Lessons from coffee houses
Journey to Global Solutions

The quest to become a solution provider rather than just a supplier of products and services.

Lessons from coffee houses

Journey to Global Solutions

The quest to become a solution provider rather than just a supplier of products and services.

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IMD’s professors identify and address the seven transformation journeys that are reshaping corporations today

TOMORROW’S CHALLENGES

SELLING SOLUTIONS IS NO EASY ANSWER
Companies trying to differentiate themselves from their competitors are urged to become “solution providers,” not just sellers of products and services. But selling solutions is no easy answer.

TOMORROW’S CHALLENGES

WOULD YOU TRUST MICKEY MOUSE TO TEACH YOUR KID ENGLISH?
How Disney is using language centers to grow in China
Most of us grew up with Mickey and Minnie Mouse. We learned some elements of romance from Lady and the Tramp and we were terrified about lying thanks to Pinocchio. Snow White and the Seven Dwarfs told us to help others and Bambi instilled a fear of hunting. No matter what Disney film you name, it isn’t hard to find an underlying moral message. The fact is we learned something about life from Disney. But feel-good moral messages set aside, would you consider Disney a reliable source for learning English?

TOMORROW’S CHALLENGES

FROM PRODUCER TO SERVICE PROVIDER
Why some companies fail to make the transition
Industrial companies are increasingly defining themselves as “service providers” and offering customers “one-stop solutions”. They promise “total customer solutions” thanks to “integrated value chains”. But current empirical studies show that the transition from producer to service provider is often unsuccessful. Failure manifests itself in two forms: on the one hand customers complain that they don’t receive a solution, just more complex offers, and on the other, the producers complain that their costs outweigh the additional income. In my studies I have identified five challenges that have to be overcome in order to achieve a successful transition.