How To Grow When Markets Don't
Adrian Slywotzky & Richard Wise

Reviewed By Bob Boyles, President
Smarter Distribution

"How to Grow When Markets Don't" is a book about growth and the simple fact that many companies in America are faced with a difficult environment in which to grow their business. Many segments of America's business landscape face a saturated playing field and every new competitor entering the market only speeds up the race to the bottom. As the traditional avenues of corporate growth (product innovation, acquisition, international expansion) become dead ends what is a company to do?

The author's belief is that "demand innovation" is the saving grace of growth in our economy. That the way companies will grow is by creating new demand for their products and services. By exploring the hidden potential within your own company you can create new markets and solve customer problems in new ways that will fuel your growth.

However, some of the case studies that they use to support their demand innovation theory are hard to agree with. They cite John Deere and it's creation of John Deere Landscapes as a method for companies to grow. John Deere used the acquisition of several large landscape distributors as a method to grow the market for their mowers, etc. and an avenue for John Deere Credit to expand its customer base. But, I sit here and wonder about all of those electrical manufacturers that owned distribution companies and couldn't wait to unload them off their balance sheets, WESCO, was spun off by Westinghouse, only GESCO is still a part of General Electric. So the case studies they cite are interesting but lack a convincing unanimity. John Deere's success with John Deere Landscapes was more about good timing and execution than a model for other manufacturers and distribution companies to follow.

Summary - This is an interesting book. Save the time to read this book next time you go to the beach.

About Bob Boyles and Smarter Distribution:
Bob Boyles is the principal of Smarter Distribution in Coppell, Texas, a strategic coaching business focusing on assisting distributors in using technology. He is also the author of "Succeeding With Distribution Technology" a practical how-to guide for selecting and implementing the right technology. You may reach him at (972) 304-1180, via e-mail at bob@smarterdistribution.com or on the Web at www.smarterdistribution.com

© Copyright 2003, Robert S. Boyles Jr. All rights reserved. This article cannot be reprinted or reproduced in whole or in part, without the express written permission of Robert S. Boyles Jr.