@article {Wallace56, author = {Lowell C Wallace}, title = {The Role of the Customer in Turnarounds}, volume = {12}, number = {3}, pages = {56--63}, year = {2009}, doi = {10.3905/JPE.2009.12.3.056}, publisher = {Institutional Investor Journals Umbrella}, abstract = {This article takes a look at how the customer can be the key to the successful turnaround of a distressed business in any category. It presents the argument that one reason so little attention is paid to the customers is that they are often seen as the reason a business slips into a distressed state, rather than the cure. In reality, customer defection is a symptom of distress, not its cause. The article presents primary examples of successful turnarounds that relied on the customer from the automotive aftermarket and a distributor of machine tools.TOPICS: Private equity, financial crises and financial market history, technical analysis, manager selection}, issn = {1096-5572}, URL = {https://jpe.pm-research.com/content/12/3/56}, eprint = {https://jpe.pm-research.com/content/12/3/56.full.pdf}, journal = {The Journal of Private Equity (Retired)} }