MAY 25, 2003
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Q&A With Jack Dangermond
Meet the President of the California-based Environmental Systems Research Institute, a $480-million Geographic Information System (GIS) company. The man was in Delhi recently to sign an MoU with the Department of Science and Technology (DST) for the 'Mapping Your Neighbourhood' project. So what's this all about?


Village Women
Could Hindustan Lever be on to something big? Its Shakti project is a micro-credit programme that intends to get rural women organised into self-help groups, and that too, in such a way that raises their purchase budgets manifold. This just might be the way to crack the rural scene. A look at the potential.

More Net Specials
Business Today,  May 11, 2003
 
 
Market Marketed
A book on the tortured emergence of brand Nasdaq, a sales myth-buster from Gallup, and a statistical new take on credit risk measurement.
 
Brand Nasdaq: The dotcom boom may be over but Nasdaq remains the democratiser-in-chief of the global equity culture

Would mark ingebretsen, a columnist for The Wall Street Journal Online, have begun this book-on how Nasdaq became a global brand, representing equity democratisation-any differently had he got wind of the current 'front running' scandal afflicting the New York Stock Exchange (NYSE)?

No, you'd guess. After using his preface for the customary tribute to the role of efficient capital markets in America's wealth, the author gets right with it: the April 14, 2000, sell-off. After a giddy doubling of the Nasdaq Composite index over 1999, that was the day of the big crash that threw the Internet Revolution into jeopardy, and with it, the grand vision of a 24/7 global market that enlis-ted profitless lil dreamshops and gave direct online trading access to everyone.

What did it? Greed, perhaps, sparked by too much money chasing too few stocks. Or a sudden confidence bust-up, with hands thrown up in exasperation over the feared demise of Economic Man (remember Robert Shiller's Irrational Exuberance?). Or a sudden rediscovery of the P/E ratio. Who knows?

What's known is that Nasdaq still attracts the West Coast's 'nerd kings', to the puzzlement of the East Coast's 'authority figures'. ''An earlier generation wrote music,'' says the author, ''The nerd kings wrote code.'' While the book's grandiose subtitle suggests a story blown way out of proportion to hold much conviction, Ingebretsen does manage to win some confidence in Nasdaq's retaining its allure. And this he does, ironically, by tracing Nasdaq's history through the lens of a scam-watcher.

Nasdaq, or nasdaq, an acronym for National Association of Securities Dealers' Automated Quotation system, was created in 1971 to computerise over-the-counter dealer trading, a system that features umpteen deals among umpteen mutually competitive dealers (per stock), unlike NYSE's centralised floor auctions (one counter per stock). The claimed advantage? Enhanced liquidity-all so crucial to small-cap start-ups.

NASD, though, was formed in response to the 1929 NYSE crash, which threw up sordid tales of insider trading (at Ford, for example) and angry howls for regulation. It took a liquidity crunch during the Black Monday crash of 1987, for Nasdaq to institute new rules that-in hindsight-gave the exchange its very own scandal. Exposed in 1991, this was the 'spread fixing' scandal, in which dealers colluded to widen the pocketed difference between 'bid' and 'ask' prices. It tarnished the brand, for it made a mockery of 'competitive dealer trading'. And it was only after ex-cartel-analyst Frank Zarb took over as Nasdaq's chief (in 1997), crushed the artificial spreads, gave immediacy to direct trading, articulated a global web vision and launched a charm offensive, that the brand's credibility was restored.

The dotcom mania may be over, but NASDAQ remains the democratiser-in-chief of the equity culture. Being cyberspatial, it could even have continued trading through 9-11, but chose not to (in recognition of the attack's symbolism).

Whether a dealer system is more efficient than an auction system, however, remains contentious. Auction trading is less chaotic, and thus harder for rogues to exploit. Moreover, floor-based human interaction has its unique dimensions of information exchange that Nasdaq can't lay hands on. Also, it seems less favourable than NYSE to ordinary shareholders in many ways (in allowing multiple classes of stock, for instance). Yet, the predominant thought this book leaves you with is just how under-evolved capital markets remain, per se. How manipulable, how un-self-regulatory and yet, how necessary.

 
Discover Your Sales Strengths
By Benson Smith & Tony Rutigliano
Warner Books
Price: Rs 634
PP: 244
What do you think about when you're driving?'' If you don't ask this of your prospective sales-force recruits, try it next time. It's relevant, according to this book, which is so fluent that you'd think it's all personal insight. It's not. It's based on the collective wisdom of 250,000 sales reps and 25,000 sales managers, as gleaned by The Gallup Organization. Salesmanship success, Gallup finds, is a function of talents-such as empathy and command-that depend largely on how 'nature' and 'nurture' conspire to cross-connect the neural threads in the individual's head.

That anyone can be trained to sell anything is nonsense, say the authors. ''Having put the wrong people in the wrong jobs, many companies waste enormous resources trying to postpone their inevitable failure.'' Their myth-busting inspiration is taken from Mark Twain, who's quoted as having said: ''It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so.''

So, what ain't so? That education spells sales success (dropouts win big), for instance. That sales experience counts most (could be delusionary). That one can sell anything (depends on what). That there's a 'right' way to sell (success methods differ). That training works marvels (art lessons alone don't create artists). And that relationships are paramount (make friends, urged Dale Carnegie, but also 'influence others').

 
Frontiers In Credit Risk
Edited by Gordian Gaeta, Shamez Alibhai & Justin Hingorani
John Wiley & Sons
Price: Rs 3,837
PP: 486
Banking is globalising furiously. While this consolidation of financial power worries some, it also spells a vastness of coverage that makes 'credit risk' more amenable to statistical discipline (as with actuarial risk). Isn't it natural, then, to expect the formulation of new risk metrics to leave the old world of history-raking and character-judging behind? And-how about taking the risk of a sudden shock into account? This book makes a case for 'credit risk measurement' by explaining why it is needed, and offering a ''forward-looking, event-inclusive, objective and specific'' model to do the job.

The book also addresses the changing dynamics of global banking. Specifically, the emphasis shift from front-end lending to risk-market trading. As banks watch their classic 'intermediary role' get squeezed, they've become accustomed to labelling 'risk management' as their true competence (and business differentiator). So? So banks ought to welcome any bias-free risk input that serves as reinforcement.

 

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