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Monthly Archives: July 2009
Market share, another question of Quantity Vs Quality
Market share is probably the most commonly used non financial measure, almost everyone uses it who can access even basic market and competitive data. The rub comes when you consider who is in the share. A simple share number can … Continue reading
Making money in the connected “post copyright” era.
The digital age has made the notion of copyright as an enforceable protection of an income stream outmoded. How then do you make money out of an idea? In the past, people created stuff to be heard (or read, or … Continue reading
Posted in Innovation, Marketing, Sales, Strategy
Tagged Innovation, Marketing, Sales, Strategy
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Charles Darwin’s birthday and innovation.
The 200th birthday of Charles Darwin, author of seminal publication, “The Origin of Species” is attracting a lot of attention. Management thinkers for some time have used many of Darwin’s concepts as metaphors for management challenges, and as the “connected” … Continue reading
Working Capital Productivity
Operational management is becoming harder pressed to find reductions in the working capital required to keep the operations running, with the constant option of outsourcing, “off-shoring”, consolidation, and so on as the price of not running hard enough. Working capital … Continue reading
Posted in Management, OE, Operations
Tagged lean, Operations, performance assessment
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Working Capital Productivity, transaction costs and Demand chains
I recently wrote about the productivity of working capital, and my view that the productivity of the capital was a revised calculation that all businesses should consider. Clearly, the best way to increase the productivity of the capital required to run … Continue reading
Posted in Demand chains, OE, Operations
Tagged customer, lean, Operations, supply chain, Value chain
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The power of the individual.
The new conventional wisdom is to use the net as a marketing tool. I am certainly one who believes that the net is as influential as was the introduction of TV as a marketing medium, but the “rules” for brand … Continue reading
How do you measure “customer focused”?
Customer focused has become a cliché, it appears in a wide range of material, usually it seems, written by people who have never interacted with a customer in their lives. So how do you measure customer focused? Here are some … Continue reading
Telstra takes the “Twit of the year” marketing award.
Yesterday Telstra, Australia’s largest, formerly monopoly Telco announced that they would put a $2.20 administration fee on all payments made in person. Even for Telstra, who have over the years dug up creative ways to convince their customers to go … Continue reading
Wake up Woolworths suppliers
How long will it take for the politicians in this country to forge an acceptable compromise amongst all the interests in the carbon debate, and take meaningful action.? Probably forever, and we will end up with the proverbial camel after … Continue reading
Posted in Demand chains, Management, Marketing, Operations, Sales
Tagged customer, Operations, retailer, supply chain
1 Comment
Foresight, hindsight, and common sense
On the surface, these appear to be the same coin, different sides, albeit three sides?. Not so in business. Foresight is often little more accurate than the musings of the gypsy at the local fair, whereas hindsight is capable of … Continue reading
Posted in Management, Marketing, Sales, Strategy
Tagged Management, performance assessment, Strategy
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Weddings as a metaphor.
Planning for your business takes up a lot of time and resource, which is often hard to allocate, particularly in small businesses. It is a bit like the planning that goes into your daughters wedding, many things seem trivial at … Continue reading
Strategy as an organic system
The notion of an organized, planned, tidy strategy development and implementation process, whether it be for a multinational, or a small local business is profoundly flawed by the simple fact that it requires forecasting accurately a number of things, including … Continue reading
Posted in Management, Marketing, Strategy
Tagged Management, performance assessment, Strategy
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So, what do sales people do now?
The sales job has changed substantially with the emergence of the web. In the past, many sales people were mobile, human brochures, the keepers of the information. No longer. Most of the mundane information on specifications, performance, competitive advantages, and … Continue reading
Role of the web in revenge.
A short time ago I purchased a new pair of black “Julius Marlow” shoes from a major retailer. Within a month, the body of the right shoe had separated from the sole, hardly a reasonable result from a purchase worn around … Continue reading
Good news and bad for sales professionals.
Selling is a tough job, and getting tougher, as the number of ways a potential customer can purchase expand with the web, and consumer confidence is fragile, despite the stunning Australian figures a couple of days ago. No longer can … Continue reading
Posted in Management, Operations, Sales, Strategy
Tagged customer, performance assessment, Sales, value
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Consumer confidence and recession-proofing
Yesterday, some astonishing figures reflecting consumer confidence were published by the Melbourne Institute and Westpac, with the attendant clichés about the success of the governments actions coming from all parts of the government,applauding the “cash-splash” in alleviating the impact of the WFC. … Continue reading
Posted in Management, Marketing, Operations, Strategy
Tagged Management, Operations, Sales, Strategy
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Fear of the unknown is greater than certainty of an unwelcome outcome
Much has been written about the value of giving people as much information as possible about the organisation, including any unwelcome news. In the absence of certaint, rumor will fill the gap, and it is usually worse than the actual. … Continue reading
Posted in Management, Marketing, Operations, Strategy
Tagged Management, performance assessment, Strategy
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Isaac Newton’s laws not always hold true?
Newton is one of the real genius’s of history, he promulgated a series of laws that form a key part of the foundation of following scientific success. However, he did not get it all right. “To every action, there is … Continue reading
Posted in Demand chains, Management, Strategy
Tagged Marketing, Strategy, Value chain
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Word of mouse.
It used to be word of mouth, it still is in its essence, but the need for face to face contact has been removed by the emergence of the web tools now in front of everyone. Ideas spread on the … Continue reading
Brands are expressions of passion
The strongest brands are more like “movements” of like minded, usually passionate individuals, people to whom a brand has an emotional connection for some reason, it is much more personal than a demographic and socio-economic expression of “sameness” of the … Continue reading
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