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How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You’re In

3.57  ·  Rating Details ·  69 Ratings  ·  5 Reviews
In a world of contracting markets and diminished consumer demand, The Cambridge Group founder Rick Kash and Nielsen Company CEO David Calhoun show companies how to find new customers and bigger profits. How Companies Win makes The Cambridge Group’s proprietary demand model—a strategy which multi-million dollar corporations pay premium rates to access—available to the gener ...more
ebook, 272 pages
Published October 12th 2010 by HarperCollins e-books (first published October 1st 2010)
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Gene Babon
Feb 26, 2011 Gene Babon rated it really liked it
Shelves: strategy
Whoever satisfies demand the best profits the most. These companies will win in an over-supplied economy.

The core message here is that we have entered an era of oversupply which is characterized by lack of differentiation with price becoming the primary factor underlying purchasing decisions. The authors contend the following:
"In a world where supply is growing ever more efficient while demand is flattening or even contracting, understanding demand becomes the new imperative for how companies w
...more
Soundview Executive Book Summaries
How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're In by Rick Kash and David Calhoun was chosen by Soundview Executive Book Summaries as one of the Top 30 Business Books of 2011.

THE SOUNDVIEW REVIEW:

There were numerous companies that failed to anticipate the era-defining impact of the Internet on business. Some of these same organizations were among the group that were unprepared when Web 2.0 and social technology roared into the public consciousness.
...more
sultan abukoshaim
May 23, 2012 sultan abukoshaim rated it really liked it
The book is to some extent a pardime shift to the traditional view of supply demand concept. The author gives most of the weight for success to our ability to satisfy the changing demand of the consumers.

Supply concern's the products packiging, display, location, price, branding and servicing. While demand conern's customers phsycology, emotions, and needs. The company ability to resopond the changing consutmer needs is a key to success in this era of compatition.

Demand takes three forms:
1- cur
...more
Dan
Feb 10, 2015 Dan rated it it was ok
Shelves: business
I think there's a valid message about understanding demand in this book, but it's obscured somewhat by the authors' insistence on focusing on hidebound brands that have failed to properly understand demand in their markets since the book's publication. Additionally, a lot of the so-called "analysis" leading to demand identification in the case studies seems to be little more than wishful thinking driven postdiction and attempts to ascribe success to good practices rather than luck or the "upward ...more
Bryan
What they point out is true but is also, I think, pretty obvious to all but the most lethargic old-school companies.
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