Book Description
"Toyota is becoming a double threat: the world's finest manufacturer and a truly great innovator . . . that formula, a combination of production prowess and technical innovation, is an unbeatable recipe for success."
-- Fortune, February 2006
For the first time, an insider reveals the formula behind Toyota's unceasing quest to innovate and do more with less, a philosophy that has made it one of the ten most profitable companies in the world (and worth more than GM, Ford, DaimlerChrysler, and Honda combined). In a rare look into Toyota's ability to consistently achieve breakthroughs that outperform the competition, The Elegant Solution explains what Toyota associates have known all along: it's not about the cars. Rather, Toyota's astounding success is just the visible result of a hidden creative process that begins with a seven-digit number.
One million. That's how many new ideas the Toyota organization implements every year. These ideas come from every level of the organization -- from the factory floors to the corporate suites. And organizations all over the world want to learn how it's done. Now senior University of Toyota advisor Matthew May shows how any company can achieve an environment of everyday innovation and discover the kinds of elegant solutions that hold the power to change the game forever. World-class benchmarks like Lexus, Prius, Scion -- even Toyota's vaunted production system -- are simply shining examples of elegant solutions.
A tactical playbook for team-based innovation, The Elegant Solution delivers powerful lessons in breakthrough thinking in a provocative yet practical guide to the three core principles and ten key practices that shape successful business innovation. Innovation isn't just about technology -- it's about value, opportunity, and impact. When a company embeds a real discipline around tapping ingenuity in the pursuit of perfection, the sky is the limit. Dozens of case studies (from Toyota and other companies) illustrate the universal power and applicability of these concepts. A unique "clamshell strategy" prepares managers to successfully lead and sustain the innovation effort.
At once a thought-starter and a taskmaster, The Elegant Solution is a vital prescription for anyone wanting to truly master business innovation.
Customer Reviews:
The Elegant Solution.......2007-10-08
This is an excellent (and yes, elegant) overview of the Toyota quality "mindset." The book is a "must read" for for anyone interested in business strategy development. The book offers a readable summary of the principles of the Toyota Way with an emphasis on the development of the Lexus and Prius lines including practical examples of the elements of the approach advocated. When a company has amassed assets greater than GM, Ford, Chrysler, VW and Honda combined, their approach may be worth deeper study. I highly recommend this practical, important, and very readable book.
Nice stories, little new content.......2007-08-27
I excepted a lot from the elegant solution. It has been recommended by a lot of persons as a must read. Honestly, I was dissapointed. It's still an good book, but didn't find it as "classic" as people had suggested to me.
"The elegant solution" is about tools for creating innovation on your job. These tools are based on Toyota's tools and practices. The book is devided in three parts. The first part sets three general principles. The second part, by far the largest, provides the tools for innovation, the practices. The last part talks about implementing these practices.
The three principles are "the art of ingenuity", "pursuit of perfection" and "rhythm of fit". They were interesting principles, but not really new or shocking. Sometimes I found them even a little too vague.
The practices range from "thinking in pictures" to "master the tension". Each chapter shortly states the practice and explains the key ideas. After that it uses stories to clarify the practice. Lot's of stories are from inside Toyota. Some stories related to Lance Armstrong, a little too many in my opinion and they were somewhat boring. Anyways, in general, the stories were what made the book interesting.
The third part didn't provide very much content.
In summary, I enjoyed the book, for the stories. I didn't find the practices new and the book didn't provided me with any new insight that other lean books did not provide. The book was written a little bit too much in a "popular style" which annoyed me.
Worth reading for the stories. When wanting to know more on lean or toyota I'd recommend other books like "Toyota way" or "Lean product and process development".
Good nuggets, lots of fluff, some really sloppy thinking.......2007-08-22
I came to this book via the Shampoo Problem that's been floating around the internet these past couple of weeks (which he published in his Change This manifesto). The puzzle is this - a high-end health club puts nice shampoo in their showers, but customers keep stealing it. How do you implement a solution that takes no time to implement, doesn't inconvenience customers at all, and doesn't require any money? That's a lot of constrictions, but the author claims it can be done! (you can search for the answer yourself, I don't want to spoil your fun.)
The question itself reminded me of so many bad professors who would ask totally subjective questions and disregard legitimate answers until they found someone who agreed with them. "Who can give me an example of an apple that's tasty? Macintosh? No too sweet. Granny smith? No too bitter. Golden delicious? Why yes Bobby, you get a star."
This is the tone in my head while I read the book - condescending. Maybe he didn't write it that way, but that's how I'm reading it, and honestly, it fits. On page 21 he chides psychologists for loving "to explain our uniquely hardwired capabilities in hugely complex terms. Sixteen types, thirty-four strengths, etc." and then goes on to give his "easier, more elegant" (but no less arbitrary "four basic buckets of natural ability." (Four because the ancient Greeks loved the number four.) Of course, what he fails to mention is that the psychologists he's referring to all write for pop magazines like Cosmopolitan and their articles appear alongside such classics as "10 ways to improve your sex life" and "5 ways to tell if your man is cheating on you." He also never mentions the "four basic buckets of natural ability" again and they have absolutely no bearing on the rest of the book. (The book is filled with useless random made up facts like those.)
He also throws out sentences that have huge presumptions built in to them, but have absolutely no evidence to back them up. Stuff that, in a seminar you wouldn't want to question him on because "there is no right answer" or the facts are obscure enough that he could bluster his way though most arguments that weren't from an expert on the subject. In book form, though, and knowing better myself, I read this stuff and think "well there's a very poor and inaccurate description." Luckily there's an only 50% chance that even the next sentence will depend on you agreeing with that statement, much less the next page.
In a later section he rehashes "the scientific method" (I put it in quotes because he botched his basic characterization of it) and compares it to other four step iterative processes, mostly those developed by the military - Plan-Do-Study-Act (PDSA), Plan-Do-Check-Act (PDCA), Observe-Orient-Decide-Act (OODA), Scan-Analyze-Respond-Assess (SARA), etc. and comes up with his own version, cleverly called IDEA - Investigate, Design, Execute, Adjust. It's not much different than the others, but it's his and he can teach it in seminars as his own. FWIW, "While Toyota officially recognizes only PDCA (not IDEA), they actually use all of these (methodologies) to some degree." (page 73-4)
Well of course they use all of the methodologies to some degree - they all describe the same basic thing, and very few organizations are so button-down that they actually only use a single methodology and follow it to the letter each time.
The very next sentence is "Let's look closer at the process." But that's pretty much the last time PDCA is mentioned in the book, the next section is about process in general and why it's good to "Insist on a common approach."
Another example of sloppy leaps in logic and condescending attitude is the Edsel. (page 93) Ford did their research and designed a car that people would want - except nobody wanted it. Why? "The problem was, all the research was based on a forty-year-old market belief... that buyers fell into one of four income segments: low, low-middle, upper-middle, and upper... Except markets don't think that way. When it comes to cars, consumers were thinking `lifestyle,' not income."
I like how he swaps an old marketing tool for a modern one as if that's the answer to all the world's problems. Lifestyle marketing was originated in the 70's and 80's as a result of - surprise surprise - new market research techniques developed by psychologists who were using statistical analysis more and more in their psychological research. (I wonder if he thinks those psychologists are too complex now.)
He also utterly fails to get into the concept of lifestyle marketing - he tells you why the Edsel failed, and what they should have done, (or his completely arbitrary and baseless versions of them) but what they should have done is literally one word. "lifestyle." Shame on Ford in the 1950's for not using an 80's marketing concept to understand how the market thinks. Why didn't they use the word "lifestyle" instead - then the Edsel would have been a huge success.
Hansei is another example of this sloppy, condescending thinking. "Hansei is the rigorous review conducted after action has been taken. It's a huge and absolutely vital part of learning. And with few exceptions, our Western culture is just plain miserable at it." Of course there's not one mention of the term "post-mortem" which is a western term and performs the exact same function. Sure most businesses don't do it (most businesses don't follow a lot of best practices), but don't pretend that Toyota or "Eastern culture" somehow invented the concept and that nobody in the west does it. If there's an existing best practice that we understand, then why not just tell us about it rather than pretending that it came from the fount of the Toyota godhead?
"Ford hadn't gone to the field to see what was actually happening. They remained in the office and believed the data. Big mistake. The Edsel was dead on arrival, a complete and utter failure."
Of course the next chapter is about how Toyota did the same basic thing, but managed to succeed. Their data told them that the youth of today would be the car buyers of tomorrow (startling, I know). The case study for the Scion reveals absolutely nothing about the techniques they used to study the market - it's the after report.
"Where are these kids going to buy the car? There's no time or money for new stores. That's a problem. That means they go to a Toyota store. Okay, so they'll know it's a Toyota. How do we get around that? Think? We don't. It's not the ugly stepchild. It's legit, but different. It's Scion, offspring of Toyota. Don't ignore the Toyota link, it's got cred...."
Note the use of the magical word "Think" in that paragraph. He totally neglects to address what "Think" means. Think is the Elegant part of the solution (he also likes the word "Intuitive" and uses it liberally), yet he doesn't describe it at all.
"Think" is where all the magic happens. Katie Lucas calls this the "Run really, really fast" step for "how to win a marathon" methodologies. It's the step where all the real difficult, nitty-gritty stuff magically happens. South Park summarizes it "Step 1: Steal underpants. Step 2...... Step 3: Profit."
Ostensibly the whole book is about that one word "Think" but the tools he provides - the IDEA loop, mind mapping, story boarding are nothing new, and the book is utterly lacking a cohesive whole. They're just scattered ideas, praised one second, and then dropped in the next chapter. He even mentions the Toyota "dashboard" which is a tool for getting a quick overview of a problem - except he (again) utterly fails in to a dashboard. "Dashboard" doesn't even appear in the index of the book, and if it did, the only occurrence would be on page 113.
Here's all the text on page 113. "Creative Visual Control - Visual control is an integral part of Toyota's methodology. The Project Management Office of Toyota's North American Parts Operation (NAPO) used creative visual `dashboards' to track performance in their Stretch Goals Initiative (see Chapter 9)."
Chapter 9 is on how to stretch goals, not about dashboards. He clearly states "Visual control is an integral part of Toyota's methodology" yet it's explained nowhere in the book in any depth.
In fairness, Toyota did do something Ford didn't do (or at least something he claims Ford didn't do) - they got to know their market. Really engage them and have a conversation with them. Learn about them, and let those learnings drive their product, and he does get into that in the book.
The main thrust of the book - if I can understand it all because it's couched in so many superlatives and it jumps from topic to topic so fast that it's really difficult to tease core themes out - seems to be something like: Move forward by getting hands-on experience with your product and your customers. Don't dictate strategy based on numbers alone, or build bureaucracies - get down and dirty and get to know the product you're selling and get to know the marketplace. Come up with grand "elegant" visions for the future, but innovate little by little - tiniest bit by tiniest bit. Listen to everyone and implement every good idea, then standardize it so that the whole company benefits. Don't let the numbers do all the talking; learn the context, the story behind the numbers. Which is a pretty good message, and he does give you some tools to do that, but the tools are often vague, and you feel that the real tools are mentioned only in passing.
The subtitle of the book is "Toyota's Formula for Mastering Innovation." If this book was about the "formula" for Coca-Cola, it would say something like "cola syrup and seltzer" and go on about the intuitive and elegant way they matched cola syrup to the bubbling process and created a dynamic new soft drink and how the other soft drink companies of the day - lemonade, sugar-water and apple-juice - failed to really understand the problem, which is why they didn't come up with the cola + seltzer combination first and why they lost so much market share. (If only apple juice had thought "lifestyle" instead of "income segment!")
Overall, it's an okay read and a decent introduction to the subject of business innovation, though for a book that's supposedly written by a guy who's on the ground floor with this stuff, I would expect a *lot* more meat and a lot less fluff. Get it if you think you'll like it, but don't expect as much as the other reviewers seem to be hinting at.
"Keep it lean. Scale it back, make it simple, and let it flow.".......2007-05-22
The subtitle of this book ("Toyota's Formula for Mastering Innovation") is not inaccurate but somewhat misleading. Although, yes, Matthew E. May has much of interest and value to say about the Toyota Production System, his attention is by no means limited to it and to the remarkable organization within which it was developed and within which it continues to flourish. Today, Toyota is one of the ten most profitable companies in the world and worth more than General Motors, Ford, DaimlerChrysler, and Honda...combined. Obviously there are reasons for such extraordinary success but it would be incorrect to assume that other organizations can achieve the same success once they know what Toyota's "formula for mastering innovation" is.
What about this book's title? According to May, "Elegance isn't about being hoity-toity. It's not about lofty concepts and grand designs. It's not about beauty or grace, or anything to do with aesthetics - ugly is okay. Elegance is about something much more profound. It's about finding the `aha' solution to a problem with the greatest parsimony of effort and expense. Creativity plays a part. Simplicity plays a part. Intelligence plays a part. Add in subtlety, economy, and quality, and you get elegance...Elegant solutions relieve creative tension by solving the problem in finito as it's been defined, in a way that avoids creating other problems that then need to be solved. Elegant solutions render only new possibilities to chase and exploit. Finally, elegant solutions aren't obvious, except, of course, in retrospect."
Elegant solutions include library, paper money, pencil, wallet, wristwatch, icebox, mortgage, Social Security, credit card, cell phone, and auto leasing. These and other elegant solutions, as May correctly points out, "universally change the world's attitudes, beliefs, behaviors, and habits." Efforts to formulate elegant solutions are guided and informed by three principles: ingenuity in craft, pursuit of perfection, and fit with society. "They're the raison d'etre at Toyota, and nonnegotiable."
Earlier, I suggested that this book takes a close look at the mindset and the process by which Toyota continues to formulate elegant solutions. In fact, the Toyota organization implements a million ideas a year. May also includes within his narrative dozens of non-Toyota cases that indicate that none of the individual concepts are new, or even unique to Toyota. All organizations that formulate elegant solutions have people at all levels and in all areas of operation who possess both an ability and a determination to collectively and completely master all of the concepts as "a way of life, not a program centered on select teams led by specialists with artificial agendas."
But what about much smaller organizations, especially those with severely limited resources? Decision-makers in those organizations will be delighted (and perhaps surprised) to find that May provides a wealth of material that they can immediately put to use, once they understand the "deeper principles" that he discusses in Part I and the "ten key practices supported by tools and techniques" that he discusses in Part II. Then in Part III, May explains "how to put the practices and tools together well to achieve a [desired] result." He helps his reader to track the course of an exemplary team through a day of searching for the elegant solution.
For me, some of the most interesting and valuable material is provided in Chapter 12, "Make Kaizen Mandatory," as May poses again (as he does in other chapters) a combination of Problem, Cause, and Solution:
Problem: Innovation is hit or miss.
Cause: Creativity is misdirected and mismanaged.
Solution: Embed the kaizen ethic.
After a brief review of the factors that came together to help embed the kaizen ethic in Japanese business ethic during the decade or so following World War Two, he goes on to explain that at companies such as Toyota, the key issue is that they view kaizen in terms of standards that are created by the individuals performing the work, and, that standards are dynamic, and not everything gets standardized. These companies establish a best practice, document the standard, and train accordingly. Then in the next chapter, May shares his thoughts about "the power of lean" thinking and execution that reduce (if not eliminate) inconsistency, overload, and (most important) waste. Here is another combination:
Problem: Too many, too much - of everything.
Cause: Assumption that more is better.
Solution: Start thinking lean.
Once again, when it comes to innovation and designing solutions, the emphasis remains the same: "whatever you do, keep it lean. Scale it back, make it simple, and let it flow."
And that is what elegance really is all about.
Easy Reading.......2007-03-25
A must read for learning how to implement and sustain continuous improvement enabking lean to become part of the compny's culture
Product Description
Industry expert Eddie Coleman reveals the secrets of selling cars online and making millions doing it. Learn sales, marketing and website strategies as developed by the nation's leading e-dealer visionary.
Customer Reviews:
New to the business buy it.......2006-11-01
I've been selling cars online for 4 years now. This book was very basic. If you are new to selling cars online buy this book. If you have done it for a while not worth the money.
More Usefull Than I Thought.......2006-05-18
I just quit working for a direct competitor of this guy's business. I am embarrassed to say that many of the poor reviews on this book came from inside the walls of my previous company for competitive reasons. At the time I thought it was funny, harmless and fair game. What was interesting that made me read it the first time was the fact that there were an unusual amount of copies floating around. I thought it was good but felt like I was missing the message. Then I saw another copy sticking out of a box one day. I grabbed it, opened it up and was I amazed. The book was completely marked up and there were pieces of paper inserted with business names written on them. It suddenly came clear to me that our entire business was completely crafted after this guy's book. I've read it again and now I get it. Since then I've left my job for a factory position.
Best Sales Guide Ever.......2006-02-24
Great guide to selling cars online. Especially the slogans are refreshing.
Solid Delivery - A Roadmap to Online Car Sales Success.......2006-02-01
Seperating itself from the common herd of the predictable, the uncreative,and the average, Eddie Coleman's Mastering The Art of Selling Cars Online is a complete manual on how to establish and run an EXTRAORDINARY Internet Department or Business Development Center in the automotive industry. Having established three startup online operations myself, and having researched and integrated hundreds of portions of dozens of the best processes, I am grateful to have had these ideas at my disposal during my third enterprise, which is the most successful one for me to date. This guide has been a lifesaver in helping me with very important processes and actions, providing me with an effective foundation of information for business admin, marketing approaches, goals planning, and decision-making. Eddie Coleman himself is a friendly, personable, down-to-earth true 'Master' of the Art, and has selflessly provided his time and advice to help take this operation from a mere idea to an unstoppable force in the region in less than three months. This Business Development Center, utilizing Eddie Coleman's system, has exploded onto the North Florida scene and has competitors in four states trying to mimic us - I even have customers driving in from Louisiana, Mississippi, Alabama, and Georgia. I guarantee you nobody else is getting those results from their internet department! Great book, great system, great author!
Self Agrandizing & Pandering.......2006-01-28
Terrible read. Nothing new. Elementary and useless. DON"T WASTE YOUR TIME or $$. Just how many cars has this author sold? Hmmm, do as I say and not as I do. Get a real job
Book Description
The last two years have seen drastic changes in the import/export arena, due to a combination of world developments, economic changes, and technological advances. Mastering Import and Export Management is a definitive resource for keeping up to date with the latest laws, regulations, and opportunities in international trade. This invaluable, authoritative volume offers complete, timely, and practical hands-on information on:
* Import/export documentation * Global supply chain operations and procedures * Post-9/11 compliance and security regulations * Identifying invaluable international resources * New import/export technology solutions * Cargo loss control * International marking, labeling and packing guidelines * Dealing with U.S. customs and other key government supply chain agencies * Enhanced record keeping and valuation capabilities * Classification and valuation options * And much more
Mastering Import and Export Management presents cost-effective methods for running an import and/or export operation on any scale, and offers all the tools necessary to do it thoroughly, efficiently, and legally.
Book Description
"Berry and Linoff lead the reader down an enlightened path of best practices." -Dr. Jim Goodnight, President and Cofounder, SAS Institute Inc.
"This is a great book, and it will be in my stack of four or five essential resources for my professional work." -Ralph Kimball, Author of The Data Warehouse Lifecycle Toolkit
Mastering Data Mining
In this follow-up to their successful first book, Data Mining Techniques, Michael J. A. Berry and Gordon S. Linoff offer a case study-based guide to best practices in commercial data mining. Their first book acquainted you with the new generation of data mining tools and techniques and showed you how to use them to make better business decisions. Mastering Data Mining shifts the focus from understanding data mining techniques to achieving business results, placing particular emphasis on customer relationship management.
In this book, you'll learn how to apply data mining techniques to solve practical business problems. After providing the fundamental principles of data mining and customer relationship management, Berry and Linoff share the lessons they have learned through a series of warts-and-all case studies drawn from their experience in a variety of industries, including e-commerce, banking, cataloging, retailing, and telecommunications.
Through the cases, you will learn how to formulate the business problem, analyze the data, evaluate the results, and utilize this information for similar business problems in different industries.
Berry and Linoff show you how to use data mining to:Retain customer loyaltyTarget the right prospectsIdentify new markets for products and servicesRecognize cross-selling opportunities on and off the Web
The companion Web site at http://www.data-miners.com features:Updated information on data mining products and service providersInformation on data mining conferences, courses, and other sources of informationFull-color versions of the illustrations used in the book.
Customer Reviews:
Great superficial knowledge but falls short overall.......2004-12-08
Mastering Data Mining is a great book for quick superficial reference or a crash course in data mining but it becomes useless as more complicated issues araise. The book has a lot of practical examples and quick tips on the outside but as soon as you begin scratching the surface you find out that the examples are as general as they are vague. Some important points in model building are completely omitted and hidden with a graph or nice looking footnote.
More than once I finished a chapter wondering how some model or technique was used. I would suggest reading only the first eight chapters which are a great introduction to overall data mining and skip the case studies. If you are expecting a more serious and detailed reading on data mining, look somewhere else because you won't find it here.
Ideas for GUI design of data mining software.......2001-05-12
While doing a graduate elective on Decision Making Technologies, I realized that data visualization and representation is crucial for data exploratory and validation of data mining analysis. To get some ideas on how the various data visualization and workflow techniques are applied and integrated into the GUI of commercial softwares, survey the various chapters of this book.
Excellent book!.......2000-06-19
This book is an excellent book. The authors explain the various techniques, and show real world examples of their use. Most importantly, they explain the underlying goals of the various techniques, and what to watch out for when using them. I was most relieved to read that I am not alone in having limited success with association rules!
Although some of the particular examples were not the type of examples I deal with, the reasons they were chosen make perfect sense. Data mining owes much of its popularity to people attempting to find churners, etc. But there are plenty of examples covered, and with each one some new insight is revealed. Especially useful to me were the explanations of what it is one sees in the decision trees, lift curves, etc. Also, seeing various problems solved with several of the popular tools (MineSet, Enterprise Miner, etc.) was very helpful. There are many examples from various industries, and you learn something new about those industries too! (If you like the Sesame Street videos of how cans, tires, etc. are made even more than your kids do, you'll love this book for the examples alone.)
It is clear from this book that the authors not only know what they are talking about, they can actually break it down for a newbie like me. I have also had the pleasure of being in one of Mr. Berry's MineSet classes, and he demonstrated the same depth of knowledge and ability to convey it to others in that class as well.
This book is not an algorithm book, but it touches on them. It is not necessarily a tour of data mining tools, but does do this to some degree. It is probably most useful for anyone who wants to know "What is this 'data mining', and how can it help me?" with real world examples to make things clear. If the reader starts out thinking that data mining is just tossing a bunch of data into a tool and getting concrete results back, the confusion will not remain after reading this book. Finally, this book is VERY easy reading. Do yourself (or your boss) a favor and buy this book!
Good, not Great.......2000-05-19
This book provides a number of case studies on applying data mining. I didn't learn a lot since the studies weren't applicable to what I am doing. Someone else might get more out of than me though. I did like their first book (it was very good) but this one wasn't nearly as good. There are better books that discuss the use of data mining software.
A book from practitioners.......2000-03-30
Many books have been written on the algorithms used for data mining (e.g., machine learning, statistics). This is not yet another one.
This book is geared at people who want to derive insight and take action in a business setting. It is now well known that the algorithmic step is only a small part of the iterative knowledge discovery process, yet few books enlighten the users with the issues involved.
This book has a small section on the algorithms, but concentrates on the often-overlooked PROCESS of data mining (sometimes called knowledge discovery) and the problems associated with this process in practice.
Michael and Gordon are practitioners who have used multiple data mining tools and techniques. They know the problems and describe them well, sharing their real-life experiences through actual case studies. For example, people rarely appreciate the main problem with association algorithms: the number of uninteresting rules they generate. Now I can show them pages 426-428.
The few things that I didn't like were the use of non-standard terminology in a few cases. For example, directed instead of supervised; prediction instead of regression. While the common terms aren't great, they're standard now. The book also has few references. Someone readers will want to read more details about specific areas and will not find needed references.
Overall, it's a well written book, easy to read, with nice analogies to the world of photography.
Average customer rating:
- Goodnight Funny Man
- Not worth the read..
- Well worth the read
- An Intelligent and Useful Guide to the New Economy
- An Intelligent and Useful Guide to the New Economy
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Mastering the Digital Marketplace: Practical Strategies for Competitiveness in the New Economy
Douglas F. Aldrich
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Amazon.com
Mastering the Digital Marketplace, by Douglas Aldrich, is a sweeping, sometimes overwhelming, overview of managing in the new economy. Aldrich contends that the digital economy has changed all the rules, and businesses that fail to innovate, embrace new ideas, and shed the old ways are not likely to survive. This book, which is based on Aldrich's research at the A.T. Kearney management consulting firm, shows managers how to transform their products-and-services offerings, organizational culture, and even entire industries to keep pace with this revolutionary change.
Among the many points that Aldrich makes is that businesses must abandon their traditional command-and-control structures. Because today's consumers want quality, customization, and richer information around products and services, managers must learn to forego the "accountant mentality" and empower employees, giving them a mandate to experiment and try new ideas. He writes that companies "must leverage the entrepreneurial capabilities of its employees ... because they create the intellectual assets from which customers increasingly derive value."
Other areas that Aldrich touches on include everything from supply-chain and knowledge management to consumer behavior and privacy concerns. Any manager looking for a comprehensive and practical understanding of the new digital marketplace will find that Mastering the Digital Marketplace covers the territory. --Scott Harrison
Book Description
"This is our vision of what the promised digital land is likely to look like this is our advice on how to best prepare for it." - from Mastering the Digital Marketplace
As we head into the twenty-first century, what will separate the winners from the losers in the world of business? As Douglas Aldrich tells us in this comprehensive book, the leaders will be those CEOs who use information technology to its fullest potential across every area of operation, from streamlining internal processes to connecting with suppliers and customers. In short, the line between success and failure will be drawn between those who can function in the emerging digital economy and those who cannot.
Based on research developed within A. T. Kearney, this accessible resource provides a logical, step-by-step framework for surviving-and thriving-in the digital marketplace. Aldrich identifies key strategic areas that you as a corporate leader must consider before leading your company into the digital economy: the development of a powerful new consumer value proposition; time value and its impact on products and services; and the growth of new electronic networked business models.
In addition to presenting practical methods for developing business strategies around these concepts and organizing for their implementation, Aldrich offers three specific approaches to mastering the digital marketplace: intelligent products, intelligent markets, and intelligent organizations. Along with an array of diagnostic tools, as well as case studies of both successes and failures, here's where you'll find complete details on:
* The value of time
* Digital containers and content
* A new business model-the Digital Value Network (DVN)
* The evolution of organizational structures
* Creating digital value
Written by a leading authority in conjunction with one of today's leading global management consulting firms, this is a must read for anyone looking to understand-and master-the digital marketplace.
The Last Word on the Digital Economy
"Wall Street is increasingly focused on the value-added competencies of corporations. By outlining a practical guide to succeed in the digital economy, this book provides executives with a framework to maximize shareholder value. That's what makes this book such a valuable resource." - Elizabeth Mackay Chief Investment Strategist, Bear, Stearns & Co. Inc.
"The digital future is present! This fascinating book patiently guides you through today's high-tech arena with countless examples and valuable insight." - Stephen R. Covey Author of 7 Habits of Highly Effective People
"Mastering the Digital Marketplace is as good a navigational aid [to the electronic economy] as you will find anywhere. Doug Aldrich works with these issues every day, and his practical experience shines through on every page." - Thomas H. Davenport Professor of Management Information Systems Boston University School of Management
"Mastering the Digital Marketplace is a 'must read' for senior management if they intend to ensure the survival and growth of their companies in the digital economy . . . The case studies and vignettes provide invaluable lessons learned if only the reader takes the time to read and think." - John G. Sifonis Author of Net Ready: Corporation on a Tightrope and Dynamic Planning
"Mastering the Digital Marketplace challenges the imagination and exposes why our past experiences will not serve us as we invent our future in a digital universe." - Lloyd D. Ward Chairman and CEO, Maytag Corporation
Customer Reviews:
Goodnight Funny Man.......2004-01-09
Doug Aldrich, the author of this book, passed away on December 26, 2003. He will be missed by all that knew him.
Not worth the read.........2000-04-10
This book is definitely not worth the read. It should be noted that it is written by an AT Kearney dude and as an ex-EDSer I can see the resemblance of the consultants that made all consultants look bad. It had no substance but choose to use big words and complex evolved scenarios to provide the pretence of intelligence. It is everything bad about a pompous consultant roled into a book. Please note that the positive reviews of this book are all from the Dallas / Fort Worth area which is home to the AT Kearney legions. I gave it a 2 only because all reading is positive and it started off good.
Well worth the read.......1999-12-01
This book is NOT about eCommerce explicitly. Rather it is a sound work on the threats and opportunities presented by the all pervasive and ever expanding world of technology. Thankfully, it is not hysterical in tone urging you to rush out there and engage the nearest management consultant you can find, (the authour is one) but rather the book goes to great lengths to make the point that, if the technology is available to add value, then you'd better take advantage of it because your competitors will. The theme of adding value "as perceived by the customer" is really the major issue for the first half of the book. To substantiate this warning the book outlines the major themes of adding value to goods and services with several examples of how to do so. I felt the best section was on the importance of company structure and alignment along core competancies - the Value Based Organisation and how to achieve it, esp. Ch.9. The book is full of real-life and fictional case studies to illustrate each point it makes. It is written in plain english and is mostly jargon free. Do I have a criticism? Yes - Within Ch.9, one of the action points is for a company to have, or have had ABC - Activity Based Costing, the text makes a minor inflection that ABC is tough to implement - I have worked on a project putting in ABC - it is an utter nightmare! But all in all, very sound, accurate and GVFM.
An Intelligent and Useful Guide to the New Economy.......1999-11-16
As a regular reader of technology books, I have yet to come across a work that cuts through all of the e-cliches and e-hype. In Mastering the Digital Marketplace, Douglas Aldrich does a masterful job of explaining how the digital economy affects real businesses in the real world. I believe this is a must read for any executive responsible for making his company competitive in the new economy. The cases that Mr. Aldrich draws upon as examples provide clear and compelling illustrations of his thesis.
An Intelligent and Useful Guide to the New Economy.......1999-11-16
As a regular reader of technology books, I have yet to come across a work that cuts through all of the e-cliches and e-hype. In Mastering the Digital Marketplace, Douglas Aldrich does a masterful job of explaining how the digital economy affects real businesses in the real world. I believe this is a must read for any executive responsible for making his company competitive in the new economy. The cases that Mr. Aldrich draws upon as examples provide clear and compelling illustrations of his thesis.
Book Description
Geodemographic classification is ‘big business’ in the marketing and service sector industries, and in public policy there has also been a resurgence of interest in neighbourhood initiatives and targeting. As an increasing number of professionals realise the potential of geographic analysis for their business or organisation, there exists a timely gap in the market for a focussed book on geodemographics and GIS.
Geodemographics: neighbourhood targeting and GIS provides both an introduction to and overview of the methods, theory and classification techniques that provide the foundation of neighbourhood analysis and commercial geodemographic products. Particular focus is given to the presentation and use of neighbourhood classification in GIS.
- Authored by leading marketing professionals and a prominent academic, this book presents methods, theory and classification techniques in a reader-friendly manner
- Supported by private and public sector case studies and vignettes
- The applied ‘how to’ sections will specifically appeal to the intended audience at work in business and service planning
- Includes information on the recent UK and US Census products and resulting neighbourhood classifications
Download Description
Geodemographic classification is & big business in the marketing and service sector industries, and in public policy there has also been a resurgence of interest in neighbourhood initiatives and targeting. As an increasing number of professionals realise the potential of geographic analysis for their business or organisation, there exists a timely gap in the market for a focussed book on geodemographics and GIS. Geodemographics: neighbourhood targeting and GIS provides both an introduction to and overview of the methods, theory and classification techniques that provide the foundation of neighbourhood analysis and commercial geodemographic products. Particular focus is given to the presentation and use of neighbourhood classification in GIS. Authored by leading marketing professionals and a prominent academic, this book presents methods, theory and classification techniques in a reader-friendly manner Supported by private and public sector case studies and vignettes The applied how to sections will specifically appeal to the intended audience at work in business and service planning Includes information on the recent UK and US Census products and resulting neighbourhood classifications
Book Description
In today’s highly competitive selling world, changing old habits has never been more important.
It’s been said that the definition of insanity is doing the same thing again and again, while expecting different results. Yet, many sales professionals continue to tap into tactics that have been used for many years, anticipating that “this time” they will secure the deal, not because their methods work, but because these methods have become ingrained in their company’s selling culture and processes.
In his new book,
Counter-Intuitive Selling: Mastering the Art of the Unexpected, Bill Byron Concevitch reveals a secret to sales success in today’s highly competitive sales world – doing the exact opposite of what your competitors are doing and the exact opposite of what clients expect. Concevitch’s unique approach provides specific action steps and techniques that are designed to help you establish new habits that lead to sales-winning behaviors and results.
In
Counter-Intuitive Selling: Mastering the Art of the Unexpected, you will discover:
How to plant the necessary
behavioral change triggers inside yourself that will lead to a new level of success.How to
integrate counter-intuitive thinking and behavior into whatever sales process, techniques and strategies you and your company practice.How to use the
Decision-Maker Rater™ to determine if you are really talking to the right individuals with prospects and clients. What really matters in today’s technology-enabled professional selling environment.How to make yourself a valuable member of your client’s or prospect’s team, even before you make the sale.
No matter what you may have been told in the past, sales is not a numbers game and business is not lost on price. If you are ready to move beyond the predictable results that traditional selling techniques bring,
Counter-Intuitive Selling: Mastering the Art of the Unexpected will provide you with a new game plan to increase your success.
Customer Reviews:
Counter-intuitive is accurate... This book fills a missing gap. .......2007-02-03
As a seasoned sales, sales management and sales training leader who has spent 18+ years helping companies improve sales performance, I've read literally hundreds of books on sales over the years... some absolutely great; many absolutely worthless; most just floating in the mundane middle.
In comparison to most, I found this book refreshing and insightful. Admittedly, maybe it's because, like Concevitch, I've spent time leading both sales teams and training teams, and tend to focus on creating lasting behavior change (it's the only way to tap into the huge potential of the 70% of sales performers in the middle... who are neither the top 20%, nor the bottom 10%). But that is a big focus of the book - so it's had to ignore - and frankly, it's right on target and much needed in most of the sales forces I've observed. If you want to create some lasting, positive change in your sales force, there are some good tips here.
As a training pro, it's also hard to ignore the mnemonic acronyms, like G.U.I.D.O., N.E.R.D., H.E.R.B and H.A.N.K. - all part of the Decision-Maker Rater system. Okay, perhaps they foster a slight wry grin, but in doing that, they also stick in your memory. More importantly, the concepts make sense... a sort of account development primer for how to identify the decision roles within accounts and navigate appropriately.
Those who enjoy the story-telling style made popular by other business authors in recent years will also easily follow the sales rep, Ken, through his journey learning from his sales mentor, Frank. Somewhat subliminally, this also underscores the critical element of coaching and mentoring - also missing elements in some of the sales forces with which I've worked or consulted.
Now, having said all that, you won't find sales training basics here. It's not a treatise on basic selling skills, territory management strategies, or pipeline/opportunity management. If you need those basics, there are other places to learn them. But if you're seeking to break out of the mold, think solidly about account development, and change some behaviors to increase your major-account (maybe "tough" account) selling prowess, you'll pick up some food for thought and actionable ideas here.
Book Description
You rely on your key accounts for repeat business over time, but with Stephan Schiffman's tips and strategies, you'll find out how to increase your sales to these accounts and solidify your relationship as "partners" in the sales process.
In Mastering Your Key Accounts, Stephan Schiffman shows you how to implement a winning selling philosophy based on taking calculated risks and stirring things up within existing accounts. He gives you the tools to build key strategic alliances in all of your accounts. Inside you'll find sure-fire strategies to:
Build alliances and win over critical constituents
Develop and refine a Major Account Mapping worksheet
Devise a growth/action plan for key accounts
Finalize an action plan that extends your network within the major account
As America's recognized #1 sales trainer Stephan Schiffman promises to give you proven advice that will boost your business -and your bottom line!
Book Description
Reorganizations--restructurings--shake-outs--mergers--For millions caught in today's unstable business climate, these euphemisms for involuntary career change often produce the same soul-wrenching, traumatic responses. Now In Search of the Perfect Job shows emphatically the actual or impending loss of one's career doesn't have to translate into emotions. Written for anyone whose career is stalled, stuck, or in jeopardy, as well as anyone else who just feels it's time to make a career change, this job-counseling guide equips and empowers job seekers to take charge of their lives and careers with a method that has proven to be a breakthrough for over 10,000 of the authors' clients.
Customer Reviews:
Best Job Search Book Available!.......2007-10-18
Executives, if you are thinking about a new career or are in transition, In Search of the Perfect Job by Clyde C. Lowstuter is the best career management book I have found. This book has changed my attitude and approach about finding my next amazing career position! It helps you explore who you are, what you want, and how to get there. I am thrilled to recommend Clyde's book because I know it will help you, too.
DB - Chicago, IL
The Perfect Book for finding the perfect job.......2007-10-01
The best book I have ever read on finding an executive job - very insightful in helping me to understand myself better, what really motivates me, what is important to me, and how to use this knowledge to structure a job search. Also provides practical, specific insights and techniques to master interviews, and keep organized during the search.
Lowstuter Continues To Lead The Way.......2007-06-29
Lowstuter's latest edition continues to lead the way as the most comprehensive book on executive transition. If you have to pick one book that will get you to the next level, this is the one.
J. Steven Angell
Director, Business Development, Bureau Veritas, NA
A 'must-read'!.......2007-06-05
A `must-read' for anyone facing an unexpected or unwelcome transition. The practical strategy, in an easy step-by-step format, will lead you to better opportunities. This comprehensive book covers everything from dealing with the emotions of moving on, to exercises that show you how to complete each step in the process. A `life line' for those in transition which I've recommended to several colleagues and friends.
And Other Uses as Well.......2007-04-20
Clyde's book impressed me so much that I have recommended it to several of my executive clients who are having a difficult time with members of their senior management team. It has helped me work with people looking for their next opportunity as well as with management personnel who are responsible for developing their organization's future leaders. Definitely a must read.
Book Description
The ultimate book for anyone involved or believing in the marketing concept.
Books:
- The Heart And Soul Of Change: What Works in Therapy
- The Irritable Male Syndrome: Understanding and Managing the 4 Key Causes of Depression and Aggression
- The Leader of the Future 2: Visions, Strategies, and Practices for the New Era (J-B Leader to Leader Institute/PF Drucker Foundation)
- The Loyalty Effect: The Hidden Force Behind Growth, Profits, and Lasting Value
- The Official Guide for GMAT Review, 11th Edition
- The Power of Attitude
- The Principles and Power of Vision
- The Pursuit of Happyness
- The Servant Leader: How to Build a Creative Team, Develop Great Morale, and Improve Bottom-Line Performance
- The Teaching Gap: Best Ideas from the World's Teachers for Improving Education in the Classroom
Books Index
Books Home
Recommended Books
- Indispensable: How To Become The Company That Your Customers Can't Live Without
- The Lion Who Had Asthma
- Loitering With Intent: The Child
- Never Too Late: My Musical Life Story
- The Book of Air and Shadows
- The Patience of the Spider
- The Ferns and Fern Allies of Virginia. Bulletin of the Virginia Polytechnic Institute. Volume XXXVII
- Gold Run Snowmobile Inc. CD-ROM Package
- Profiting from Uncertainty: Strategies for Succeeding No Matter What the Future Brings
- Resolution: A Novel of Crime
Toyota Talent
The Toyota Product Development System: Integrating People, Process And Technology
Product Development for the Lean Enterprise: Why Toyota's System Is Four Times More Productive and How You Can Implement It
Inside the Mind of Toyota: Management Principles for Enduring Growth
Outside Innovation: How Your Customers Will Co-Design Your Company's Future
