Untapped

Creating Value in Underserved Markets

By: John Weiser, Michele Kahane, Steve Rochlin, Jessica Landis

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Hardcover | 16 June 2006

At a Glance

Hardcover
264 Pages

Dimensions(cm)
0.1 x 0.1 x 0.1

Hardcover

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Most companies mistakenly dismiss low-income markets as
commercial wastelands. Yet many top corporations -
including IBM, Ford, Hewlett Packard, and Texas
Instruments - have discovered that investing in and
partnering with underserved communities can yield
significant profits. Based on rigorous research spanning
seven years and 50 cases, Untapped shows how serving
consumers and suppliers at the bottom of the pyramid can
be the key to addressing corporations' pressing needs:
increased sales, a qualified workforce, marketable
innovations, reduced costs, and increased quality. But as
corporations benefit, so too do communities, through
better products, prices, and services, more meaningful
job opportunities, and an increased market for their own
goods and services. The authors' blend of proven
strategies, practical tools, case studies, and cogent
insight shows managers how to maximize profits while
helping community residents increase income and assets,
creating a relationship of mutual gain.

Industry Reviews

"The authors have taken a complex subject and made it clear and understandable. They describe both success strategies and pitfalls, giving practical advice that will help managers create value for company and community alike. I heartily endorse this book."
-Bob Stiller, President and CEO, Green Mountain Coffee Roasters, winner of Forbes magazine's 2001 Entrepreneur of the Year Award

".... a highly readable and practical analysis of how companies from diverse industries have adapted their business models and practices to succeed in markets previously considered unattractive. This book can help readers reach these markets profitably as well as have the satisfaction of making a difference in underserved communities."
-Pamela Flaherty, Senior Vice President for Global Community Relations, Citigroup, winner of the 2005 Corporate Design Award, Global Green USA

"This book explains complex situations through clear, concise, real world examples that allow the reader to quickly grasp the concepts and see how they can be applied to achieve the desired 'Win-Win' outcome: good products and services at fair prices for communities and a long term profitable result for businesses."
-Ed Charlebois, Vice President, Travelers Personal Lines, St. Paul Travelers, former chairman, National Insurance Task Force, winner of the Community Development Corporation of Long Island's Opportunity Award

"As we engage with communities, there is a constant creative tension in figuring out what we can give, and what we can get. Untapped examines this issue from a corporate perspective- analyzing the challenges and opportunities in creating value by first empowering an underserved community."
-Russell Simmons, Chairman and CEO, Rush Communications, winner of the NAACP Lifetime Achievement Award

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You Can Find This Book In

Non-Fiction Accounting & Finance Accounting Management Accounting & Bookkeeping Business & Management Management & Management Techniques Sales & Marketing Miscellaneous Items Business Strategy

Introduction : finding the opportunities	p. 1
Tapping new markets	p. 15
Recruiting and retaining a qualified workforce	p. 55
Increasing value in the supply chain	p. 93
Accelerating product and process innovation	p. 131
Building partnerships that work	p. 175
Creating value for business and community	p. 203
Table of Contents provided by Blackwell. All Rights Reserved.

Untapped

Creating Value in Underserved Markets

At a Glance

Hardcover

Industry Reviews

Shipping

How to return your order

Defective items

You Can Find This Book In

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