Subscribe Log in

Strategy

Market Growth Strategy Based on The Lanchester Strategic Model, Part 2

The first part of this analysis outlined how distributors can pick their battles and create strategies to win market positions in any given territory. Here in Part 2, companies can learn how to implement those precise strategies to grow their bottom line and increase market share.

March 30, 2022

Share

Cardinal Health of Dublin, Ohio, on Aug. 11 reported fiscal-year 2022 revenues of $181.4 billion, a 12% increase year-over-year.

Cardinal Health of Dublin, Ohio, on Aug. 11 reported fiscal-year 2022 revenues of $181.4 billion, a 12% increase year-over-year.

Editor’s note: This article, which first appeared in MDM more than 25 years ago, is one of the most-requested MDM Premium reports. Its value is timeless as a guide to develop a more precise market strategy based on the unique competitive dynamics of specific territories, and not as an absolute methodology. While some of the target numbers used may seem arbitrary, they have been used successfully in the U.S. for developing growth strategy models. We find it particularly interesting in light of the rise of Amazon Business and its increasing capture of commodity market share in MRO markets.

Execut…

This is a Premium Article

Join NAW to read the full article — plus access to research, data, and intelligence.

As a member, you get:

  • Unlimited premium MDM articles, case studies, and monthly intelligence reports
  • Access to webcasts, podcasts
  • Exclusive whitepapers, research reports, and market data
  • Quarterly M&A, MarketPulse, and Economic Outlook reports
  • Access to NAW Nucleus, NAW SmartBrief, and NAW’s policy and leadership resources

The NAW Professional Membership is $850/year for individuals. It’s the fastest way to unlock this article — and everything else.

Unlock Premium Content


>> Explore all membership options

Related Articles

See More Articles