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Market Entry in the USA – Overnight Sensation or Disaster?

Executives who invest in the USA hear of fantastic success stories. Consultants present brilliant tales of entering the US market. Unfortunately, in reality the opposite is the case. Instead of “overnight sensations”, too many German, Austrian or Swiss companies (D-A-CH) deliver weak returns, if at all. Research shows that over 70% of US market entries fail to deliver measurable success. Still, in light of…

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March 11, 2024
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Critical Competencies of the Chief Supply Chain Officer (CSCO)

The term Supply Chain was coined 40 years ago by Dr. Wolfgang Partsch. Having worked with him on a range of supply chain management projects, he explained that, while changing snow chains in the Swiss alps, he had the flash insight into a supply "chain". Still today, though, there is no wide agreement on what supply chain management entails. Does it include logistics, purchasing…

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July 25, 2022
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Dabbling in the Supply Chain

Getting serious with the Supply Chain? Nah! Let's play shenanigans. Squeezing small customers for "rebates" "Big businesses are pushing hard to wring profits out of the smaller companies that supply them with goods and services," reports The Wall Street Journal. Accounts receivables are prepaid by financial service providers against a fee, however, the customer (debtor) gets a cut on that fee, called rebate. While there…

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July 25, 2022
Supply Chain Management / Uncategorized

Competive Advantage by Supplier

What is the role of SCM and Purchasing for innovation and competitive advantage? Today, many firms relegate SCM (incl. Purchasing) to a tactical level operating in a "silo." Because their mission is limited to one thing: efficiency in the way of low piece prices and operational cost. The result: The "pricing game!" Suppliers start high, buyers negotiate down, everyone gets a bonus, the price…

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July 24, 2022
Implementation / Leadership / Uncategorized

Talk is Cheap

We live in the age of experts. There is an expert for every topic. We have a large number of experts at our disposal, especially in management. Who actually is an expert sometimes remains in doubt. A humorous definition is: "An expert is a specialist who has traveled from more than 200 miles afar." Talk is cheap. Getting things done is not. As indispensable…

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July 20, 2022
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From Strategy to Results

"Ideas are wonderful. Execution is everything." Success is the consequence of implementing great ideas. Ideas are essential for creating new possibilities and plans that lead to success and improve the world. Ideas on its own, however, lack the power to change the world. That's where execution comes into play. As Peter Drucker quipped, plans are only good intentions unless they immediately degenerate into hard…

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April 26, 2022