Enterpreneaural strategies- Peter F. Drucker
enterpreneaural strategies 1- Being ’ Fustest with the Mostest’ 2- ’Hitting them where they Ain’t’ 3- Finding and Occupying a specialized ’
ecological niche’ 4- changing the economic characteristics of a
product, a market, or an industry.
Drucker’s legacy Not mutually exclusive Not always sharply differentiated Each has pre-requisites Each require specific bnehavior Each has its own limitations Each carries risk
1- Being ’ Fustest with the Mostest’ strategy The enerpreneaur aims at
leadership Does not aim at creating a big
business: This strategy is unforgiving- head or
tail Highly rewarding Examples:
Example:1-Hoffman- the world’s largest and most profitable pharmacutical at switzerland. Aquisition of vitamins patents despite scietists doubts for its success2-Du-pont’s creation of Plastic Industry3-3M4- Johanson & Johanson’s Pruducts at Mother care-II Swords clifton.
Example:5- LUMS, IBA6- AGUH,
Pre-Requisites
Requires thuoght and careful analysis
Requires an Ambitious aim
Extreme concentration of effort-one clear cut goal
Retain a Leadership position
Continue. Reasech budget must be higher after the
innovation Find new users Make the product obsolete before a
competetor can do it-----Intel Inside Systematically Cut the price of his own
prduct- e.g. Intel, e.g. Invention of dynamite and the dynamite cartel---decrease in prices day by day---increase in demand----stoping the competetors to enter.
Drawbacks of this strategy 0.5 prbability of success, a head or tail There is only success or failure It fits only in small minority of innovations,
only useful for major innovations
Crux-when rest of the world believe that the product wont be successful and one still stick to its production and marketing with a hope that it would get reward.
2: Hit them where they Ain’t It consists of two strategies:
Creative Imitation & Entrepreneurial Judo
i) Creative Imitation: to make improvement & have leadership position in the product and innovation already done by some one else.
Continue.. The creative innovator exploits the
success of others, it does not invent a product or service but only perfects and positions it.
Looks at the product from the view point of the customer.
Creative imitation is not innovation it is proper positioning of the product in the market.
Continue.. E.g. IBM
Building a high-speed calculating machine for astronomical calculation in early thirties
Few years later designed a computer for same purpose at Harvard.
After world war-II, a real computer with memory and programming
Before going public, IBM adopted the design of ENIAC- with multipurpose business applications
Crux- The creative imitation strategy
waits until somebody else has established the new, but only ‘approximately’. And within a short time it satisfy the customers wants and takes the leadership position.
ZAR-Aamad Scheme by HBL in early nineties.
Continue… IBM as creative imitator with Personal
Computer, which was basically the idea of ‘ Apple’s ’ but ‘the Apple’ failed to understand its success although their innovation was successful.
The idea of digital watch by “the Swiss” but taken over by “Seiko-Japan” by adopting semi-conductors– a perfect example of creative imitation.
Pre-requisites: It starts with the markets rather than
the products and with customers rather than with producers.
It requires a rapidly growing market- P.C
It satisfies the demand already created rather than creating new demand.
Risks Involved in creative Imitation: The risk of misreading the trend of
the market. ‘Risk vs Reward’ could be on
adverse side. The Risk of being too clever:
Brief Comparison
Being Fustest with the Mostests and Creative Imitation
Ecological Niche strategy
Aims at industry leadership It aims at controlling rather than leadership
Focuses at large industry/market
Focus at monopoly in a small area
These are Competitive strategies
Irrespective of competition
Adopters become big/visible names
The adopters remain anonymous
3- Ecological Niches There are three Ecological Niche
Strategies:
i) the TOLL-GATE Strategyii) the SPECIALITY SKILL Strategyiii) the SPECIALITY MARKET Strategy
i) The TOLL-GATE Strategy
A company is said to have a toll-gate position producing small products being used in the production process of large/core products. Its used for small markets where competition is irrelevant.
Examples: Siddique Sons Tin plate Ltd.-
Windhur Baluchistan: Making cans and containers for packaging of
cooking oil, fruits, foods, vegetables, sea foods, beverages, lubricant oil and other edible stuff etc.
Their products are also used in quality packaging of tea, cookies, sweets, dates, gift boxes, paints, aerosol cans, juices, beverages, dairy products, food cans, fuel & air filters and many more.
Major Clients…. Coca Cola Lipton H.o.M Nestle Sultan cooking Oil ICI Dulux Many more…
e.g.02 Development of “enzyme” by
Alcon Co. for elimination of one feature of the standard surgical operation for senile cataracts.
Requirements for toll-gate The product has to be essential to a
process. The risk of not using it- the risk of
using an eye in case of Alcon Co.’s Enzyme, must be greater than the cost of the product.
The market be limited, small and allowing no room for the competitors.
Risks and Limitations of toll-gate. Growth is less after the niche has been
occupied. The demand is dependent upon the
demand of the process or product to which the toll-gate product furnishes an ingredient.
It can obsolete in case an alternative emerges helping to satisfy the same end use.
ii) the SPECIALITY SKILL Strategy
Strategy is used for controlling position rather than leadership by Manufacturers of car parts for Suzuki, Indus, Nissan, Honda etc.
E.g’s.
Seat Belts Seat Covers Door Rubbers Monograms/logos Ready heater Denso Air Conditioner, Delco-self starter, Bosh-electric
system etc.
Requirements To attain a specialty niche requires
something new, a new market, a new industry or a new major trend
It requires a skill that is unique and different
Skill improvement-an ongoing activity
Limitations No right-no left……just one
direction. Dependency on some one else. Specialty to cease being a
specialty.
iii) the SPECIALITY MARKET Strategy
This strategy is based on specialized knowledge of a market whereas the previous strategy was based on a product or service.
E.g. Travelers cheques Having same requirements and
same risks involved as with the specialty skill strategy.
4- Changing Values and Characteristics The strategy aims at innovation itself. The purpose is to “create a customer”
which is the common element in these strategies, which are given as:
i) By creating utility;
ii) By pricing
Continue…
iii) By adaptation to the customer’s social and economic reality;
iv) By delivering what represents true value to the customers.
i) Creating Customer Utility;
Comparison of old PAKISTAN POST Office-DAAK KHANA System with the services of TCS, OCS, Leopards etc.
Why do we prefer private courier companies now?
Is price matter in lieu of quality based reliable speedy service?
Continue.. Private courier companies created
utility, they addressed the customer need for a postal service in professional way.
No technology involved, just focus on cutomer need desired
ii) Pricing
Comparison of straight edge razor “Ustra” at a local Barber Shop with Gillette Blue-II Razor
Comparison of Carbon Paper with Photo Copier Machine
The contribution of pricing in these product’s success.
Continue.. Value to customers vs cost to
suppliers.
iii) By adaptation to the customer’s social and economic reality;
Steam turbines vs piston driven steam engines, the former are complex, requires a high degree of engineering in their design and skill for installation.
Think of installing a Molding Machine out side Karachi and consider the replacement of “Die” for each Plastic Item you are going to produce of this machine?
iv) By delivering what represents true value to the customers.
Think one step ahead of the “strategy of accepting the customer’s reality”.
Think again from customer’s point of view, whether you need a product or you need a solution to your problem.
Recommended