"The key idea here is that within any industry there are market segments where leadership drives significant profits and value. Jackson explains how to find these sweet spots. CEOs, strategic planners, and marketers will find the book invaluable."
John Schweig, Senior Vice President, Strategy & Development, W.W. Grainger
"Provides a powerful (and often counterintuitive) framework for acquisitions, new product launches, and major marketing initiatives."
Jim Lawrence, Vice Chairman, General Mills
"Anyone wanting to understand what really drives corporate value should read this book. Jackson has made it clear for all of us."
C. John Wilder, Chairman and Chief Executive Officer, TXU
"Building a strategic market position does not happen by chance. Where Value Hides clearly explains how to manage (and invest in) a business strategically. The tools and approach have been successfully applied at AMETEK, and I am applying them at Wabtec."
Al Neupaver, CEO, Wabtec
"CEOs will find here a creative new paradigm for growth that doesn′t sacrifice profits. Strategy and marketing VPs will find practical tools for putting the ideas to work."
Mike Mussallem, CEO, Edwards Lifesciences
"This is an invaluable and insightful book. It gave me a much–improved framework for growth strategy and I′m putting it to good use!"
Kevin Mayer, Executive Vice President, Corporate Strategy, Business Development and Technology Group, The Walt Disney Company
"Growing your business without diluting your brand positioning is a critical challenge for executives. Where Value Hides provides a rigorous approach for developing new profit streams across channels and countries."
Ben Gordon, CEO, Mothercare
"The illustrations around how companies have used, or failed to use, an understanding of Strategic Market Position to drive growth and profitability are excellent. They provide a great framework for thinking about strategic issues."
Simon Duffy, Executive Vice Chairman, ntl
"Where Value Hides is an excellent strategic framework for those executives and managers interested in why strategies succeed or fail. It is a highly readable book filled with very relevant and helpful mini–case studies."
Michele Hooper, Managing Partner, The Directors′ Council
INTRODUCTION: WHERE VALUE HIDES AND WHY IT MATTERS 1
I WHY PROFITABLE GROWTH IS SO HARD TO FIND
1 WHERE YOU SHOULD COMPETE 11
2 BIGGER MAY BEWORSE 35
3 UNCOVERINGWHERE VALUE HIDES 55
II HOW TO USE STRATEGIC MARKET POSITION TO CHART YOUR BUSINESS STRATEGY
4 CAPTURING VALUE 79
5 DOING THE DETECTIVEWORK 105
6 APPLYING SMP TO SALES AND MARKETING 139
III KEY APPLICATIONS OF STRATEGIC MARKET POSITION
7 USING SMP TO FIND NEW MARKETS 165
8 SMP STRATEGIES FOR LOW–GROWTH OR LOW–MARGIN BUSINESSES 191
9 WHEN DO ACQUISITIONS MAKE SENSE? 217
APPENDIX: GUIDE TO INFORMATION SOURCES
FOR COMPETITIVE AND MARKET INTELLIGENCE 249