Market Intelligence

The introduction of a new product is a very expensive undertaking. The executive who is willing to remain ignorant of his competitors situation, in order that the company may save money, and not give proper rank and honor to those individuals providing this intelligence is not only short sighted, but devoid of humanity. The reason why the wise executive is […]

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Using Innovation and Technology

Innovation and technology can provide tremendous leverage to a market campaign when properly used. However, it is important to time the introduction of a new technology to have the maximum impact on the market. Your marketing campaign should be designed to have its maximum impact on the competition before your competitors are able to respond with their own products. As […]

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How to Succeed in a Given Market

Consider selling products in locations across the world. Types of Markets The nine types of markets are: Local Market Neighboring Market Strategic Market Equal Access Market High Leverage Market Highly Competitive Market Rapidly Changing Market Vulnerable Market Desperate Market The tactics, deployment of resources, and the nature of the people involved are matters that the CEO must examine with the […]

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How to Avoid Defeat in a Given Market

The major points of this chapter are: Types of Markets Calamities caused by the CEO Six Ways to Court Defeat Types of Markets There are six types of markets: Accessible Entangling Temporizing Narrow Passes Precipitous Heights Positions at a Great Distance Accessible A market which can be entered with equal ease by either you or your competitors. The first to […]

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On Deploying Resources

Introduce Products that Can be Defended As your company penetrates a market, consider each product that you introduce in terms of how it can be defended against the competition, or used in selling situations against them. You never want to be in a position in which you are competing uphill against the strong points of a competitors product. A competitor […]

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Nine Tactical Variables

There are nine basic principles to keep in mind when devising your tatical strategy: There are markets that must be avoided because you will not be able to retain your marketshare against the competition. When doing business in countries which are easily accessible by your competitors, form alliances with your allies. Portions of the market which have no strategic value. […]

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Implementation

Art of implementing a set of strategy and tactics. Most difficult skill to master. It is key to deceive your competition as you are in the process of introducing your product. What makes this skill so difficult is that you want to implement a straightforward plan which deceives the competition as it is implemented. You want to exploit an apparent […]

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Avoid Strengths, Attack Weaknesses

It is better to be first in the market and well established, than to enter a market in which a competitor is already well established. If you intend to compete with a competitor, those skilled in the art of business will cause their competitors to do it on their terms. You can make a competitor come into your market by […]

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How to Best Use Your Resources

The basic principles of managing a company are the same for both large and small companies. A company is managed by having an organization, a large company simply has a larger organization than a small company. Communications make the difference between acting as one organization and many individual groups. With poor communications, development may have developed a new product, only […]

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Tactics

To achieve success: Eliminate the possibility of defeat Wait for an opportunity to defeat the competition Eliminate the possibility of defeat by defensive tactics. Such tactics require that a company obscure as much knowledge about itself from the competition, such that it may respond to competition in an unexpected manner. The Mark of Genius There is no genius in responding […]

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