CHAPTER 5

Delivering Unsurpassed Value

Focus on what you do best,not on what you can do.

Alan: As we grew Grand Circle, we knew that in order to be a great company, we needed to control two things: the quality of our products (which we refer to as “excellence”) and their value to the customer. We learned that we needed to keep a tight focus on what we were offering, concentrating on what we do best and not on all the things we could do. We consider that our relentless attention to excellence and to unsurpassed value is one of our Extreme Competitive Advantages—one of our six major strengths that keep us three to five years ahead of our competition.

Winnow and Improve Your Product Line

Alan: When we bought Grand Circle Travel in 1985, it had only ...

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