Stretch!: How Great Companies Grow in Good Times and Bad

Stretch!......Page 4
CONTENTS......Page 10
PREFACE......Page 14
ACKNOWLEDGMENTS......Page 16
INTRODUCTION......Page 18
PART I THE GROWTH LANDSCAPE......Page 32
CHAPTER 1 Mapping the Challenges and Hurdles to Growth......Page 34
The Growth Challenge: It’s More Than One Summit......Page 35
Many Popular Growth Concepts and Strategies Have Failed......Page 39
The Coca-Cola Challenge: Growth Hurdles at the Turn of the Century......Page 42
Can We Overcome the Growth Challenge?......Page 44
CHAPTER 2 The Consolidation Game......Page 46
Learn by Example......Page 47
CHAPTER 3 Governments Can Help and Hinder Growth......Page 62
Industry Growth Rates Vary by Country......Page 64
Governments Promote Specific Target Industries......Page 66
Mixing Business and Politics on the Endgames Curve......Page 68
Heightened Levels of Protectionism......Page 73
A Brief World Tour......Page 74
Lessons Learned......Page 81
PART II THE CASE FOR GROWTH......Page 84
CHAPTER 4 The Growth Objective......Page 86
Find the Right Path......Page 88
Pulling All the Right Levers......Page 103
CHAPTER 5 Getting Ready to Grow......Page 106
Positive Aspects of Growth......Page 107
The Impact of Industry Consolidation......Page 112
The Growth Diagnostic......Page 116
PART III THE STRETCH GROWTH MODEL......Page 120
CHAPTER 6 Introduction to the Stretch Growth Model......Page 122
A Tale of Two Strategies......Page 123
Decentralized and Unified......Page 136
CHAPTER 7 Operations: Removing Bottlenecks and Barriers......Page 140
Operations-Driven Growth at Wal-Mart......Page 141
1. Sourcing and Vendor Management......Page 142
2. Product and Service Quality......Page 144
3. New Product Development......Page 145
4. On-Time Delivery......Page 147
5. Superior Customer Service......Page 148
6. Sales Effectiveness......Page 149
7. Pricing Strategy and Execution......Page 151
Graco......Page 152
CHAPTER 8 Organization: Creating High-Performing Companies......Page 154
Goldman Sachs......Page 155
Eliminate Friction......Page 159
Break Down Growth Barriers......Page 161
Sara Lee......Page 164
Improve Decision-Making Processes......Page 165
Align Compensation and Growth......Page 166
HSBC Holdings......Page 167
CHAPTER 9 Strategy: Exploiting Strategic Levers......Page 172
Toyota......Page 173
What Industry Are You Really In?......Page 176
What Is Your Customer Growth Strategy?......Page 177
What Distribution Channels Fuel the Best Growth?......Page 178
Which Countries Should You Compete In?......Page 179
What Is the Best Product Portfolio?......Page 180
Teleflex......Page 181
Where Do Mergers and Acquisitions Fit In?......Page 183
Robert Mondavi......Page 185
CHAPTER 10 Stretch: Achieving Extraordinary Growth......Page 190
Nestlé......Page 191
Value Chain and Business Model......Page 194
Customer Base......Page 195
Service......Page 197
Partnership and Risk Sharing......Page 198
Distribution Channels......Page 199
Brands......Page 200
Convenience and Customization......Page 201
Geographic Reach......Page 202
Technology......Page 203
Johnson & Johnson......Page 204
PART IV EXECUTION AND CONCLUSION......Page 208
CHAPTER 11 Organizing for Growth: Resourcing Implementation Considerations......Page 210
Gaining the Conviction for Growth......Page 212
Selecting the Right CEO for Growth......Page 215
Establishing a Growth Culture......Page 217
Organizing for Globalization and Geographic Expansion......Page 220
CHAPTER 12 Reengineering Your Business Processes for Growth......Page 224
Basic Enabling Processes......Page 225
Innovation: The Birth of New Products and Services......Page 227
Growth Portfolios......Page 230
Managing Merger and Acquisition Decisions......Page 231
CHAPTER 13 Future Challenges for Growth......Page 240
Reasons for Hope......Page 242
Growth Prospects for Major Regions......Page 243
Growth Predictions in Key Industries......Page 245
Stretch into the Future......Page 249
APPENDIX Overview of Economic Value Added (EVA) and Other Value Frameworks......Page 252
Pricing Strategies......Page 256
NOTES......Page 262
INDEX......Page 264