Beat the Crisis: 33 Quick Solutions for Your Company

by Hermann Simon

Newspaper columns blare the news daily. There is no doubt that we are struggling through a worldwide economic and financial crisis of a magnitude not witnessed since the Great Depression. In this environment, fraught with danger, no company can afford to take a wait-and-see attitude. One hesitation or misstep can result in the rapid demise of a once stalwart enterprise. Even small miscalculations can topple mighty empires; consider the U.S. auto industry, for example. The severity of the crisis demands that your company understand its causes, diagnose carefully, implement decisively and monito

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Year of publication:	2010
Authors:	Simon, Hermann
Publisher:	New York, NY : Springer New York
Subject:	Wirtschaftskrise \| Unternehmen \| Krisenmanagement

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Extent:	X, 161 S. 36 schw.-w. Ill
Type of publication:	Book / Working Paper
Language:	English
Notes:	Includes bibliographical references and index Simon_FM.pdf; Foreword; Simon_Ch01.pdf; Chapter 1; Diagnosing the Crisis; It's a Sales Crisis, Not a Cost Crisis; What Are Causes and Effects of the Crisis?; How Badly Affected Are Specific Industries?; How Are Certain Product Categories Affected?; Durable Consumer Goods; Automotive; Fast-Moving Consumer Goods; Financial Services; Industrial Goods; Healthcare; Telecommunications and IT; Chemicals; Tourism; Media; Luxury Products; Discount Products; Effects of Government Programs; Putting the Crisis into Perspective; How Has Customer Behavior Changed?; Fear of the Future Unfavorable Change in Price ElasticityHard Value and Cost Benefits Gain Importance; Compressed Time Preference; Financing Becomes More Important; Safety Moves to the Forefront; Summary; Simon_Ch02.pdf; Chapter 2; What Works and What Doesn't Work Against the Crisis; Understanding Supply and Demand; Profit Drivers and Their Effects; The Speed of the Effects; Solutions That Don't Work Against the Crisis; Summary; Simon_Ch03.pdf; Chapter 3; Intelligent Cost Cutting; Understanding Cost Drivers; Apply Multiple Cost Parameters; Take Advantage of Insourcing; Where Not to Save; Summary; Simon_Ch04.pdf Chapter 4Quick Solutions for Changing Customer Needs; Quick Solution 1: Offer Extended Warranties; Quick Solution 2: Arrange Trial Periods for Machines; Quick Solution 3: Accept Success-Dependent Payments; Quick Solution 4: Communicate Tangible Benefits; Quick Solution 5: Capitalize on Your Financial Strength; Quick Solution 6: Accept Barter Trades; Quick Solution 7: Lure Customers Away from Weakened Competitors; Quick Solution 8: Develop New Business Models; Summary; Simon_Ch05.pdf; Chapter 5; Quick Solutions for Sales and the Salesforce Quick Solution 9: Boost Your Company's Sales PerformanceQuick Solution 10: Increase Your Core Selling Time; Quick Solution 11: Visit Customers More Selectively; Quick Solution 12: Strengthen Direct Sales; Quick Solution 13: Penetrate New Customer Segments; Quick Solution 14: Offer Special Incentives; Quick Solution 15: Redeploy In-House Staff to Sales; Quick Solution 16: Lure Salespeople Away from Competitors; Quick Solution 17: Mobilize Top Sales Excellence; Quick Solution 18: Step Up Cross-Selling; Quick Solution 19: Expand Your Sales Portfolio; Summary; Simon_Ch06.pdf; Chapter 6 Quick Solutions for Managing Offers and PricesQuick Solution 20: Cut Your Volume; Quick Solution 21: Cut Prices Intelligently; Quick Solution 22: Give Out Discounts in Kind, Not Price Discounts; Quick Solution 23: Deploy Non-linear Pricing and Price Bundling; Quick Solution 24: Defend Your Prices with Tooth and Nail; Quick Solution 25: Increase Prices Under the Customers' Radar; Quick Solution 26: Clean Out Your Discount Jungle; Quick Solution 27: Charge Separately for Hitherto Inclusive Services; Not a Quick Solution: Price Wars; Summary; Simon_Ch07.pdf; Chapter 7 Quick Solutions for Services Electronic reproduction; Available via World Wide Web
ISBN:	978-1-4419-0823-0 ; 978-1-4419-0822-3
Other identifiers:	10.1007/978-1-4419-0823-0 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

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