Fabrication and manufacturing

When Ben Franklin wrote Poor Richard’s Almanac and the words, “A little neglect may breed great mischief,” he did not have price fixing in mind. To the 47 executives in companies in the folding-box industry convicted of price fixing, however, the words seem tailored to fit. In those companies convicted under antitrust laws in 1976, […]

Hardware startups are easier to launch than ever.

Powerful brands have distinct personalities: Duracell’s batteries last a long time. Volvos are safe in a crash. But even dominant brands can fade if they fall prey to multiple personality disorder. Consider General Motors. What’s the difference between a Chevrolet, a Pontiac, and a Buick? The company has recently woken up to the problem; last […]

A couple of years ago, I coauthored with Rob Lachenauer an article called “Hardball: Five Killer Strategies for Trouncing the Competition.” The piece, along with a subsequent book, was misunderstood by many people. Critics said that hardball meant playing dirty or mean, neither of which is true. What is true is that hardball—let’s face it, […]

A factory manager considers whether to accept or resist union demands.

An eight-step process to help companies learn to cope creatively with large and complex selling tasks—and have lasting results.

High-definition televisions (HDTVs) should, by now, be a huge success. Philips, Sony, and Thompson invested billions of dollars to develop TV sets with...

Your organization can become more decisive—and can implement strategy more quickly—if you know where the bottlenecks are and who’s empowered to break through them.

What took thousands of lives and killed an industry was management’s failure to insist on its own responsibilities.

Many assume that China’s cost advantage in manufacturing comes from cheap labor. But in China’s burgeoning steel industry, our research suggests, massive government energy subsidies, not other factors, keep prices down. These subsidies have broad implications for how companies compete and collaborate with Chinese businesses. In 2005, Beijing designated steel as a pillar industry for […]

Six leaders offer their perspectives on sales success.

Reprint: R0309E Despite companies' almost fanatical worship of innovation, most new products don't generate money. That's because executives don't realize...

Contract manufacturers cut OEMs’ costs and free up capital. But the hungry ones are starting to bite the hand that feeds them. Smart OEMs know how to keep such hazards under control.

First-mover advantage is more than a myth but far less than a sure thing. Here’s how to tell when it’s likely to occur—and when it’s not.

Green initiatives can, by reducing costs, enhance a company’s bottom line. Actions that harm the environment can have the opposite effect. Now, thanks to a burgeoning market in greenhouse gas emission credits put into effect by the Kyoto Protocol, environmental considerations will increasingly affect not only companies’ income statements but also their balance sheets. A […]

The German car company has redesigned its factory for—and with—older workers.

A first look at the economic data.

Companies aggressively offer discounts, introductory coupons, and other incentives to lure new customers—and, often, those prospects oblige by making an initial purchase. But my research in the financial services, fast food, and automotive sales and service industries shows how these tactics can backfire. In one study, involving 300 new customers of a bank, 71% of […]

The combination of the gigantic American trade deficit and the price of oil at more than $125 per barrel (at press time) has created an attendant pool...

Before they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy.