Harvard Business Review

FEBRUARY 9, 2011

They do this by building consumer P&Ls through cross-functional teams across marketing, sales, supply chain and finance, much like some companies have built account and product P&Ls. A great example of this comes from a major electronics retailer which identified Diva consumers via the 'wedding ring' technique.

P&L 14

P&L Supply Chain Retail Price 14

Harvard Business Review

AUGUST 30, 2011

Place product experience first, not P&L. Jobs considers P&L to be a distraction. According to Fortune Magazine , only one executive at the firm — the CFO — has P&L responsibility. Yet turnover at Apple is low. Apple employees accept that the firm is a meritocracy.

P&L 14

P&L Supply Chain Retail COO 14

Harvard Business Review

JULY 17, 2014

Likewise, marketing wants to clearly quantify the impact of its long-term branding efforts while finance is more focused on macro-economic drivers of marketing performance, such as interest rates, employment levels, inflation and retail sales. As an ingredient brand, Intel often struggled to link marketing to P&L impact.

Finance 14

Finance Marketing P&L ROI 14

Harvard Business Review

JULY 19, 2012

One of the most difficult conversations a salesperson can have is with retail customers about trade promotion. Trade promotion is often the single biggest line item in a manufacturer's P&L. And since many retailers have razor-thin profit margins, every penny counts. The reason: there's big money at stake.

ROI 15

ROI P&L Retail Brand 15

Harvard Business Review

MAY 25, 2018

Already, consumers are being disintermediated from traditional brand choices via search engine and online retailer algorithms that determine which products are presented to consumers, and in what sequence. Leaders of major CPG and retail enterprises readily acknowledge the difficulty of initiating fast action across silos.

Disintermediation 8

Disintermediation Mass Marketing Retail Brand 8

Harvard Business Review

SEPTEMBER 6, 2011

State after state enacted laws to tax chain retailers , to prohibit price discounting, and to protect small merchants and the wholesalers who served them against the onslaught of the chains. A group called the Anti-Monopoly League, which claimed to represent 80,000 independent merchants, announced its intention to drive chain retailers out.

Retail 10

Retail P&L Price Advertising 10

Harvard Business Review

JULY 19, 2012

One of the most difficult conversations a salesperson can have is with retail customers about trade promotion. Trade promotion is often the single biggest line item in a manufacturer's P&L. And since many retailers have razor-thin profit margins, every penny counts. The reason: there's big money at stake.

ROI 11

ROI P&L Retail Brand 11

Harvard Business Review

FEBRUARY 24, 2015

On Tuesday, the world’s largest retailer took a major and important step toward helping all of us shop smarter. ” For the first time, a major retailer is giving prominent shelf space — albeit virtual — to companies operating in a better way. Sustainability Supply chain Market research Retail & Consumer Goods'

Productivity 8

Productivity Products Supply Chain Kaplan 8

Harvard Business Review

AUGUST 5, 2014

“We’ll spend a lot of time bringing product to market, but we need to plan for the fact that a launch gives us a six-month head start and no more,” says Gary Booker, CMO of Dixons Retail. Says Abi Comber, Head of Marketing for British Airways: “Having P&L responsibility is incredibly powerful.

P&L 11

P&L Banking Marketing Call Center 11

Harvard Business Review

JULY 16, 2012

This abstract pulls out some of the key management missteps: forcing experimental new projects into P&L rigor too early; forcing new products to use Windows, even as it hampered their viability; and forcing managers to use "stack ranking," in which employee performance is graded on a curve. 50 SHADES OF I-WANT-IT-TODAY.

P&L 8

P&L McKinsey Comparison Price 8

Harvard Business Review

NOVEMBER 22, 2016

A similar story can be told in retail banking, insurance, credit cards, retail, and other industries. Effective cross-selling organizations, such as American Express, complement the P&L perspective with a longer-term, balance-sheet view of the business and a multiyear view of customer value.

Insurance 8

Insurance P&L CRM Telecommunications 8

Harvard Business Review

JULY 2, 2012

For example, a client recently quantified the millions of dollars it annually saves retailers by being better — through reducing product returns — and prospective customers responded with excitement. You have to do more than say "ours is better" — this line is so commonly used that customers tune out.

Price 14

Price Strategy P&L Incentives 14

Harvard Business Review

DECEMBER 20, 2011

One of my favorite new partnerships is the new Sustainable Apparel Coalition , an impressive mix of powerful retailers, apparel manufacturers, and NGOs. The movement has been building for years, from P&G opening up its product development pipeline early in the 2000s to the launch of the GreenXchange for sharing green patents early in 2010.

Supply Chain 15

Supply Chain Apparel P&L Long-term 15

Harvard Business Review

MARCH 18, 2011

Saying you want P&L responsibility in five years when you have no such ambitions may land you the job, but ultimately will you be happy? Brian was a highly ambitious senior executive; as the SVP of Commercial Payment Solutions, he held full P&L responsibility. This can be especially dangerous in a job interview.

P&L 19

P&L Committee Career Case Study 19

Harvard Business Review

SEPTEMBER 21, 2016

Before joining Facebook as a security engineer in 2015, I worked in industries from consulting to manufacturing to retail. After all, hackers have P&L sheets too. I observed that leaders often treat security as a liability cost — until the company experiences a security breach, after which increased support is a given.

Team 8

Team P&L Engineering Cost 8

Harvard Business Review

DECEMBER 23, 2011

To generate ideas, run electric current through your brain: Research subjects who received electrical stimulation of the anterior temporal lobes of the brain were 3 times more likely to come up with the fresh insight needed to solve a difficult, unfamiliar problem than people in a control group, according to Richard P. Chi and Allan W.

P&L 15

P&L How To Stress Comparison 15

Harvard Business Review

DECEMBER 18, 2012

The retail giant's powerful buyers, or merchants, now have a sustainability goal in their performance targets and reviews. Puma, after making last year's list with it's Environmental P&L, kept the momentum going and announced a new "InCycle" collection with biodegradable sneakers and shirts, and recyclable jackets and backpacks.

Supply Chain 11

Supply Chain Constraint P&L Energy 11