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  • January 2021 (Revised March 2022)
  • Case

Arçelik: From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli and Fares Khrais
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Digital Platforms; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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  • September 1983 (Revised October 1984)
  • Case

Boston Whaler, Inc.: Managing the Dealer Network

Mr. Joseph Lawler, newly-appointed president of Boston Whaler, Inc. (BWI), believes that better dealer management is the key to his company's continued growth. BWI manufactured a high-price, high performance line of power and other boats for the recreational,... View Details
Keywords: Distribution Channels; Product Marketing; Consumer Products Industry
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  • July 2022
  • Teaching Note

Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli, Fares Khrais and Menna Hassan
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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  • May 2011 (Revised July 2015)
  • Case

Ford Motor Company: Strengthening the Dealer Network

By: V. Kasturi Rangan, Katharine Lee and Marie Bell
The case describes a five-year effort (2006-2011) of distribution rationalization and consolidation at Ford. The financial crisis in the second-half of 2008 forced GM and Chrysler into bankruptcy. Having completed the distribution overhaul work by 2011, its senior... View Details
Keywords: Strategy; Product; Distribution; Consolidation; Distribution Channels; Transformation; Business Processes; Auto Industry
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  • February 2023
  • Article

OTC Intermediaries

By: Andrea L. Eisfeldt, Bernard Herskovic, Sriram Rajan and Emil Siriwardane
We study the effect of dealer exit on prices and quantities in a model of an over-the-counter (OTC) market featuring a core-periphery network with bilateral trading costs. The model is calibrated using regulatory data on the entire U.S. credit default swap (CDS) market... View Details
Keywords: OTC Markets; Intermediaries; Dealers; Credit Default Swaps; Risk Sharing; Financial Markets; Networks; Price; Risk and Uncertainty
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  • 2011
  • Module Note

Suppliers to Dealers: Stakeholders' Management at TVS Motor Company Ltd.

By: Shashank Shah, Shashank Shah and A. Sudir Bhaskar
Keywords: Supply Chain Management; Supplier Relationships; Dealer Network; Auto Industry; India
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  • Article

The Value of Trading Relations in Turbulent Times

By: Marco Di Maggio, Amir Kermani and Zhaogang Song
This paper investigates how dealers’ trading relations shape their trading behavior in the corporate bond market. Dealers charge lower spreads to dealers with whom they have the strongest ties and more so during periods of market turmoil. Systemically important dealers... View Details
Keywords: OTC Markets; Network; Corporate Bonds; Crisis; Intermediation Chains; Leaning Against The Wind; Networks; Bonds; Behavior; Financial Crisis
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  • 2018
  • Working Paper

OTC Intermediaries

By: Andrea L. Eisfeldt, Bernard Herskovic, Sriram Rajan and Emil Siriwardane
Over-the-counter (OTC) markets for financial assets are dominated by a relatively small number of core intermediaries and a large number of peripheral customers. In this paper, we develop a model of trade in a core-periphery network and estimate its key structural... View Details
Keywords: OTC Markets; Intermediaries; Dealers; Credit Default Swaps; Risk Sharing; Networks; Price; Risk and Uncertainty
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  • October 2010 (Revised June 2014)
  • Case

Volkswagen do Brasil: Driving Strategy with the Balanced Scorecard

By: Robert S. Kaplan and Ricardo Reisen de Pinho
A new management team at VW do Brazil develops and deploys a strategy map and Balanced Scorecard to accomplish a turnaround and cultural change after eight consecutive years of financial losses and market share declines. The team uses the strategy map to align... View Details
Keywords: Business Cycles; Developing Countries and Economies; Management Teams; Leadership; Balanced Scorecard; Strategic Planning; Balance and Stability; Motivation and Incentives; Communication Strategy; Competitive Advantage; Auto Industry; Brazil; Germany
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  • 05 Apr 2011
  • First Look

First Look: April 5

multiple ways and installing reward and recognition programs. It also establishes new programs to align the extensive networks of suppliers and dealers to the strategy. But after a sharp decline in sales... View Details
Keywords: Sean Silverthorne
  • 11 Sep 2018
  • First Look

New Research and Ideas, September 11, 2018

demand information that the dealer obtains through the initial assessment and subsequent learning in the selling process. With the dealer's average net profit per car in the estimation sample being around $1150, the initial assessment is... View Details
Keywords: Dina Gerdeman
  • 16 Apr 2020
  • Research & Ideas

Has COVID-19 Broken the Global Value Chain?

manufactured by another firm elsewhere, and distributed by dealers everywhere—all underwritten by global cash flows. Often these networks are established without much redundancy planning or other... View Details
Keywords: by Sean Silverthorne
  • 13 May 2014
  • First Look

First Look: May 13

http://www.directorsandboards.com/html/curissue.html   Working Papers Principals and Their Car Dealers: What Do Targets Tell About Their Relation? By: Bouwens, Jan, Eddy Cardinaels, and Jingwen Zhang Abstract—In this study we describe target setting and target... View Details
Keywords: Sean Silverthorne
  • 26 Jul 2006
  • Research & Ideas

The Strategic Way to Go to Market

Is there any distribution system more poorly conceived than the one used by most U.S. car manufacturers and dealers? In the prevailing system, car prices are initially jacked up by locked-in labor concessions. Manufacturers pit dealers... View Details
Keywords: by Sean Silverthorne
  • 10 Dec 2007
  • HBS Case

One Laptop per Child

China, planned to use its network of 5,000 dealers to sell the laptops." It wasn't just PC makers that were attracted to this new market. Chip giant Intel did not want to relinquish a potentially... View Details
Keywords: by Martha Lagace; Computer
  • 10 Jun 2002
  • Research & Ideas

Reinventing the Industrial Giant

dealers onto the network used by the GM Corporation. The goal of this restructuring was to "help simplify the mess of incompatible and redundant computer and communications systems at many dealerships,... View Details
Keywords: by Nitin Nohria, Davis Dyer & Frederick Dalzell; Manufacturing
  • 02 Aug 2016
  • First Look

August 2, 2016

supportive analysis of the impact of the 2011 Japanese tsunami on CDS markets; and (v) a discussion of why the role of dealers as prime brokers does not impact the stylized facts and results presented throughout the paper. Economic... View Details
Keywords: Sean Silverthorne
  • 13 Sep 2011
  • First Look

First Look: September 13

focused on opportunities at home in mainland China. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/311133-PDF-ENG Ford Motor Company: Strengthening the Dealer Network V. Kasturi Rangan, Katharine... View Details
Keywords: Sean Silverthorne
  • 14 Jan 2014
  • First Look

First Look: January 14

attempting to transform a large portion of its business from a traditionally product-centric operating mode to a platform-based one that leverages network effects to create durable competitive advantage. Strategic questions include the... View Details
Keywords: Sean Silverthorne
  • 12 Jan 2016
  • First Look

January 12, 2016

funding in these environments. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=50237 Harvard Business School Case 616-032 Integrating Avocent Corporation into Emerson Network Power This case reviews Emerson... View Details
Keywords: Carmen Nobel

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