Where Value Hides: A New Way to Uncover Profitable Growth For Your Business

WHERE VALUE HIDES: A New Way to Uncover Profitable Growth for Your Business......Page 5
CONTENTS......Page 7
ACKNOWLEDGMENTS......Page 9
INTRODUCTION: WHERE VALUE HIDES AND WHY IT MATTERS......Page 11
THE ORIGINS OF STRATEGIC MARKET POSITION......Page 15
WHAT YOU CAN FIND IN WHERE VALUE HIDES......Page 16
WHY YOU AND YOUR COMPANY SHOULD INVEST IN SMP......Page 18
PART I: WHY PROFITABLE GROWTH IS SO HARD TO FIND......Page 19
CHAPTER 1: WHERE YOU SHOULD COMPETE......Page 21
STRATEGIC MARKET SEGMENTS ARE MORE IMPORTANT THAN MARKET SHARE......Page 25
CHAPTER 2: BIGGER MAY BE WORSE......Page 45
LIFE ON THE EXPERIENCE CURVE......Page 46
STUCK IN THE MIDDLE: THE PORTER VIEW......Page 49
PIMS: A PROMISING DEAD END......Page 51
DAIMLERCHRYSLER VERSUS BMW: IS BIGGER BETTER?......Page 54
MARKET SHARE AND VALUE CREATION AT BMW AND DAIMLERCHRYSLER......Page 59
LESSONS IN SMP: BIGGER MAY BEWORSE......Page 63
CHAPTER 3: UNCOVERING WHERE VALUE HIDES......Page 65
A TALES OF TWO MOTOR MAKERS......Page 66
INTRODUCING THE VALUE MAP......Page 70
THE LAST WORD ON MOTORS......Page 79
WHAT, WHY, HOW, WHO, AND WHEN......Page 86
PART II: HOW TO USE STRATEGIC MARKET POSITION TO CHART YOUR BUSINESS STRATEGY......Page 87
CHAPTER 4: CAPTURING VALUE......Page 89
WHO SHOULD USE SMP?......Page 90
A CASE IN POINT: EASY AIRLINES......Page 98
WHEN SHOULD YOU USE SMP?......Page 102
LOOKING AHEAD......Page 113
CHAPTER 5: DOING THE DETECTIVE WORK......Page 115
IN THE CONFERENCE ROOM......Page 116
THE FIVE STEPS FOR DETERMINING SMP......Page 120
UNCOVERING VALUE IN THE HEALTH-CLUB GAME......Page 136
GEOGRAPHIC SEGMENTATION IN OTHER BUSINESSES......Page 145
MANY PATHS THROUGH THE WOODS......Page 147
CHAPTER 6: APPLYING SMP TO SALES AND MARKETING......Page 149
INTRODUCING OUR CENTRAL CHARACTER: C.H. GUENTHER & SON, INC.......Page 150
THE PROBLEM STATEMENT: 1993......Page 152
NUMBERS AND WHAT TO DO WITH THEM......Page 154
WHAT ARE THE REAL SEGMENTS?......Page 158
A PRESCRIPTION AND RELATED CHALLENGES......Page 163
IMPLEMENTING SMP AT GUENTHER......Page 167
THE IMPLICATIONS FOR SALES AND MARKETING......Page 170
PART III: KEY APPLICATIONS OF STRATEGIC MARKET POSITION......Page 173
CHAPTER 7: USING SMP TO FIND NEW MARKETS......Page 175
BAXTER: A TALE OF TWO VENTURES......Page 179
THE SMP TEST......Page 184
BEST BUY BUYS GEEK SQUAD: PUTTING ADJACENCIES TO WORK......Page 188
LINK TO FINANCIAL HURDLES......Page 195
GENERAL ELECTRIC STEPS INTO AN ADJACENT STRATEGIC SEGMENT......Page 196
GE THROUGH THE SMP LENS......Page 199
EVEN BIGGER CHALLENGES......Page 200
CHAPTER 8: SMP STRATEGIES FOR LOW-GROWTH OR LOW-MARGIN BUSINESSES......Page 201
THE STARTING POINT: YOU, YOUR INDUSTRY, AND YOUR SMP......Page 202
STRONG SMP, WEAK PERFORMANCE......Page 205
WEAK OVERALL SMP......Page 212
WEAK SMP EVERYWHERE......Page 217
CREATING VALUE BY SELLING OUT: VICURON......Page 222
DIGGING OUT OF A HOLE......Page 224
CHAPTER 9: WHEN DO ACQUISITIONS MAKE SENSE?......Page 227
QUAKER BUYS SNAPPLE: A COSTLY MISTAKE......Page 229
HP AND COMPAQ: INVESTING IN WEAKNESS......Page 237
FROM THE COMPAQ SIDE OF THE LEDGER......Page 239
NORTHROP: GETTING IT RIGHT......Page 246
APPLYING SMP MORE BROADLY: A NONPROFIT MERGER......Page 251
THE VALUE OF SMP TO YOU......Page 255
THE INFORMATION YOU NEED......Page 259
PIECING IT TOGETHER......Page 269
NOTES......Page 271
INDEX......Page 283