RT Journal Article
SR Electronic
T1 The Role of the Customer in Turnarounds
JF The Journal of Private Equity
FD Institutional Investor Journals
SP 56
OP 63
DO 10.3905/JPE.2009.12.3.056
VO 12
IS 3
A1 Lowell C Wallace
YR 2009
UL https://pm-research.com/content/12/3/56.abstract
AB 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