'Marketing the Nettlefold woodscrew by GKN, 1850-1939' in R P T Davenport Hines (ed), Markets and Bagmen. Studies in the history of marketing and British industrial performance, 1830-1939

Notes:

Explores GKN's market dominance in sales in UK of its wood screw from 1870s to 1939 in the context of an unchanging product and production process to the extent that a 'prima facie case may be put forward to say that in the absence of dramatic technical change, marketing and sales policies, whether carefully planned or, on occasion, fortuitously struck upon, were crucial in allowing Nettlefolds to retain their dominant position throughout the period'. Identifies achievement of market dominance by 1] ruthless price cutting and 2] by adopting latest technology, and defence of dominance, especially from overseas competition, by 1] price discounting and 2] cartel arrangements. Organised in two sections: 'Gaining a monopoly' and 'Defending a monopoly'