The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market

by Michael Treacy, Fred Wiersema

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Product Description

Why is it that Casio can sell a calculator more cheaply than Kellogg’s can sell a box of corn flakes? Why can FedEx “absolutely, positively” deliver your package overnight but airlines have trouble keeping track of your bags? What does your company do better than anyone else? What unique value do you provide to your customers? How will you increase that value next year? As customers’ demands for the highest quality products, best services, and lowest prices increase daily, the rules for market leadership are changing. Once powerful companies that haven’t gotten the message are faltering, while others, new and old, are thriving. In disarmingly simple and provocative terms, Treacy and Wiersema show what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world.

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All Customer Reviews
Average Customer Review: 4.5 out of 5 stars

0 of 1 people found the following review helpful:

4 out of 5 stars

The Examples Book, 2008-04-05
I'm doing my MBA and the marketing prof. wanted us to read this book. The only claim I can make about the book is, it is a little out-dated. Some of the companies given as examples are either not existing anymore, or are far from where there were in terms of what it is and what it is all about! The book came in exactly the same condition as it was said to be. Thank you Amazon as being the rescue team of our family :)

0 of 0 people found the following review helpful:

4 out of 5 stars

Helpful Book, 2007-06-27
Helps provide a clear model for analyzing companies and developing corporate strategies. In many ways, it is a more accessible take on Porter's Competitive Strategy.

0 of 0 people found the following review helpful:

4 out of 5 stars

Key concept, straightforward and short, 2007-06-24
Treacy and Wiersema make the case that the value of a product or service to a customer can be categorized in terms of efficiency (eg. low cost, on-time delivery), innovation (eg. latest technology or fashion) and/or customer intimacy (eg. customized solutions). They go on to argue that delivering each kind of value requires a different organization and culture, and hence the most successful companies are those whose business strategy is focused on delivering a particular kind of value to the customers that appreciate it the most, while remaining competitive in other areas. The analysis is accompanied by case studies of AT&T Universal Card, Intel and Airborne Express. The core idea of the book is valuable and 200 pages is plenty to explore it in detail.

1 of 1 people found the following review helpful:

5 out of 5 stars

This should be a text book, 2007-02-28
Best Marketing book I have ever read, I will keep this book forever. This is a must read for anyone in the marketing field. This book provides great examples along with real life examples.

0 of 0 people found the following review helpful:

5 out of 5 stars

Staying focused on core value proposition, 2007-02-26
The book reemphasizes the importance of product or service leadership, customer intimacy, and operational excellence. Organizations willing to be "anything for a buck" will find they loose touch with their customers quickly as they thinly apply talent and resources to serve everyone averagely.

Unity of purpose is also essential; a successful firm must act together to consistently and successfully compete. The book is good reading for managers and marketing professionals that need to review their business focus and the alignment of tasks, processes and competencies supporting that focus. The book offers materials to be used in team exercises.

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