreased. In HOW TO GROW WHEN MARKETS DON'T, AdrianSlywotzky andRichardWise examine this problem and offer real solutions, including how to fully map customers' higher- order needs and ways to get investors to change their thinking. They also offer methods to enhance existing asset bases through acquisitions, partnerships, and licensing, and suggest that companies learn not to depend on the CEO to solve the growth crisis. Creating sustained growth in company value has never been an easy task-in fact, it's getting more and more difficult in today's economic climate-and HOW TO GROW WHEN MARKETS DON'T addresses the need for solid and sensible advice.

Product Details

• Amazon Sales Rank: #1142736 in Books
• Published on: 2003-04-03
• Original language: English
• Binding: Hardcover
• 352 pages

From Publishers Weekly
In this shrewdly titled volume for today's tough economy, global strategy consultants Slywotsky (The Art of Profitability) and Wise analyze companies in mature markets that have managed to achieve significant growth without venturing outside their industry, manipulating their financial statements or acquiring dot-coms. Their chief insight is that established companies with experience in their field have, aside from their core business, a wealth of hidden assets-customer contacts, technical expertise, efficient business models-that they can exploit to grow new businesses. Take John Deere, which studied the growth in home ownership (and consequently in the residential landscaping market) and decided to graft its trusted brand name and expertise in agricultural equipment onto a significant growth market. Clarke American took an apparently waning business-check printing-and morphed it into a customer services firm for large banks. By building on intangible assets like brand recognition, knowledge of the customer and distribution channels, these companies transformed themselves into growth centers for new products and services. The authors gloss over many of the problems that hamper blue chip companies seeking growth, however-e.g., market attrition, declining cash flow, recalcitrant middle managers and stodgy tradition-and fail to note that many of the corporations they cite here fall into current growth industries like personal banking, health care and home ownership. Nevertheless, the book does take an imaginative look at the possibilities open to mature companies looking to rejuvenate themselves.
Copyright 2003 Reed Business Information, Inc.

From AudioFile
Two experts on corporate growth and profitability tell how nimble companies find additional profit by mining the margins of existing revenue categories. They describe how today's best companies look for problems and opportunities in their customers' businesses and find solutions that stretch the boundaries of their product and service lines. The quality of the analysis and recommendations is first-rate and draws on a careful integration of the fields of marketing, customer service, and creativity. While the writing and narration are strangely flat, this quality becomes a nonissue as the meat of the program gradually takes center stage and is supported by lively business stories. A thought-provoking and expansive audio for entrepreneurs managing any type of business. T.W. © AudioFile 2003, Portland, Maine-- Copyright © AudioFile, Portland, Maine