Dismantling the Sales Machine

Dismantling the Sales Machine

by Brent Adamson, Matthew Dixon, and Nicholas Toman

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Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics—all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, built to outsell less focused, less disciplined competitors through brute efficiency and world-class tools and training. Read more of this post

Eugene Fama, King of Predictable Markets

October 26, 2013

Eugene Fama, King of Predictable Markets

By JEFF SOMMER

Eugene F. Fama, 74, is one of the winners of this year’s Nobel Memorial Prize in Economic Science, along with Lars Peter Hansen, a fellow professor at the University of Chicago, and Robert J. Shiller, a professor at Yale. Often known as the father of the efficient-markets theory, Professor Fama, a former student of Milton Friedman, the University of Chicago Nobel laureate, is a careful empiricist and a genial, open conversationalist. But some of his opinions have set off controversies. He has come under criticism from Professor Shiller, for example, for minimizing the role of investor psychology and emotion in financial markets. And while Professor Fama doesn’t involve himself directly in politics, saying his “extreme libertarian” views are of no general interest, he isn’t reticent when asked about them. I interviewed Professor Shiller, a frequent contributor to Sunday Business, for an article last week. And on Tuesday, I talked by phone with Professor Fama for more than an hour. Here is an edited, condensed version of that conversation.  Read more of this post

How to raise a criminal successfully

How to raise a criminal successfully

BUSINESS MATTERS (Beyond the bottom line) By Francis J. Kong (The Philippine Star) | Updated October 27, 2013 – 12:00am

I give parenting seminars all over the country. I’ve been invited to give parenting seminars in other countries as well. I address faculty members, parents and students without charging fees or requiring an honorarium; it’s my ministry. Whenever I have them as my audience, I get inspired and fulfilled. And when I’m inspired, I do corporate trainings better. Thus, it’s an “all-win” situation. Read more of this post

The new American capitalism: Rise of the distorporation; A mutation in the way companies are financed and managed will change the distribution of the wealth they create

The new American capitalism: Rise of the distorporation; A mutation in the way companies are financed and managed will change the distribution of the wealth they create

Oct 26th 2013 | NEW YORK |From the print edition

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AT THE beginning of the 1980s capital was flooding into the American oil and gas industry. Apache Corporation, an erstwhile conglomerate spanning steel, dude-ranching and car sales, sought to tap into the flow in a novel way. It wrapped a bunch of private oil and gas assets into a new ownership structure that was akin to a partnership but was publicly listed. It was a useful idea—until steep declines in tax rates and energy prices put the Apache Petroleum Company to rest in 1987. Read more of this post

Corporate armistice: Can South Korea’s big and small companies thrive together?

Corporate armistice: Can South Korea’s big and small companies thrive together?

Oct 26th 2013 |From the print edition

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LOTTE WORLD IN the Songpa district of Seoul boasts the world’s biggest indoor theme park. Trolleys shaped like hot-air balloons hang from a rail circumnavigating the glass roof. From this vantage point visitors can survey the ice rink, carousel, rollercoaster and other attractions below. A young couple wearing leopard-ear headbands have come from Yongin, where Samsung has an amusement park of its own. Which is better? They are both good, they say, but Samsung’s also has a zoo. Read more of this post

The 38th parallel, separating north and south, is Korea’s most important dividing line. But it is only one of many

The 38th parallel, separating north and south, is Korea’s most important dividing line. But it is only one of many, says Simon Cox

Oct 26th 2013 |From the print edition

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ON A RESTLESS night in April 1970, Lee Jae-geun, one of 27 South Korean fishermen aboard a trawler in the Yellow Sea, awoke from a nightmare. He had dreamt that Korea was struck by three titanic waves, each stronger than the last. The final wave swept aside mountains, deluged the country and left the land divided. It was, he thought, a bad omen.

And so it proved. A few nights later a North Korean patrol intercepted his trawler about 50 miles south of the Northern Limit Line, a disputed maritime border between the two Koreas. Armed patrolmen boarded the trawler and abducted its crew. Most of them were repatriated later that year, but the North Koreans had grander designs for Mr Lee, hoping to train him as a spy. It was three decades before he escaped. Read more of this post

South Korea’s education fever needs cooling

South Korea’s education fever needs cooling

Oct 26th 2013 |From the print edition

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MIRIM HIGH SCHOOL for girls in Seoul is living proof that South Koreans take education seriously. The students, aged 15 to 18, bow respectfully whenever a teacher passes. Many of them board, and all attend extra-curricular classes from 6pm to 9pm. Do they work too hard? Chang Byong-gap, the headmaster, laughs at the question. Read more of this post

A pram too far: Faced with overwhelming pressures, South Korean women have gone on baby-strike

A pram too far: Faced with overwhelming pressures, South Korean women have gone on baby-strike

Oct 26th 2013 |From the print edition

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WHEN MOTHERS SAW Park Chan-hee pushing his young daughter’s pram in the park, they assumed he was unemployed. At the playground on weekdays, he was the only man amid the watchful women and laughing children. Mr Park spent a year as a stay-at-home dad, which he found harder than doing his military service. After his wife’s maternity leave expired, she returned to her job at an agricultural co-operative and he left his position as a museum curator. His male friends thought his decision odd. His parents did not even try to understand, nor did they tell their friends. In their minds, he was reneging on his duty to provide for his family. His wife’s parents, on the other hand, thought their daughter was “blessed”. Read more of this post

What comes after K-pop?

What comes after K-pop?

Oct 26th 2013 |From the print edition

LONG BEFORE PSY made Korean music famous in the West, much of Asia had fallen under the sway of K-pop: tightly choreographed ditties performed by fresh-faced boy and girl bands, exquisitely manufactured from interchangeable parts. Even in North Korea the latest dance routines are eagerly imitated, according to Daily NK, a news hub led by defectors. Dance teachers can earn about 20 times the average worker’s salary, it reports. Read more of this post

Online shopping shakes up the funeral industry

Online shopping shakes up the funeral industry

Armina Ligaya | 25/10/13 | Last Updated: 26/10/13 12:07 PM ET

How We Die Now: “Death renders all equal,” wrote Claudian. How each one of us relates to death, however, is individual, and always changing — as we mature; as we contemplate life, and death, around us; and as society changes. In this special series in the National Post, we present stories and columns looking at the different ways we see, and prepare for, the Great Equalizer. To read the complete series, click here.

When Kim Darby’s mother passed away in July, she wanted to honour her mother’s memory but didn’t have a lot money for an expensive funeral. A friend recommended she take a non-traditional route by shopping for services online. “Immediately there is a relief,” said the 47-year-old from Ottawa. “Because there is nobody in your face. Nobody making you feel guilty that you’re putting a price on your loved one’s head.” Read more of this post

Autonomous cars have been arriving in bits and pieces for years. Bristling with sensors and microprocessors, cars have long been lightening the driver’s workload and improving safety

October 25, 2013

On the Road to Autonomous, a Pause at Extrasensory

By PAUL STENQUIST

The self-driving car, whenever it arrives, is sure to be hailed as a breakthrough. The truth is, autonomous cars have been arriving in bits and pieces for years. Bristling with sensors and microprocessors, cars — especially at the top end of the price spectrum — have long been lightening the driver’s workload and improving safety with features like parking assist, lane-departure warning, adaptive cruise control and various crash-avoidance technologies. Read more of this post

Malaysia’s LTKM’s missing chairman scandal: Bank Negara took out newspaper ads to ask for information on LTKM chairman Ahmad Khairuddin Ilias or his whereabouts.

Updated: Saturday October 26, 2013 MYT 8:23:17 AM

Missing person, missing governance?

BY ERROL OH

LTKM must promptly update stakeholders on status of chairman sought by authorities

IF you’ve watched enough crime shows, you should be familiar with scenes in which anxious relatives or friends are told that they can’t report a person as missing as long as it has not been 24 hours since he was last contacted. There is, in fact, no such waiting period – presumably, delayed police action is a convenient plot device – but should there be one for chairmen of listed companies whom the authorities can’t locate? Shouldn’t the companies immediately say something when advertisements identify their chairmen as persons sought to assist in investigations? This isn’t a hypothetical situation. Poultry player LTKM Bhd is facing those exact circumstances. This week, Bank Negara took out newspaper ads to ask for information on LTKM chairman Ahmad Khairuddin Ilias or his whereabouts. The one in The Star appeared on Wednesday. The ads have his photograph, identity card number and last address. Read more of this post

Tesco expands click-and-collect in Asia; The retailer is stepping up its efforts to be the world’s leading online grocery retailer with plans to open the click-and-collect at its hypermarket in Thailand

Tesco expands click-and-collect in Asia

The retailer is stepping up its efforts to be the world’s leading online grocery retailer with plans to open the click-and-collect at its hypermarket in Thailand.

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Tesco is now selling groceries online in 50 cities around the world, including Shanghai.

By Graham Ruddick

9:30PM BST 26 Oct 2013

Tesco is stepping up its efforts to be the world’s leading online grocery retailer and fighting back from a decline in global sales by launching a click-and-collect service in Asia. The retailer is to open the service at its hypermarket at Ramindra in Bangkok, Thailand. It will be the first time that a retailer has launched a click-and-collect service in Asia which allows customers to collect their online food orders from supermarkets. Read more of this post

Paul Zahra leaves David Jones at the crossroads

Paul Zahra leaves DJs at the crossroads

October 26, 2013

Eli Greenblat

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Trying it on for size: Paul Zahra and Megan Gale. Photo: Getty Images

It was another red carpet party in Melbourne and newly appointed David Jones boss Paul Zahra had found himself perched on a stage, sandwiched between smouldering Amazonian model and store ambassador Megan Gale and the sometimes twitching, slightly manic musical savant David Helfgott. In the crowd was the kind of collection of odd celebrities, TV personalities and company directors that only a fashion event could bring under one roof: singer Kate Cebrano, game-show host Eddie McGuire and Nine boss Jeff Browne, horse-racing power family Gai and Robbie Waterhouse, TV morning show presenters Karl Stefanovic and Lisa Wilkinson, Australian Olympic Committee president John Coates and one or two fund managers bumping around gawking at the supermodels and wondering how much this was costing shareholders. Read more of this post

Wanda Cinema Line partners with Coca-Cola China

Wanda Cinema Line partners with Coca-ColaChina

Updated: 2013-10-22 18:57

( chinadaily.com.cn)

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In Yogyakarta, a Woman Sultan?

In Yogyakarta, a Woman Sultan?

By Johannes Nugroho on 12:53 pm October 25, 2013.

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Javanese royal couple Gusti Kanjeng Ratu Hayu (L) and Kanjeng Pangeran Haryo Notonegoro (R) wave to the crowd during their wedding ceremony parade as part of the Royal Wedding in Yogyakarta, Indonesia, on Oct. 23, 2013. (JG Photo/Boy T Harjanto)

The wedding of Princess Gusti Kanjeng Ratu Hayu, fourth daughter of Yogyakarta’s monarch Hamengkubuwono X, has evidently captivated the imagination of many Indonesians as the royal event is widely broadcast in the media. And owing to the intense media interest, it is by far the most celebrated of Indonesian royal weddings to date. The figure of Princess Hayu herself has also raised questions about the changing role and status of women in Javanese royal courts.The image of the princes being lifted by her husband and uncle during the Pondhongan ceremony was one of the highlights of the royal wedding. The ceremony, according to sources within the Yogyakarta Palace, was meant to emphasize the “elevated” status of women in the Javanese tradition. The fact that the US-educated Princess Hayu is a modern, independent woman is further testimony that the formerly rigid royal protocols concerning women have been chipped away by changes. Read more of this post

The China Securities Regulatory Commission will be prudent in introducing same-day settlement (also known as T+0 settlement), to the A-share market, to protect small investors’ interests

Regulator ‘cautious’ on T+0 settlement

Updated: 2013-10-26 08:04

By Cai Xiao ( China Daily) Read more of this post

Foreign Supermarkets Hand over Register Keys to Domestic Rivals; CP Lotus and Tesco are heading for the door, leaving Chinese companies with bigger operations – and even bigger questions on handling them

10.25.2013 19:35

Foreign Supermarkets Hand over Register Keys to Domestic Rivals

CP Lotus and Tesco are heading for the door, leaving Chinese companies with bigger operations – and even bigger questions on handling them

By staff reporters Qu Yunxu and Yu Ning, and Hong Kong correspondent Dai Tian

(Beijing) – Mergers and acquisitions have never been rare among supermarket operators in China. There have been frequent deals involving domestic and foreign companies, as well as private and state-owned players. Now, an increasing number of foreign supermarket owners have shown they intend to quit the market, selling their assets to Chinese operators. On October 14, domestic supermarket operator Wumart Stores Inc. said it would buy 36 CP Lotus stores in northern and eastern China from Thailand’s Charoen Pokphand Group (CP Group). The transaction is worth HK$ 2.89 billion. Read more of this post

The smartphone companies that shook up India and China are ready to colonize the world?

The smartphone companies that shook up India and China are ready to colonize the world

By Leo Mirani @lmirani October 25, 2013

You’ve never heard of Micromax (slogan: “Nothing like anything“) but in just five years it’s gone from a standing start to commanding over a fifth of the Indian smartphone market, behind only Samsung. Its stated ambition to is to control a third of the market. Its swift rise mirrors that of China’s Xiaomi (slogan: “Just for fans“), which within three years overtook Apple for the number six spot in China’s much more competitive marketplace. (Even their orange logos spelling out “Mi” look similar.) Now both companies are looking beyond their national borders to take their explosive growth to the world. Read more of this post

The E-Cigarette Industry, Waiting to Exhale

October 26, 2013

The E-Cigarette Industry, Waiting to Exhale

By MATT RICHTEL

Geoff Vuleta was in the crowd at a Rolling Stones concert last year when Keith Richards lit up a cigarette on stage, the arena’s no-smoking policy be damned. Feeling inspired, Mr. Vuleta, a longtime smoker, reached into his pocket and pulled one out himself. People seated nearby shot him scolding glances as he inhaled. So he withdrew the cigarette from his mouth and pressed the glowing end to his cheek. Read more of this post

Indonesian Capital Tweets to Beat Traffic Chaos

Indonesian Capital Tweets to Beat Traffic Chaos

By Olivia Rondonuwu on 11:05 am October 27, 2013.
Fed up with spending hours stuck in the gridlocked Indonesian capital Jakarta, hundreds of thousands of social media-savvy commuters are tweeting to beat the traffic. The threadbare public transport system in the capital of Southeast Asia’s biggest economy, combined with growing spending power, has spawned vast numbers of motorists who are increasingly turning to Twitter to conquer jams. Road users in Jakarta, the world’s most active city in terms of posted tweets, are using the microblogging service to warn fellow travelers of traffic-choked roads or arrange car pooling. Read more of this post

Indonesia Needs to Invest in Research

Indonesia Needs to Invest in Research

By Jakarta Globe on 12:48 pm October 25, 2013.
As Indonesia’s economy matures and moves higher up the value chain, it will no longer be able to rely on its rich natural resources and robust domestic consumption. If the country wants to realize its ambition of being a top 10 global economy by 2050, it will have to innovate and create its own technology. For this to happen, the country needs researchers and scientists who can carry out cutting-edge research in medicine, pharmaceuticals, consumer products and social trends. We need only look at Japan and South Korea to see how far they have advanced due to investments in research. Read more of this post

Malaysia’s Lion Corp headed by Parkson’s Tan Sri William Cheng now a Practice Note 17 company and auditors had emphasised on the company and its subsidiaries’ ability to continue as a going concern

Updated: Friday October 25, 2013 MYT 7:52:13 PM

Lion Corp now a Practice Note 17 company

KUALA LUMPUR: Lion Corporation Bhd has announced that it is a Practice Note 17 (PN17) company as it is an affected listed issuer. Lion Corp said on Friday its auditors had emphasised on the company and its subsidiaries’ ability to continue as a going concern in the audited consolidated financial statements for the financial year ended June 30, 2013. Its shareholders’ equity on a consolidated basis as at June 30, 2013 was less than 50% of the issued and paid-up capital. The company has 12 months to submit a regularisation plan to the Securities Commission if the plan will result in a significant change in the business direction or policy of the company. It also had to announce within three months on whether the regularisation plan would result in a significant change in its business direction or policy. If it fails to regularise its condition, it will announce the dates of the suspension and de-listing of its listed securities immediately upon notification of suspension and de-listing by Bursa Securities. Lion Corp said it was looking into formulating a plan to regularise its financial condition.

 

Gang Rape in India, Routine and Invisible

October 26, 2013

Gang Rape in India, Routine and Invisible

By ELLEN BARRY and MANSI CHOKSI

MUMBAI, India — At 5:30 p.m. on that Thursday, four young men were playing cards, as usual, when Mohammed Kasim Sheikh’s cellphone rang and he announced that it was time to go hunting. Prey had been spotted, he told a friend. When the host asked what they were going to hunt, he said, “A beautiful deer.” s two men rushed out, the host smirked, figuring they did not like losing at cards. Two hours later, a 22-year-old photojournalist limped out of a ruined building. She had been raped repeatedly by five men, asked by one to re-enact pornographic acts displayed on a cellphone. After she left, the men dispersed to their wives or mothers, if they had them; it was dinnertime. None of their previous victims had gone to the police. Why should this one? Read more of this post

Finding out whether your broker has a conflict of interest can make the difference between a successful investment and a disastrous one

Oct 25, 2013

Pros and Conflicts: Whose Side Is Your Broker On?

JASON ZWEIG

Finding out whether your broker has a conflict of interest can make the difference between a successful investment and a disastrous one. A new report by securities regulators suggests how brokerage firms can mitigate their many conflicts. At the same time, the report’s findings could make one of the most important and difficult tasks for investors—knowing your broker—a little easier. Earlier this month, the Financial Industry Regulatory Authority, which oversees how brokers sell investments, released a 44-page study on conflicts of interest in the securities industry. Read more of this post

China’s Coming Economic Slowdown; History shows that every economic miracle eventually loses its magic. How much longer can China sustain such astounding growth?

China’s Coming Economic Slowdown

History shows that every economic miracle eventually loses its magic. How much longer can China sustain such astounding growth?

JOSEF JOFFE

Oct. 25, 2013 7:49 p.m. ET

The big question of the 20th century has not disappeared in the 21st: Who is on the right side of history? Is it liberal democracy, with power growing from the bottom up, hedged in by free markets, the rule of law, accountability and the separation of powers? Or is it despotic centralism in the way of Stalin and Hitler, the most recent, though far less cruel, variant being the Chinese one: state capitalism plus one-party rule? Read more of this post

Are Smartphones Turning Us Into Bad Samaritans? Busy with our tablets and smartphones in public places, we may be losing our sense of duty to others

Are Smartphones Turning Us Into Bad Samaritans?

Busy with our tablets and smartphones in public places, we may be losing our sense of duty to others

CHRISTINE ROSEN

Oct. 25, 2013 8:55 p.m. ET

We can’t afford to be so preoccupied with our gadgets when we’re in public spaces, says writer Christine Rosen in a conversation with WSJ’s Gary Rosen. In late September, on a crowded commuter train in San Francisco, a man shot and killed 20-year-old student Justin Valdez. As security footage shows, before the gunman fired, he waved around his .45 caliber pistol and at one point even pointed it across the aisle. Yet no one on the crowded train noticed because they were so focused on their smartphones and tablets. “These weren’t concealed movements—the gun is very clear,” District Attorney George Gascon later told the Associated Press. “These people are in very close proximity with him, and nobody sees this. They’re just so engrossed, texting and reading and whatnot. They’re completely oblivious of their surroundings.” Read more of this post

Thanks to pioneering work of researcher-clinicians like Eugene Braunwald, heart attacks are no longer ‘bolts from the blue.’

Book Review: ‘Eugene Braunwald and the Rise of Modern Medicine’ by Thomas H. Lee

Thanks to pioneering work of researcher-clinicians like Eugene Braunwald, heart attacks are no longer ‘bolts from the blue.’

ABRAHAM VERGHESE

Oct. 25, 2013 3:53 p.m. ET

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When I was a medical student in Africa, “Harrison’s Principles of Internal Medicine” was my bible. A multi-authored text, it was wildly popular all over the world. To us readers, the editors of “Harrison’s,” with their exotic titles (“Hersey Professor of the Theory and Practice of Physic,” for example), were like rock stars. “Harrison’s” separated itself from other textbooks of its day by the weight it gave to basic science and to the understanding of fundamental biological mechanisms, which the editors believed was key to understanding disease. Eugene Braunwald’s name was familiar to so many of us, not just because he was an editor of “Harrison’s” but also because many of the advances in cardiology described in the book came directly from his own research. Read more of this post

Scientists Turn Mind-Readers, More or Less; Working with epileptics, researchers at Stanford University managed to pinpoint certain brain activity as it was happening in real-life situations

Can’t Get You Out of My Mind

DANIEL AKST

Oct. 25, 2013 9:25 p.m. ET

At last, scientists have found a way to read people’s minds. Well, sort of. True mind-reading remains a long way off, especially in a real-world setting. But now, in a situation approaching normal life, scientists have correlated activity in a small part of the brain so closely with certain types of thinking that these thoughts can be spotted just by looking at the record of brain activity. Stanford University researchers managed this by recruiting three patients who were being evaluated for surgical treatment of epilepsy, and whose skulls had therefore been opened so that electrodes could be attached to the exposed surface of their brains for up to a week. The patients, who weren’t in pain, could talk with visitors, eat, watch TV and do other things approximating everyday life—in contrast with typical experimental conditions, in which a volunteer’s brain activity might be measured inside a magnetic resonance imaging tube. Read more of this post

How a millionaire became a billionaire by mass-marketing banality as ‘premium wine.’

Book Review: ‘A Man and His Mountain’ by Edward Humes

How a millionaire became a billionaire by mass-marketing banality as ‘premium wine.’

ROBERT DRAPER

Oct. 25, 2013 3:12 p.m. ET

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Shortly after finishing “A Man and His Mountain,” Edward Humes’s biography of Kendall-Jackson winery founder Jess Stonestreet Jackson, I went to my local grocery store and, for $12.99, purchased a bottle of the winery’s signature product, the Vintner’s Reserve Chardonnay. It had been years since I’d had a glass of it. But the taste remains unforgettable: oaky and cloying, redolent of budget-hotel bars, a kind of polyester wine. This is the style of Chardonnay that Jackson stamped into the American palate three decades ago. Read more of this post