1. Gorilla Strategy Jay Rao Professor

2. Gorillas tend to cover the full market spectrum! • What is the meaning of full market spectrum? • High Profit  Mid Profit  Low Profit • High Volume  Middle Volume  Low Volume • Full line of SKUs: Breadth + Depth

3. Why do gorillas cover the full market spectrum? • Create high barriers for entry for smaller firms • Master operational excellence at the low end • Dictate market prices at the low end • Low end prices protect prices for the subsequent segments • Low dependence on block-buster products • Easier to ride-out economic cycles • Most signals of the future tend to start in the fringes –high end or low end • Most innovation get a foot-hold in the edges of the market

8. 2010 DRAM (memory chips) Market Shares • Samsung is the clear Gorilla!

9. Only Samsung makes the entire line of traditional, specialized & customized memory chips.

10. Samsung has the lowest cost structure when compared to all its competitors

11. Samsung has the highest price (because of best yield, i.e., quality) and lowest cost.

12. US Market Commercial Hardware (locks, exits, door closers) Residential Locks Metal Doors High Medium Low Source: Paul Dauphin, ASSA ABLOY AMERICAS

16. Source: EMC2: Delivering Customer Centricity, HBS Case

19. Source: Presentation by David Goulden, EVP & CFO of EMC, at FrumFor Institutional Investors

20. Endovascular Therapies

21. Coronary Vascular Therapy