LDRLB

JULY 23, 2012

The tactic that works best to defend or build share in the short term is price cuts or special discounts. The new economy doesn’t operate that way. The 100% boundary can get crowded and those obsessed with winning or defending their territory often resort to non-strategic tactics. Be forewarned, this tactic destroys profits.

Sports 121

Sports Tactics Competitive Advantage Short-term 121

Strategy Driven

JANUARY 31, 2011

When insurers or health care providers have to battle one another to attract customers, they must differentiate themselves by charging lower prices or providing better service. But if an insurer dominates a marketplace, it can raise prices and lower service standards with impunity.

Crisis 63

Crisis Health Care Insurance Newsletter 63

Chris Brady

FEBRUARY 11, 2011

For example, when gasoline prices skyrocketed a few years ago we heard from one side of the red-white-and-blue stage show that it was because Americans were wasteful and driving gas-guzzling SUVs. Of course, these prices quickly find their way to the end customer, the little guy, who is paying more for everything and can't figure out why.

Banking 110

Banking Price Politics Letter 110

Persuasive Powerhouse

AUGUST 31, 2010

Readers of this post are entitled to a 10% discount off the cover price if they contact Paul at PaulK@MidwGroup.com. I like the idea that leadership success can be broken down into eight skills. There are not nearly enough good, helpful books either for front line managers or for the face-to-face parts of leadership.

Skills 181

Skills Books Blog Mentor 181

Harvard Business Review

OCTOBER 6, 2015

Wal-Mart, a company whose primary weapon is discounting, is under pressure to boost its web sales, which made up just $12.2 And consumers, already attuned to price and accustomed to discounts, are becoming used to free, fast shipping from e-tailers — so they need a good reason to visit a physical store.

Discount 8

Discount Retail Price B2C 8

HR Digest

OCTOBER 17, 2020

These key areas include: Manage operations with minimal loss and disruption to daily business flow. When it comes to internal communication, many organizations are primarily focused on direct and frequent communications from leadership urging their people to be calm about how they deal with the aftermath.

Short-term 59

Short-term Committee Incentives Long-term 59

HR Digest

OCTOBER 17, 2020

These key areas include: Manage operations with minimal loss and disruption to daily business flow. When it comes to internal communication, many organizations are primarily focused on direct and frequent communications from leadership urging their people to be calm about how they deal with the aftermath.

Short-term 52

Short-term Committee Incentives Long-term 52

Harvard Business Review

OCTOBER 6, 2014

If round after round of profit warnings was not enough – group operating profits fell 20% between 2011 and 2013 and are likely to fall another 30% in 2014 — the company recently announced it had overstated its first-half profit by about $400 million. Aldi offers not just low prices, but convenience.

Retail 10

Retail Merchandising Discount Price 10

Harvard Business Review

APRIL 9, 2013

The news wasn''t terribly surprising as 2012 had been a challenging year: sales were down by $4.3B, the company lost close to $1B, and its stock price dropped by more than 50%. First, he tried to wean customers off of coupons and sales in favor of everyday low prices. Penney and its CEO Ron Johnson have parted ways.

Merchandising 8

Merchandising Discount Retail Price 8

Harvard Business Review

MARCH 21, 2017

” In Amazon’s growing brick-and-mortar bookstores, Prime members can buy books for discounted prices, while others have to pay the cover price. The company’s obsession with competing with Amazon also seems to have taken Walmart’s focus off its brand identity in everyday low prices.

IT Strategy 9

IT Strategy Strategy Core Competence Price 9

Harvard Business Review

OCTOBER 21, 2015

Walmart recently lost $20 billion in market cap in one day, in part because its leadership admitted it needs to invest more into its e-commerce operations. In those days, airline travel was a commodity – passengers selected flights primarily on convenience and price. Both programs have been described as loyalty programs.

Airlines 8

Airlines Retail Loyalty Price 8

Harvard Business Review

OCTOBER 28, 2014

At the same time, dramatically increased price competition by discounters such as Aldi severely undercut Tesco’s “every little helps” value proposition. Regardless, Tesco’s collective failures feel operational, organizational and cultural. Information & technology Leadership Retail' Or is it probability?

Retail 8

Retail Loyalty Supply Chain Discount 8

Harvard Business Review

DECEMBER 19, 2017

Letting food go to waste, then, is a frivolous use of natural resources that drives up costs, inflates food prices, and weakens the food supply chain. However, their high volume–low margin business model also makes them vulnerable to threats such as competition, increasing wholesale prices, and changing consumer demands.

Retail 8

Retail Supply Chain Crisis Short-term 8

Harvard Business Review

NOVEMBER 10, 2011

As this argument holds, the short-term pressure of the capital markets, coupled with management incentives tied tightly to stock prices, make it hard for companies to investment in new growth businesses. Perhaps the root problem is leadership limitations. So, why has this dilemma persisted? Capital markets is one explanation.

Innovation 15

Innovation Disruptive Innovation Christensen Kahneman 15

Strategy Driven

DECEMBER 2, 2019

Poor customer service dramatically causes loss of sales, decline of company reputation, lack of new customers and referrals, increased discounting, lower morale, higher turnover — all further perpetuating a poor customer experience.

Company 72

Company P&L Bottom-up Advertising 72

Harvard Business Review

APRIL 9, 2015

“Introduce yourself, and take a little time to get to know people, how they operate, and how they act.” Conceding on price or substance because you don’t want to upset the other party is a losing scenario, even if you think you’ve temporarily saved the relationship. Make small talk. It’s who they are.

Supply Chain 8

Supply Chain How To Price Case Study 8

Harvard Business Review

SEPTEMBER 19, 2016

As the currency was crashing, he found himself facing a painful dilemma: either raise prices to recoup the losses and hit his annual target — set in U.S. But with the currency changing every day, how much of a price increase should he consider? Normally, MNCs raise prices in the emerging market, (e.g., Federal Reserve.

Price 8

Price Globalization Depreciation Marketing 8

Harvard Business Review

APRIL 11, 2013

But my youngest uncle worked behind the scenes to make sure that his sons, Fred, Roy, and Bill, were given executive positions in the operating units despite their obvious shortcomings. My father acted swiftly to replace the full leadership team, enraging my cousins and their father. Leadership Small/medium business'

Case Study 8

Case Study CEO Chief Operating Officer Real Estate 8

Harvard Business Review

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. Are you sure that deal will close this quarter and was it optimally priced? Another sales team relied too heavily on experience and judgment to make pricing decisions for large deals and left millions of dollars on the table.

CRM 8

CRM Content Power Price 8

Harvard Business Review

JUNE 21, 2016

In 2000, with more than $100 million in negative cash flow, the company agreed to be acquired by Star Cruises, a leading cruise operator in Asia. Eventually, feeling it had no other option, the company adopted a low-cost strategy on the outside: last-minute price-cutting. Were we a price cutter? Chaos ensued. An innovator?

Company 9

Company IPO Price Loyalty 9

Strategy Driven

MARCH 2, 2012

Their work is off-the-shelf, conforms to an established mode of operation, contains original thought and draws precedents from experience. (17 In budgeting for and pricing consulting services, budget for consulting at the start of the fiscal year, averaging 10 percent of gross sales. 17 percent). He has advised two U.S.

Consultative 60

Consultative Short-term Budgeting Strategic Planning 60

Harvard Business Review

NOVEMBER 20, 2017

Leadership then specifies a plan that it believes will position the company to win in this predicted future. This mindset focuses leadership on making near-term decisions with the longer-term destination in mind, but it doesn’t presume that there is only one path from here to there. Webvan was forced to cease operations by 2001.

Execution 8

Execution Strategy Contingency Plans Company 8

Harvard Business Review

JUNE 8, 2018

This principle has always been a priority for the leadership team at Vineyard Vines and it is still top of mind today. Like many competitors in the apparel industry, Vineyard Vines has kept their operations lean in order to preserve operating margins.

Retail 8

Retail Apparel Engineering Audience 8

Harvard Business Review

SEPTEMBER 8, 2016

After studying and working with hundreds of companies in free fall, we’ve identified concrete steps that leadership teams can take to engineer successful turnarounds and transformations. Since Knudstorp took over, Lego’s revenues have increased by 400%, and its operating profit margin has increased from -21% to 34%.

Company 8

Company How To Business Model Engineering 8

Harvard Business Review

OCTOBER 1, 2012

Opportunities may range from improving core operations to creating new lines of business — even in the same industry. From these experiences, we have distilled four principles to defining a strategy and getting started: 1. Size the opportunities and threats.

Strategy 8

Strategy Committee Retail Information 8

Thin Difference

APRIL 11, 2019

Instead of operating top-down, power is distributed throughout the organization, giving individuals and teams more freedom to self-manage, while staying aligned to the organization’s purpose. More information is available at the Democracy at Work Institute and the International Co-operative Alliance. Key Elements of Holacracy.

Organization 62

Organization ESOP Cooper Reis 62

Strategy Driven

SEPTEMBER 9, 2011

The logic of NPV is to project cash flows into the future and then discount those flows back into today’s dollars at a given cost of capital. Companies that will eventually be wrecked by others’ innovations are operating on autopilot. She is a popular speaker and consults to senior leadership teams.

Innovation 50

Innovation NPV Business Model Constraint 50

Harvard Business Review

OCTOBER 31, 2018

A CEO could be forgiven for thinking it’s safest to only weigh in on political issues that affect operational and strategic goals, industry dynamics, or a company’s regulatory and policy landscape. 28, 2017, Uber cut congestion pricing to John F. Employees are now a company’s most powerful interest group.

CEO 9

CEO Politics Policies Survey 9