A Sprat to Catch a Mackerel

The practical, accessible advice in 'A Sprat to Catch a Mackerel' will help you define and build your vision, and help you reach success and self-actualised growth.
Ackerman, Raymond
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Title: A Sprat to Catch a Mackerel
Subtitle: Key Prinicples to Build Your Business
Author: Raymond Ackerman
Publisher: Jonathan Ball
Cape Town; Johannesburg, South Africa 2010
ISBN 9781868423699 / ISBN 978-1-86842-369-9
Softcover, 13x20 cm, 215 pages


When Raymond Ackerman was fired from his job in 1966, he persuaded a group of friends to loan him the money to buy three small Pick 'n Pay stores, which at the time employed a total of 175 people. On his retirement, 44 years later, he had changed the face of southern African retailing, growing his company to encompass 792 stores in eight countries, employing more than 60 000 people, and generating an annual turnover of around R60 billion.

In A Sprat to Catch a Mackerel, Raymond Ackerman shares the basic tenets behind his business philosophy – timeless principles that have guided him through some of South Africa’s most turbulent times. Whatever your business background or interest, the practical, accessible advice in this book will help you define and build your vision, and help you reach success and self-actualised growth – not by chasing profit, but by giving expression to a driving passion.

Content: A Sprat to Catch a Mackerel

Passion - The Most Vital Ingredient of All
Analysis - The First Part of Every Plan
The Real Reason You're in Business
Building Four Balanced Legs for Your Table
The Courage of Conviction -A Capital Plan
Research - Finding the Right Business in the Ideal Premises
Negotiating - The Art of Persuasion
Empathy St Empowerment - The Guardians of Your Greatest Asset
Pricing - A Tricky Business
Self-discipline - Managing Cash Flow
Serving Your Customer - Three Cast-iron Rules
Competition - Within and Without
Building a Great Management Team
Humility - Never Know Enough
Generosity - Ethics as Enlightened Self-interest
Marketing From the Heart
Hope - The Importance of Optimism
Stand Still and You're Dead
Make Mistakes, Not Regrets
Time Out - Prioritising
Nuts and Bolts