PT  - JOURNAL ARTICLE
AU  - Lowell C Wallace
TI  - The Role of the Customer in Turnarounds
AID  - 10.3905/JPE.2009.12.3.056
DP  - 2009 May 31
TA  - The Journal of Private Equity
PG  - 56--63
VI  - 12
IP  - 3
4099  - https://pm-research.com/content/12/3/56.short
4100  - https://pm-research.com/content/12/3/56.full
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