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BE AGGRESSIVE! SUCCESSFUL COMPETITORS CAN'T
CHANGE!
It's said that
success breeds success. We say success breeds an internal fear of change in most
companies. If you have a competitor that's been highly successful for a long
time, use it against them!
A long-time, highly
successful competitor's management is usually unable to make significant
strategic changes for fear of failing. Since no business strategy lasts forever, use their fear of change to your advantage.
For example:
DELL started out
selling mail-order computers to only tech-savvy buyers because they didn't need
much technical support and hand-holding. DELL then used their profits to build a large,
responsive technical support
capability which enabled them to sell to the general public. This was a
brilliant strategic growth plan and all of DELL's tremendous growth has been due
to this shift to the general public combined with excellent customer service.
However, DELL's
fear of failing (in the eyes of Wall Street) has led them to cut their customer
service to offset lower selling prices. In fact, DELL's customer satisfaction
and quality levels are now declining significantly. Many unhappy customers are
re-thinking their decision for their next purchase. Now DELL cannot
significantly change their strategy for fear of disappointing Wall Street
expectations of short-term profits.
Growth Advisors
Inc. believes DELL has opened a window of opportunity for an aggressive customer
service-oriented computer vendor to gain enough market share to become
profitable within a reasonable period of time.
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Seminar News
We'll be speaking at the Enterprise Development
Corporation's next Entrepreneur Seminar Series.
Come see us on
Tuesday, September 30th
5:30pm-7:00pm
Florida Atlantic University
Our topic will be:
"Business Development - Execution is Everything"
It's free but you must RSVP as seating is limited
Click
Here for Info
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