"Diversification means entering product - markets different from those the firm is currently engaged in"

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Diversification

“Diversification means entering product – markets different from those the firm is currently engaged in” (Aaker, 1984). As stated by Haner (1984), diversification is an expansion through additions of new product lines and services which are countercyclical, counter seasonal and/or offering opportunities to offset the impact of technological change or global competition. Internal development, acquisitions and mergers are approaches to diversification. Moreover, in the global world of today, diversification is everywhere. A lot of companies are diversified, from huge multinational corporations to small family businesses, and many of them to a huge span.

         There a lot of reasons why companies diversify, and some of them are the following. Diversifications help companies to convert present internal costs into future revenue producers. Moreover, as said by Aaker (1984), a basic diversification motivation is to improve ROI (Return on Investment) by moving into business areas with high ROI prospects. By this, the firm can enter a high growth area. For example, in 1979, Heinz purchased Weight Watchers International, the largest Weight-control chain and a companion firm that produces Weight Watchers Frozen Food entrees. Here, Heinz planned to exploit the Weight Watchers name by starting restaurants and health resorts and by marketing the food line aggressively, thereby achieving a profit growth substantially exceeding that of its exceeding business areas. (Sample case taken from David A. Aaker, 1984).

         According to Jauch & Glueck (1988), another reason why companies want to diversify is the fact that nowadays, technology and research leads to the development of new products. This can promise new revenue sources for the firm. Moreover, the reduction of risk may also be another motivation for unrelated diversification. The reliance on a single product line can stimulate a diversification move. For example, Hershey was almost a totally dependant on candy and confectionary business, a business that was vulnerable to the increased interest in health and health foods. Thus, it purchased Friendly ice cream, a chain of family restaurant based in Massachusetts and also the Skinner Macaroni company. The expectation is that Hershey’s nonconfection revenues will be about 30% of sales. In order to reduce risk, firms can enter business areas that are very stable so that the risks are dampened.    

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        Another positive point that brings companies to diversify is that it sometimes can provide economies of scale. For example, two small firms may not be able to afford effective advertising programs which are expensive. But the combination of those two firms may give them a chance to do so and operate at an efficient level. Additionally, these two firms may afford to buy expensive automated heavy equipment which they need. Another reason of diversification is that companies will be able to exchange of skills and resources. This is very useful for many small companies. Skills or resources that can be ...

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