Sharpening sector focus to succeed in tough times
BusinessWeek 1/5/2009
by Hugh MacArthur, Tom Shannon, and Catherine Lemire
With the global credit crunch leaving its mark on private equity deal volume, today's tough times have leading deal-makers rethinking the basics about how they do business. Firms that successfully retool themselves around industry sectors will be well positioned when the credit clouds lift and the deal market rebounds.
Retaining car buyers: service with a smile
The Economic Times 12/12/2008
by Karan Singh, Lori Flees and Sandeep Barasia
Owners' brand enthusiasm tends to erode as the vehicle ages and the warranty expires. But it is precisely at this point - years after the initial sale - that automakers may capitalize on their loyalty advantage by using maintenance visits as opportunities to reinforce their ties with promoters and win over detractors.
Winning in turbulence
Harvard Business Digital 12/10/2008
by Darrell Rigby
The current economic downturn is likely to be steep, long and turbulent. What are the right moves now and over the coming months to adjust and play to your strengths? A critical first step is determining exactly where you stand.
Turbocharge sales
Harvard Business Digital 12/10/2008
by Dianne Ledingham and Darrell Rigby
When companies are hit with declining sales and shrinking margins, the options can start to look bleak. Attacking one challenge-by raising or lowering prices, for example-can make the other worse. But one powerful way to shore up both sales and margins in a downturn is to make your salesforce more effective.
Marketing in Asia: lessons from recessions past
BusinessWeek 12/10/2008
by Mike Booker, Satish Shankar and Bruno Lannes
Asia's fast-growing emerging markets have been good to multinational consumer-product trailblazers. But now that the global downturn has caught up with them, companies are feeling the threat of slower growth. Those who emerge as winners will be the companies best able to use the lessons they learned in previous troubled times still sharp in their memory.
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