Long-Term Objectives and Strategies: A Strategic Guide

1. Session 10 & 11 Long Term Objectives, Generic and Grand Strategies

2. Session Objectives • Setting your dominant long term objective. • Define the 3 generic (drivers) of effective competitive strategies. • Define and clarify 15 recurring grand strategies.

3. Long-Term Objectives • Short-run profit maximization is rarely the best approach to achieving sustained corporate growth and profitability • Types of Long Term Objectives: • Profitability – Productivity • Competitive Position – Employee development • Employee Relations – Productivity • Tech Leadership – Public Responsibility

4. Usage Frequencies of Long Term Objectives(N = 82) • Profitability 89% • Growth 82 • Market Share 66 • Social Responsibility 65 • Employee Welfare 62 • Product/Service Quality 60 • R&D 54 • Diversification 51 • Efficiency 50

5. Acceptable Achievable Flexible Criteria used in preparing objectives Measurable Understandable Suitable Motivating Qualities of Long-Term Objectives

6. Potential entrants Threat of new entrants Industry competitors Rivalry Among Existing Firms Bargainingpower of suppliers Bargaining power of buyers Suppliers Buyers Threat of substitute products or services Substitutes Forces Driving Industry Competition

7. Generic Strategies • A long-term BL strategy must be based on a core idea about how the firm can best compete in the marketplace. The popular term for this core idea is generic strategy.

8. Low-cost leadership Focus Differentiation Three Generic Strategies

9. 3 Generic Strategies • Striving for overall low-cost leadership in the industry. • Striving to create and market unique products for varied customer groups through differentiation. • Striving to have special appeal to one or more groups of consumers or industrial buyers, focusing on their cost or differentiation concerns

10. Low-Cost Leadership • Low-cost producers usually excel at cost reductions and efficiencies • They maximize economies of scale, implement cost-cutting technologies, stress reductions in overhead and in administrative expenses, and use volume sales techniques to propel themselves up the earning curve • A low-cost leader is able to use its cost advantage to charge lower prices or to enjoy higher profit margins

11. Differentiation • Strategies dependent on differentiation are designed to appeal to customers with a special sensitivity for a particular product attribute • By stressing the attribute above other product qualities, the firm attempts to build customer loyalty • Often such loyalty translates into a firm’s ability to charge a premium price for its product • The product attribute also can be the marketing channels through which it is delivered, its image for excellence, the features it includes, and its service network

12. Focus • A focus strategy, whether anchored in a low-cost base or a differentiation base, attempts to attend to the needs of a particular market segment • A firm pursuing a focus strategy is willing to service isolated geographic areas; to satisfy the needs of customers with special financing, inventory, or servicing problems; or to tailor the product to the somewhat unique demands of the small- to medium-sized customer • The focusing firms profit from their willingness to serve otherwise ignored or underappreciated customer segments

13. For each of the Three • Requirements • Skills/resources • Organizational • Risks

14. Generic Strategy Commonly Required Skills and Resources Common Organizational Requirements Overall cost leadership • Sustained capital investment and access to capital • Process engineering skills • Intense supervision of labor • Products designed for ease in manufacture • Low-cost distribution system • Tight cost control • Frequent, detailed control reports • Structured organization and responsibilities • Incentives based on meeting strict quantitative targets Differentia-tion • Strong marketing abilities • Product engineering • Creative flare • Strong capability in basic research • Corporate reputation for quality or technological leadership • Unique combination of skills • Strong cooperation from channels • Strong coordination among functions in R&D, product development, and marketing • Subjective measurement and incentives instead of quantitative measures • Amenities to attract highly skilled labor, scientists, or creative people Focus • Combination of above policies directed at the particular strategic target • Combination of above policies directed at the regular strategic target Requirements for Generic Competitive Strategies

15. Risks of Cost Leadership Risks of Differentiation Risks of Focus • Cost of leadership is not sustained • Competitors imitate • Technology changes • Other bases for cost leadership erode • Proximity in differentiation is lost • Cost focusers achieve even lower cost in segments • Differentiation is not sustained • Competitors imitate • Bases for differentiation become less important to buyers • Cost proximity is lost • Differentiation focusers achieve greater differentiation in segments • Focus strategy is imitated • Target segment becomes unattractive • Structure erodes • Demand disappears • Broadly targeted competitors overwhelm segment • Segment’s differences from others narrow • Advantages of broad line increase Risks of the Generic Strategies

16. Types of Grand Strategies Concentrated Growth Conglomerate Diversification Market Development Turnaround Product Development Divestiture Innovation Liquidation Horizontal Integration Bankruptcy Vertical Integration Joint Ventures Concentric Diversification Strategic Alliances Consortia

17. Concentrated Growth • A grand strategy in which a firm directs its resources to the profitable growth of a single product, in a single market, with a single dominant technology.

18. Example 1 • In 2011, McDonald’s uses promotional campaign “Monopoly” to increase the rate of use of their current customers. If you make a game out of it, people will purchase your products to play. • http://www.associatedcontent.com/article/6239272/increasing_your_sales_using_concentrated.html?cat=3

19. Example 2 • Best Buy focused on the ‘Concept Stores’ and the initiatives that improved its performance and differentiated the company from its main competitor. • http://www.ibscdc.org/businesscasebooks-pdfs/Growth%20Stratiges%20Vol.%20II.pdf

20. Example 3 • Paypal revolutionized financial services through its on-line person-to-person (P2P) money transfer service. Paypal’sgrowth strategy is to increase its customer base and sales through focusing on its online payment market. • http://www.ibscdc.org/businesscasebooks-pdfs/Growth%20Stratiges%20Vol.%20II.pdf

21. Market Development A grand strategy of marketing present products. Often with only cosmetic modification, to customers in related marketing areas.

22. Example 1 • Pacific Andes achieved considerable growth in seafood and vegetable business within a short span expanding into other countries. It also increased its global market share and gained a sustainable competitive advantage through synergy. http://www.ibscdc.org/businesscasebooks-pdfs/Growth%20Stratiges%20Vol.%20II.pdf

23. Example 2 Toyota expanded its presence in the European car market. Toyota succeeded in localizing its strategies in tune with the needs of the European car market. Toyota also analyzed its strategy in Europe in the wake of currency fluctuations and the new needs of the market. http://www.ibscdc.org/businesscasebooks-pdfs/Growth%20Stratiges%20Vol.%20II.pdf

24. Product Development A grand strategy that involves the substantial modification of existing products that can be marketed to current customers.

25. Example 1 The entire Nikon group is implementing the “Nikon Product Assessment” to create new products which offer enhanced power consumption efficiency, are smaller and lighter, use less harmful substances, and utilise Eco-glass. http://www.nikon.com/about/csr/report/2004/eco_e_09.pdf

26. Example 2 Miller/Coors with their Coors Light cold themed packaging bells and whistles: frost brewed, cold activated can, wide mouthed, cold filtered, home keg…

27. Example 3 Sears Circa 1975 with their “buy your stocks where you buy your socks” expansion into financial services: Discover Card, Dean Witter, Coldwell Banker, Allstate Insurance

28. Innovation A grand strategy that seeks to reap the premium margins associated with creation and customer acceptance of a new product or service.

29. Example 1 • Apple is one of the most creative companies in the world. It designs and launches every Mac, iPhone, iPad. Its innovation on electronic products is so successful that everyone wants to own the new Apple products. • (I wrote it.)

30. Example 2 • Google’s most recent innovation is on the Android OS for smartphones. It will challenge Apple's iPhone in the hotly competitive world of mobile devices. • http://money.cnn.com/magazines/fortune/mostadmired/2010/snapshots/11207.html

31. Example 2 Virgin Galactic – For profit commercial and consumer space travel and transportation

32. Example 3 • Google’s most recent innovation is on the Android OS for smartphones. It will challenge Apple's iPhone in the hotly competitive world of mobile devices. • http://money.cnn.com/magazines/fortune/mostadmired/2010/snapshots/11207.html

33. Horizontal Integration A grand strategy based on growth through the acquisition of similar firms operating at the same stage of the production-marketing chain.

34. Example 1 Wachovia merging with First Union only to be acquired by Wells Fargo

35. Example 2 USAirways merging with Piedmont Airlines

36. Example 3 Exxon Acquiring Mobil in 2000 for $85.1 Billion

37. Vertical Integration A grand strategy based on the acquisition of firms that supply the acquiring firm with inputs or new customers for its outputs. Backward VI is the desire to increase the dependability of the supply or quality of the raw materials used as production inputs Forward VI is the desire to gain greater control of the distribution/marketing/selling/service of products or services

38. Example 1 AT&T has ownership over companies that transmit equipments, including stations, cable lines, telephones, etc. which tremendously helped AT&T in providing one stop services and products. Without paying AT&T for its entitled infrastructure, other companies would never be able to use or provide similar services or products which AT&T is said to be a “dominating winning mix”. http://ccit300.wikispaces.com/Horizontal+Integration

39. Example 2 • Starbucks originally started as a roaster and retailer of coffee-beans, when its founder, Howard Schultz joined the company as a young salesman. The company is immensely vertically integrated for one purpose alone, maintaining perfect quality throughout the value-chain. • http://www.techiteasy.org/2007/07/28/starbucks-an-example-of-vertical-integration/

40. Example 3 • Apple figured out how to link the content, the hardware, the software, and the pricing and distribution mechanisms, all more or less under one company's control. However, Apple is controlling the parts of the operation that touch customer experience. Apple aggressively uses contract manufacturing rather than having to manage everything itself. Apple has dug even deeper into vertical integration by announcing that it now intends to design the very chips that go into some of its products. • http://blogs.hbr.org/hbr/mcgrath/2009/12/vertical-integration-can-work.html

41. Vertical and Horizontal Integration

42. Concentric Diversification • Concentric diversification involves the acquisition of businesses that are related to the acquiring firm in terms of technology, markets, or products • With this grand strategy, the selected new businesses possess a high degree of compatibility with the firm’s current businesses • The ideal concentric diversification occurs when the combined company profits increase the strengths and opportunities and decrease the weaknesses and exposure to risk

43. Example 1 • The recent entry of Bell Atlantic Corporation, a telephone company, into the video programming business. • http://bizcovering.com/management/business-strategies-in-action/#ixzz1bC3scaBo

44. Example 2 Dell Computers is pursing concentric diversification by manufacturing and marketing consumer electronic products (Flat Panel TVs, MP3 players, online music-downloading store.) This is an example of Personal computer business becoming more aligned with the entertainment business because both are becoming more and more digital. thinkpositive.ciprasystems.com/Admin/Common/163.ppt

45. Example 3 Bill Gates (sorry - ahem - MS) bought Hotmail, which added a valuable e-mail service to the other internet activities and brought Microsoft a bright future. http://www.thinkingmanagers.com/management/business-diversity.php

46. Conglomerate Diversification • Occasionally a firm, particularly a very large one, plans acquire a business because it represents the most promising investment opportunity available. This grand strategy is commonly known as conglomerate diversification. • The principal concern of the acquiring firm is the profit pattern of the venture • Unlike concentric diversification, conglomerate diversification gives little concern to creating product-market synergy with existing businesses

47. Example 1 • General Electric is an example of a firm that is highly diversified. GE makes locomotives, light bulbs, and refrigerators. GE manages more credit cards than American Express. GE owns more aircraft that American Airlines. • http://bizcovering.com/management/business-strategies-in-action/#ixzz1bC4CLca9

48. Example 2 • ITC, a primarily cigarette company, is pursing conglomerate diversification by entering into hotel industry. • thinkpositive.ciprasystems.com/Admin/Common/163.ppt

49. Example 3 • ESSAR GROUP is pursing conglomerate diversification by entering into these fields: iron and steel, oil support services, shipping, and marine constructions. • thinkpositive.ciprasystems.com/Admin/Common/163.ppt

50. Turnaround The firm finds itself with declining profits • Among the reasons are economic recessions, production inefficiencies, and innovative breakthroughs by competitors • Strategic managers often believe the firm can survive and eventually recover if a concerted effort is made over a period of a few years to fortify its distinctive competences. This is turnaround. • Two forms of retrenchment: • Cost reduction • Asset reduction