Differentiate or Die: Survival in Our Era of Killer Competition Second Edition
Jack Trout with Steve Rivkin





Format: Hardcover, 272pp.
ISBN: 9780470223390
Publisher: Wiley
Pub. Date: Second Edition, March 7, 2008

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Description and Reviews
From The Publisher:

A newly revised and expanded edition of the revolutionary business classic, Differentiate or Die, Second Edition shows you how to differentiate your products, services, and business in order to dominate the competition. Veteran marketing guru Jack Trout uses real-world examples and his own unique insight to show you how to bind customers to your products for long-term success and loyalty. This edition includes new case studies, new research, and updated examples from around the world.

Consumers today have an endless number of choices among products that are virtually identical. Short of slashing your prices and wrecking your margins, differentiating is the only way to gain market share and win.

Since its original publication, Differentiate or Die has become the bible for marketers who must find a way to separate their products and brands from the competition. Meanwhile, competition among similar products and services has only intensified—making differentiation even more important.

In this fully updated edition of Differentiate or Die, Jack Trout and Steve Rivkin bring the book in line with all the newest ideas and recent changes in marketing. Trout doesn't pull any punches, taking marketers to task for going the easy route too often—using high-tech razzle-dazzle or advertising sleight of hand to woo customers. The only way to truly differentiate yourself is by marketing the product's uniquely valuable qualities.

Full of practical case studies that show great differentiation in action, including new case studies from Russia and China, Differentiate or Die, Second Edition, shows you how to tap into core differentiating ideas like heritage, market leadership, and being first to emotionally connect customers to your products. In addition, this revision includes new research on brand commoditization, new insight on using buzz to your advantage, a new chapter on differentiating absolutely anything, and a detailed look at the perils of line extension in today's marketplace. These are only a few of the valuable, proven differentiation strategies included in the book, giving you unparalleled insight into one of marketing's most intractable problems.

From the classic "unique selling proposition" approach to the ins and outs of product positioning, this book contains all the best, most effective strategies for differentiating your product from the competition in tight quarters.


About the Author

Jack Trout is President of Trout & Partners Ltd. (www.troutandpartners.com), one of the nation's most prestigious marketing firms with offices in twenty-two countries. He is recognized as a top marketing guru and is the creator of the revolutionary concept of positioning. He is also the coauthor of the bestselling classic Positioning, among many other titles. Steve Rivkin is founder of Rivkin & Associates LLC (www.rivkin.net), a marketing and communication consultancy. He is coauthor of five books on marketing and communication strategy and is a frequent speaker at seminars and conferences around the world.


Table of Contents

1	The Tyranny of Choice	1
2	Whatever Happened to the U.S.P.?	11
3	Reinventing the U.S.P.	19
4	Quality and Customer Orientation Are Rarely Differentiating Ideas	27
5	Creativity Is Not a Differentiating Idea	37
6	Price Is Rarely a Differentiating Idea	45
7	Breadth of Line Is a Difficult Way to Differentiate	57
8	The Steps to Differentiation	65
9	Differentiation Takes Place in the Mind	73
10	Being First Is a Differentiating Idea	83
11	Attribute Ownership Is a Way to Differentiate	95
12	Leadership Is a Way to Differentiate	107
13	Heritage Is a Differentiating Idea	115
14	Market Specialty Is a Differentiating Idea	127
15	Preference Is a Differentiating Idea	135
16	How a Product Is Made Can Be a Differentiating Idea	145
17	Being the Latest Can Be a Differentiating Idea	155
18	Hotness Is a Way to Differentiate	163
19	Growth Can Destroy Differentiation	169
20	Differentiation Often Requires Sacrifice	179
21	Being Different in Different Places	185
22	Maintaining Your Difference	195
23	Who Is in Charge of Differentiation?	205
	Notes	213
	Index	219

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