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

How to find new customers and profits in a world of contracting markets and diminished consumer demand. For the past twenty years, the growth formula for business has been to increase revenues by expanding product offerings and streamlining supply. But with the recent global recession, the world economy has changed forever. Now, the old tools most notably supply chain management are no longer enough. In a new digital age characterized by oversupply and too many product types in almost every market, the new challenge is to locate and capture the elusive pools of high-profit demand. Kash and Calhoun have the answer: a revolutionary, demand-driven model that has already proven successful for some of the world s most admired companies, including Best Buy, Anheuser-Busch, Hershey, and Allstate. At the heart of this powerful new business model is an achievable vision for a new kind of winning company, one that uses sophisticated new tools and techniques to discover, characterize, and then serve these pools of high-profit demand and in the process gain pricing power in that market. Kash and Calhoun show how to use everything from social networks to more revealing and effective consumer research techniques and introduce the Demand Chain, the logical new partner to your Supply Chain. Their principles, case histories and insights will help your business run faster, at lower cost, and become better able to deliver high-quality products and services even in the tightest economic climate. How Companies Win is a compelling call to action across every level within a company and across global corporations.