Numeric Video Index

Video #1: The Two Best Consultants in the World

Video #2: Causes and Symptoms of Hostility

Video #3: Predicting the Direction of Margins

Video #4: The Risk of Slow Demand Growth

Video #5: High Costs and New Entrants to the Market

Video #6: Competition and Low-Cost Expansion

Video #7: Constraints on the Ability of Competition to Expand

Video #8: Full Explanation of Future Direction of Margins

Video #9: Overcapacity and How It Develops

Video #10: Industry Consolidation and Recycling of Capacity

Video #11: What Ends Hostility

Video #12: The Definition of Value

Video #13: Definition of Function

Video #14: Definition of Reliability

Video #15: Definition of Convenience

Video #16: Definition of Price

Video #17: Value and the Customer Buying Hierarchy

Video #18: Short Description of Types of Industry Leaders

Video #19: Definition of Standard Leaders

Video #20: Definition of Performance Leaders

Video #21: Definition of Price Leaders

Video #22: Definition of Next Leaders

Video #23: Full Explanation of Price Points and Competitor Types in a Market

Video #24: Price Point Specialists in Hostility

Video #25: Short Explanation of Customer Buying Hierarchy

Video #26: Example of the Customer Buying Hierarchy at Work

Video #27: Full Description of How the Customer Buying Hierarchy Works

Video #28: Performance Versus Price in a Hostile Market

Video #29: Approaches to Performance Innovation

Video #30: The Customer Cost System for a Manufactured Product

Video #31: Function Innovations

Video #32: Reliability Innovations

Video #33: Convenience Innovations

Video #34: Types of Product Innovations That Reduce Customer Costs

Video #35: Reliability Innovation Versus Convenience Innovation in Hostility

Video #36: Probable Priorities for Innovation in Hostile Markets

Video #37: Performance Innovation Tradeoffs in Hostility

Video #38: More On Performance Versus Price in Hostility

Video #39: Characteristics of a Good Pricing Policy in Hostility

Video #40: Price Shaver

Video #41: Pricing Considerations in Hostile Markets

Video #42: Leader's Trap

Video #43: Four Simple Pricing Rules in Hostile Markets

Video #44: Pricing Against the Most Visible Competitors

Video #45: High Returns With Low Prices in Hostile Markets

Video #46: The Place of Cost Management in Hostility

Video #47: Rules for Cost Cutting in Hostility

Video #48: Competition, Cost and the Advantages of Low-Cost

Video #49: Definition of a Cost Structure and Its Components

Video #50: Comparison With Peers On Rates of Cost

Video #51: Alternatives for Functional Cost Management in Hostility

Video #52: Economies of Scale and Acquisitions

Video #53: Productivity and Economies of Scale in Hostility

Video #54: Cost Reduction By Winners vs. Losers in Hostility

Video #55: The Value of Customer Sensitive Cost Reduction

Video #56: Design to Value as an Approach to Cost Management

Video #57: How Many Customers Do We Have

Video #58: Customer Segmentation by Size

Video #59: Roles in Customer Relationships

Video #60: Industry Customer Size/Supplier Role Matrix

Video #61: The Heart of the Market

Video #62: How to Improve a Cost Structure

Video #63: Core Customers Part 1: Defining Core, Near and Non-Core Customers

Video #64: Core Customers Part 2: Finding Core Customers in Your Marketplace

Video #65: Core Customers Part 3: Developing Plans for Core Customers

Video #66: Overview of Segments Part 1: How to Look

Video #67: Overview of Segments Part 2: What to Expect

Video #68: Overview of Segments Part 3: What to Do

Video #69: Overview of Products and Services Part 1: How to Look

Video #70: Overview of Products and Services Part 2: What to Expect

Video #71: Overview of Products and Services Part 3: What to Do

Video #72: Overview of Pricing Part 1: How to Look

Video #73: Overview of Pricing Part 2: What to Expect

Video #74: Overview of Pricing Part 3: What to Do

Video #75: Overview of Costs Part 1: How to Look

Video #76: Overview of Costs Part 2: What to Expect

Video #77: Overview of Costs Part 3: What to Do

Video #78: Competing Against Low-End Competition Part 1

Video #79: Competing Against Low-End Competition Part 2