Books : Brand New : How Entrepreneurs Earned Consumers' Trust from Wedgwood to Dell
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by: Nancy F. Koehn
List Price: $39.95Amazon.com's Price: $29.16 You Save: $10.79 (27%)Prices subject to change. Availability: Usually ships in 24 hours
Binding: Hardcover
Dewey Decimal Number: 658.421
EAN: 9781578512218
ISBN: 1578512212
Label: Harvard Business School Press
Manufacturer: Harvard Business School Press
Number Of Items: 1
Number Of Pages: 448
Publication Date: 2001-03
Publisher: Harvard Business School Press
Sales Rank: 177657
Studio: Harvard Business School Press
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Editorial Review:
Product Description:
Until Josiah Wedgwood, Britons ate from wood and pewter plates. Until Henry Heinz, women toiled over pickled foods. Until Michael Dell, few people owned a personal computer, let alone dreamed of buying one 'built to order.' According to business historian Nancy F. Koehn, these pathbreaking entrepreneurs shared a powerful gift: the ability to discern how economic and social change would affect consumer needs and wants.
In Brand New, Koehn introduces us to six extraordinary leaders of brand creation who lived and worked during periods of widespread change: Josiah Wedgwood in the Industrial Revolution; Henry Heinz and Marshall Field in the Transportation and Communication Revolution; and Estée Lauder, Howard Schultz of Starbucks, and Michael Dell in the Information Revolution. Through compelling and engaging profiles of these entrepreneurial visionaries, she reveals a provocative relationship between economic turbulence, household priorities, and company strategy that holds important lessons for today's brand builders.
According to Koehn, these forward-thinking individuals understood the profound effects that socioeconomic change has on what customers want, have, and can afford as much as on what companies make-and were masters at exploiting the enormous business opportunities these demand-side shifts created. Indeed, the brands and companies created by these individuals have become such a part of everyday life that we've made them part of common speech: we pass the Heinz; eat off Wedgwood; order a Starbucks.
Koehn draws from their diaries, correspondence, and official business records to demonstrate that these entrepreneurs were more than savvy marketers; they were institution builders. She shows how each used brand not as a logo, but as a vital strategic tool for creating best-of-class companies-and for building powerful organizational capabilities that supported their connections with customers and helped make new markets for their offerings.
Distilling critical lessons for businesses operating in both the traditional and on-line worlds, Brand New will convince every entrepreneur of the remarkable power of brands to transform start-ups, gain competitive advantage, and change lives.
Amazon.com Review:
In Brand New, Harvard Business School professor Nancy Koehn looks at six entrepreneurs and the extraordinary brands they built. The entrepreneurs include Josiah Wedgwood, Henry Heinz, Marshall Field, Estee Lauder, and Michael Dell. What interests Koehn is not so much the success that these brands enjoyed as much as the trust these household names were able to inspire in consumers. Koehn makes her study especially relevant to today's marketers in that each of the entrepreneurs she looks at developed their brand during a period of tumultuous change. For example, Wedgewood's tableware became popular during the Industrial Revolution and the emergence of the middle class; Schultz's coffee empire blossomed in the 1990s and the present-day information revolution. Part business history, part marketing manual, Brand New is a valuable study of brand development that belongs on every thoughtful marketer's bookshelf. --Harry C. Edwards
Customer Reviews
Average Rating: 
Rating: - Learning from Branding History
It's probably a result of less-than-fully applying myself during my college years, but I tend to pre-judge any book by an academic as boring. I'm glad that didn't stop me from reading Nancy Koehn's book, "Brand New: How Entrepreneurs Earned Consumers Trust From Wedgwood to Dell."
Koehn is a professor at no less than the Harvard Business School. She is also an excellent writer, and she understands that the essence of getting good information across is stories. Brand New is a book ... Read More
Rating:  - a very useful and interesting business history book
Did you know that in 1859 Americans consumed about eight pounds of coffee per year, per capita? Or that by 1939 it was fourteen pounds? If this is your cup of tea, then I think you will like this book. This is not a criticism, I liked the book because it looks at the growth in demand which was supplied by the entrepreneurs who formed the brands described in the book. Indeed this demand-side view is part of the book that made the biggest impact on me.
Some of this is obvious, but somewhat ... Read More
Rating: - Overview of successful entrepreneurial approaches to brands
Koehn has produced a weighty and informative look at the way successful entrepreneurs have used brands to achieve a number of goals. These goals include long-term differentiation from competitors, internal quality control, profit margin protection, and facilitation of additional product introduciton.
To make her case, she chose three cases from the past (Wedgwood, Heinz, and Marshall Field) and three cases from the present (Estee Lauder, Starbucks, and Dell Computers). Finally, she concludes ... Read More
Rating: - Brands Old: Inspiration for Brands Yet to Be
As she completed her research and then began to write this book, Nancy Koehn made several important decisions. First, she placed her primary objective in clear focus: to explain "how entrepreneurs earned customers' trust." Next, she limited her attention to only six. Finally, she then examined them within an historical context from the late-18th century until the present time. As Koehn observes, "Before 1750,...most Britons ate off wood or pewter plates. Then came Josiah Wedgwood. In antebellum America, ... Read More
Rating: - everything you wanted to know about branding . . . and more
professor koehn presents the subject of branding in a fascinating historical perspective; a interesting, insightful and sometimes surprising read. a very useful book for anyone who is managing a brand, trying to understand the value of brands, or wants to understand how branding fits into the lore of business.
an excellent reference and clearly meticulously researched
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