Beating Low Cost Competition: How Premium Brands can respond to Cut-Price Rivals - Hardcover

Über die Autorin bzw. den Autor

Adrian Ryans is Professor of Marketing and Strategy at IMD, Lausanne, Switzerland. He has designed and taught on executive programs for organizations in North America, Europe, Australia and Asia, including GE, Bank of Montreal, Medtronic, Deloitte, Borealis, Saurer, Vestas, IBM, Boeing, National Semiconductor, BioWare, ASML, Holcim, Varian, Hoechst, Amgen, Fluke, LSI Logic, Hutchison Port Holdings and Qualcomm. He has also acted as a consultant for a number of leading global corporations.

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“A very useful step-by-step approach to guide managers towards creating their own answers for winning against low-cost competition.”

Yves Serra, President and CEO, Georg Fischer, Schaffhausen, Switzerland

“Low cost competition has moved from being an out-of-the-box concept to changing the way business gets done. It is an issue for every industry and this book has insights that are practical and relevant for every manager. Adrian Ryans has put together a compelling storyline that is a must read for tomorrow’s successful leader.”

Arkadi Kuhlmann, CEO, ING Direct, Wilmington, Delaware, USA

“The single biggest competitive threat faced by multinational companies operating in low cost environments, does not come from the Low Cost Competitors, but rather from your company's ability to fully grasp the massive threat in time and understand how to deal with it successfully. This book – your survival guide for dealing with low cost competitors – will enable you to understand and devise an execution-focused strategy to meet your specific competitive challenge. Make sure your CEO and country managers read this book from cover to cover.”

Lars A. Andersen, President, Vestas China, Beijing, China

“Adrian Ryans has clearly highlighted the challenges of competing to win in the global economy. Competitors from Asia are no longer producing low cost, low quality products that are not competitive. Rather the same companies that needed help from market leaders ten years ago and were used as low cost suppliers are now world-class competitors in their own right. Beating Low Cost Competition frames the nature of the competitive game for the next generation of executives. Answer the questions at the end of each chapter of Beating Low Cost Competition; if the answers don’t scare you today, they might tomorrow!”

David Churchill, Vice President and General Manager, Agilent Technologies, Inc, Colorado Springs, Colorado, USA

“Whether or not you believe you are vulnerable to low cost competition is irrelevent –you are! Low cost competitors can be beaten, if companies apply the principles of speed and imitation to their own business models and strategies. Beating Low Cost Competition provides concrete tools and concepts to help you do it”.

Richard Brook, President – Europe, Middle East & Africa, Cochlear Limited, Lane Cove, NSW, Australia

“Our volume business was being seriously challenged by low cost competitors. The tools, concepts and examples described by Adrian Ryans helped us develop a new, innovative strategy to beat the competition.”

René Lenggenhager, General Manager, Mettler Toledo, Greifensee, Switzerland

Aus dem Klappentext

Beating Low Cost Competition is a practical guide that will help executives in traditional companies develop winning strategies to meet the growing challenge from low cost competitors.

Many companies are being severely challenged by low cost competitors – competitors that offer “good enough” products and services at very attractive prices. In many industries the low cost threat is coming from companies based in developing countries, particularly in Asia. Some of these companies have huge, rapidly growing, highly competitive domestic markets, which help to create low cost competitors that can rapidly become formidable challengers for the established Western and other developed market players. In other industries it is home-grown companies, such as Ryanair, Aldi, and ING Direct that are the challengers.

Beating Low Cost Competition helps executives develop winning strategies for dealing with the low cost threat. Drawing on examples from both business-to-business and business-to-consumer companies, the book helps executives:

• Develop a deeper understanding of why the low cost threat is rising to the top of senior managements’ agenda
• Understand the advantages and disadvantages of the three fundamental options traditional companies have to respond to these competitors and to seize new growth opportunities.
• Learn strategies and tactics from low cost competitors that they might be able to apply to improve the competitiveness of their traditional business.
• See how some leading companies are coping with some of the key leadership and cultural challenges that companies face in responding to low cost competitors.

The insights gained from the book will lead executives to make better and more profitable business decisions.