The purpose of this article is to illustrate the management policies behind the success of Swiss product‐manufacturing companies in international competition.
The study included a few multinational corporations as well as a large number of “hidden champions”.
The study has led to three management policies that are currently driven by their top management. The three management policies were: extension of the service business; entering the medium market; and optimising the global footprint.
The paper provides effective guidance for managers seeking to extend the service business and to enter the medium market segment. The management policies are complementary perspectives to many existing ideas advocated by practitioners.
Shifting management attention towards the service business and the medium market segment is not easy. There are several barriers limiting management attention.
