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"A classic is something that everybody wants to have read and nobody has read."
- Mark Twain
(1835 - 1910)
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ZIN Product Number: 10124570
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| | | |  | | | Product Details
 Format: Paperback, 240 pages
Publisher: Wiley, John & Sons, Incorporated
ISBN: 0471028924
Release Date: Jan 5, 1994
Average Reader Review:  (Based on 1 review.)
| |  | | | In Brief
Now that product differences are rapidly and easily copied, or are perceived to be minimal, differentiating a company's products and services from the competition has become key to corporate survival. Marketing guru Jack Trout delivers a practical guide for businesses on developing powerful differentiation strategies.
| | | | From The Publisher
In Differentiate or Die, bestelling author Jack Trout doesn't beat around the bush. He takes marketers to task for taking the easy route too often, employing high tech razzle dazzle and sleight of hand when they should be working to discover and market their product's uniquely valuable qualities. He examines successful differentiation initatives--from giants like Dell Computer, Southwest Airlines, and Wal-Mart to smaller success stories like Streit's Matzoh and Connecticut's tiny Trinity College--to determine why some marketers succeed at differentiating themselves while others struggle and fail.
More than just a collection of marketing success stories, however, Differentiate or Die is an in-depth exploration of today's most successful differentiation strategies. It explains what these strategies are, where and whenthey should be applied, and how they can help you carve out your own image in a crowded marketplace.
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 | | | | | Number of Reviews: 1 Average Rating:
Great Ideas
-- A reviewer, Marketing Manager-Chicago, March 20, 2000
| |  | | | The Word On The Street
Dotcom executives must learn the lessons of Differentiate or Die. It they don't, I pity their investors.
— (Aaron Cohen, CEO, Concrete Media) —Aaron Cohen
What I like about Differentiate or Die is the book's emphasis on the power of logic, simplicity, and clarity--getting to the essence of a problem. In Silicon Valley, attributes like that can make the difference between having lunch and being lunch.
— (Scott McNealy, CEO, Sun Microsystems, Inc.) —Scott McNealy
Marketers are giving up too easily in trying to differentiate themselves from one another. Jack Trout effectively blows the whistle on them.
— (Rance Crain, President, Crain Communications Inc.) —Rance Crain
Another great book by the king of positioning.
— (John Schnatter, CEO, Papa John's International) —John Schnatter
We've built our business by being first--and executing best. Jack Trout and Steve Rivkin are doing the same, delivering the timely, powerful insights that will drive tomorrow's marketing strategies. A must read for anyone looking to win in an unforgiving competitive marketplace.
— (Mike Ruettgers, CEO, EMC Corporation) —Mike Ruettgers
Great ideas on how folks have differentiated products that you would never believe could be differentiated.
— (Kenneth D. Walker, President, Meineke Discount Muffler Shops) —Kenneth D. Walker
| |  | | | | Ch. 1 | The Tyranny of Choice | 1 | | Ch. 2 | Whatever Happened to the U.S.P.? | 11 | | Ch. 3 | Reinventing the U.S.P. | 19 | | Ch. 4 | Quality and Customer Orientation Are Rarely Differentiating Ideas | 27 | | Ch. 5 | Creativity Is Not a Differentiating Idea | 37 | | Ch. 6 | Price Is Rarely a Differentiating Idea | 45 | | Ch. 7 | Breadth of Line Is a Difficult Way to Differentiate | 57 | | Ch. 8 | The Steps to Differentiation | 65 | | Ch. 9 | Differentiation Takes Place in the Mind | 73 | | Ch. 10 | Being First Is a Differentiating Idea | 83 | | Ch. 11 | Attribute Ownership Is a Way to Differentiate | 95 | | Ch. 12 | Leadership Is a Way to Differentiate | 107 | | Ch. 13 | Heritage Is a Differentiating Idea | 115 | | Ch. 14 | Market Specialty Is a Differentiating Idea | 127 | | Ch. 15 | Preference Is a Differentiating Idea | 135 | | Ch. 16 | How a Product Is Made Can Be a Differentiating Idea | 145 | | Ch. 17 | Being the Latest Can Be a Differentiating Idea | 155 | | Ch. 18 | Hotness Is a Way to Differentiate | 163 | | Ch. 19 | Growth Can Destroy Differentiation | 169 | | Ch. 20 | Differentiation Often Requires Sacrifice | 179 | | Ch. 21 | Being Different in Different Places | 195 | | Ch. 22 | Maintaining Your Difference | 195 | | Ch. 23 | Who Is in Charge of Differentiation? | 205 | | Notes | 213 | | Index | 219 |
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