Five Killer Strategies for Trouncing the Competition

by George Stalk, Jr. and Rob Lachenauer

-Rajendra Bahadur Thapa- Rajib Kumar Hyoju- Sudip Joshi- Sudan Kayastha

MsTIM – 2011Tribhuwan Univeristy, Institute of Engineering. Pulchowk Campus, Nepal

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Hardball

Management thinking has gone soft, with its emphasis on squishy things like corporate culture and the coddling of customers. We will the playbook for a dog-eat-dog world.

Winner in business play rough and don’t apologize for it.

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The Hardball Manifesto

• Focus relentlessly on competitive advantage.• Strive for “extreme” competitive advantage.• Avoid attacking directly.• Exploit people’s will to win.• Know the caution zone.

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Focus relentlessly on competitive advantage

• Hardball players strive to widen the performance gap between themselves and competitors.

• Eg: Transportation cost of reduction of wall -mart

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Strive for “extreme” competitive advantage

• To hardball players, there’s something far more important than competitive advantage.

• Often, the hardball competitor has an economic system that is unassailable.

“Study us allyou want”

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Avoid attacking directly.

• History shows that a military force must be several times more than enemies to win in direct attract.

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Exploit people’s to win

• Hardball requires guts as well as smarts.• Victory often belongs to those who want it the most.

We came. We saw. We kicked

tail.

“Spirit is engaging our minds and our hearts and our souls to do the right thing.Southwest spirit is you.”

Training Video Advertizement

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Know the caution zone.The hardball player ventures closer to the boundary, whether established by law or social conventions, than competitors would ever dare.legal and accounting counsel to determine what they can and can’t do.

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Know the caution zone. Contd.

• Does it break any existing laws? • Is the action good for the customer? • Will competitors be directly hurt by it? • Will the action touch a nerve in special-interest groups?

The nicest part of playing hardball is watching your competitors squirm.

At the risk of repetition, let us stress once again that hardball is not about breaking, or even bending, the law. It is not about crooked accounting, breaching contracts, stealing trade secrets, or predatory pricing. It’s not about being mean. Well, not too mean.

For ALL:

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The Hardball Strategies

• Devastate rivals’ profit sanctuaries.• Plagiarize with pride.• Deceive the competition.• • Unleash massive and overwhelming force.• • Raise competitors’ costs.

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Devastate rivals’ profit sanctuaries

Flooding the market with advertising or making across-the board price cuts

Most effective strikes are surgical

VacuCorp VS SweepCo’s Business

Profit sanctuary for sweepCo’s was canisters type of vacuum cleaner

revenue profit

Knowledge is the key to devastating a competitor’s profit Sanctuary

Competitor’s costs and profitability- by category, by geography and by account

This will allow you to hone your attack strategy, adjust prices to inflict the most pain.Need to be alert to the legal limits of pricing strategies

Attack on your competitor’s profit sanctuary is liable to provoke a strong response

There is fine but real line between aggressive and predatory pricing

Devastate rivals’ profit sanctuaries contd.

Plagiarize with pride

Hardball player doesn’t fear or feel hesitate to steal any good ideas they see as long as it isn’t nailed down by a robust patent

Hardball plagarism involves much more than appropriating a good ideas, they improve it onSimply replicating the details isn’t enough

Eg. The other airlines that have tried-and failed –to copy southwest

Ford did copy honda’s program and improved upon it, marketing it aggressively to new-car buyers

Deceive the competition

Hardball players will mislead rivals to buy time- or to gain any other kind of competitive advantage

Software company will announce “vaporware” that isn’t ready for prime time.In auto industry, prototypes are sometime doctored up to throw off the competition.

Eg. Wausau Papers

Wausau would offer next-day service to its distributors in the major Midwestern cities and encourage them to order small quantities, some with custom specifications

Press release –that the company had been able to speed deliveries by holding large inventories of finished goods and by working long hours

But the company didn’t signal that it had also undertaken a major shift in strategy and operations.

wausau began buying commodity papers in rolls from its competitors, cutting and repackaging them as part of its overall offering

Deceive the competition contd.

Unleash massive and overwhelming force

Hardball player prefer the indirect attack, sometimes they beat their competitors with the polar opposite

Eg Eagle snack (Anheuser-Busch ) Vs Firto lays(Roger Enrico)

Firto lays- Salty snacks-potato,corn and tortilla chipsIts expansion into cookies and crackers

New eagle brand salty snacks try to capture the market of Frito lays

Firto’s lays concentrates company’s energy, invest heavily in product quality, and came with up superior offering-better chips, better service and low price

Raise competitors’ costSuccessfully driving up a competitor’s costs without his knowing is on of the marks of a true hardball competitor.

Ex. Large volume differences between a company’s highest and lowest selling products or services -as was the case of federal-mogul and JpI

Rising your competitors’ costs works well in certain situations, primarily when the complexities of a business introduce cost that can be misallocated.

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SummaryThe Manifesto

Relearn the fundamental behaviors of winning:• Focus relentlessly on competitive advantage.• Strive for “extreme” competitive advantage.• Avoid attacking directly.• Exploit people’s will to win.• Know the caution zone.The Strategies

Deploy these in bursts of ruthless intensity:• Devastate rivals’ profit sanctuaries.• Plagiarize with pride.• Deceive the competition.• Unleash massive and overwhelming force.• Raise competitors’ costs.

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