All the while, Toyota has dared its rivals to duplicate a production system that gives the company unmatchable productivity and quality. Dell is similarly relentless, and ruthless, in dealing with competitors. Last summer, the day after Hewlett-Packard announced weak results because of price competition in PCs, Dell announced a further across-the-board cut—delivering a swift kick to a tough rival when it was down. Wal-Mart is well known for its uncompromising stance toward suppliers. Newell acquired a struggling Rubbermaid in Hardly anyone would dispute that Toyota, Dell, and Wal-Mart have epitomized corporate success over the past decade.

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Pulchowk Campus, Nepal 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 dont apologize for it. Strive for extreme competitive advantage. Avoid attacking directly. Exploit peoples will to win. Know the caution zone. Often, the hardball competitor has an economic system that is unassailable.

History shows that a military force must be several times more than enemies to win in direct attract. Victory often belongs to those who want it the most. Spirit is engaging our minds and our hearts and our souls to do the right thing. Southwest spirit is you. We came. We saw. We kicked tail. The hardball player ventures closer to the boundary, whether established by law or social conventions, than competitors would ever dare.

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? For ALL: 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. Its not about being mean. Well, not too mean.

The nicest part of playing hardball is watching your competitors squirm. Plagiarize with pride. Deceive the competition. Unleash massive and overwhelming force. Raise competitors costs.

Knowledge is the key to devastating a competitors profit Sanctuary Competitors costs and profitabilityby 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 There is fine but real line between aggressive and predatory pricing Attack on your competitors profit sanctuary is liable to provoke a strong response Plagiarize with pride Hardball player doesnt fear or feel hesitate to steal any good ideas they see as long as it isnt nailed down by a robust patent Hardball plagarism involves much more than appropriating a good ideas, they improve it on Simply replicating the details isnt enough Eg.

The other airlines that have tried-and failed to copy southwest Ford did copy hondas 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 isnt ready for prime time.

In auto industry, prototypes are sometime doctored up to throw off the competition. 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 Deceive the competition contd.

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 didnt signal that it had also undertaken a major shift in strategy and operations. Large volume differences between a companys 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.

Summary The Manifesto Relearn the fundamental behaviors of winning: Focus relentlessly on competitive advantage. The Strategies Deploy these in bursts of ruthless intensity: Devastate rivals profit sanctuaries.


Curveball: Strategies to Fool the Competition

How to get them off your scent? Consider this curveball strategy: Let rivals misinterpret your success, as Australian discount airline JetStar did. Alternately, borrow tactics from an industry other than yours. Another clever move: Lure competitors into disadvantageous areas; for example, by competing for, but intentionally losing, the business of less profitable customers. Opportunities abound to throw your competitors a curve. And each time you throw one, you earn time to plan your next curveball. The Idea in Practice Stalk recommends these curveball strategies: Let rivals misinterpret your success.


Hardball: Five Killer Strategies for Trouncing the Competition

Unleash massive and overwhelming force. Focus relentlessly on competitive advantage. The history of business is littered with the remains of companies whose competitive advantages, once robust, simply withered away. Hardball players, by contrast, strive to widen the performance gap between themselves and competitors. Although a lot of companies talk about competitive advantage, few are able to put a finger on exactly what theirs is, and fewer still can quantify it. Hardball players know—empirically—what theirs is and exploit it ruthlessly. Companies that relentlessly pursue competitive advantage are wonders to behold.


Five Killer Strategies for Trouncing the Competition


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