Islands of Profit in a Sea of Red Ink

Why 40% of Your Business is Unprofitable, and How to Fix It



Your Coach In A Box (November 23, 2010) | ISBN: 1596595310 | MP3@96 kbps | 9 hrs 15 mins | 381.89 MB
"This enormously practical book shows readers how to rethink every part of their companies - from sales to supply chains to service - with an eye toward sweeping up money currently left on the table."

Top companies around the world turn to MIT's Jonathan Byrnes to figure out where the profit is. Using his systematic process for analyzing profitability, they can quickly determine which parts of the business are worth expanding and which are just a drain on resources. Then, using Byrnes's "profit levers," they can turn unprofitable business into good business and good business into great business. We now live in the Age of Precision Markets, yet most of the management processes taught in business schools were developed for the prior Age of Mass Markets. Today's savviest managers are exploiting this disconnect. They're rethinking strategy, customer relations, operations, and metrics, and overcoming internal resistance to constructive change. They also reject such harmful myths as:

* Revenues are good, costs are bad
* All customers should get the same great service
* If everyone does his or her job well, the company will prosper Byrnes reveals an uncomfortable truth: It's possible, even easy, for everyone to meet or exceed their budget targets and for the company still to have an enormous portion of the business unprofitable by any measure. But profit levers can flip everything around. For instance, several leading companies have utilized profit levers to increase their sales by over 35 percent in their highest penetrated customers, while others have reduced their operating costs- and their customers' costs-by over 30 percent

One company described in the book raised its net profits by over 50 percent in a three-year period. The book is a practical, step-by-step guide to achieving these results. Every business has enormous potential waiting to be unleashed; this book offers bold new strategies to help you find and grow those islands of profit.

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