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  • January 1973 (Revised March 2006)
  • Case

Tyler Abrasives, Inc.

Involves multinational pricing policy. Should a multinational industrial products supplier, with plants on several continents, grant a single worldwide price on given products to multinational customers who purchase on several continents? If so, what should the... View Details
Keywords: Organizational Change and Adaptation; Marketing Strategy; Price; Multinational Firms and Management; Sales; Industrial Products Industry
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  • September–October 2022
  • Article

Should Your Company Sell on Amazon?: Reach Comes at a Price

By: Ayelet Israeli, Leonard A. Schlesinger, Matt Higgins and Sabir Semerkant
Selling on Amazon allows brands to reach millions of consumers—but that exposure comes with costs. They include smaller margins, more competition, the risk of commoditization, and less knowledge about customers. In this article, the authors present a scorecard to... View Details
Keywords: Retail; Retailing; Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Amazon; Amazon.com; Sales; Digital Marketing; Internet and the Web; Business Model; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Battery Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Distribution Industry; Electronics Industry; Food and Beverage Industry; United States
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  • June 2006 (Revised October 2007)
  • Case

Takashimaya in Transition

By: Rajiv Lal, Masako Egawa and Chisato Toyama
Takashimaya, the largest department store in Japan, was suffering from declining sales. CEO Koji Suzuki had succeeded in instituting changes to cut costs. However, Suzuki needed to come up with a strategy to increase sales, particularly in apparel, which comprised the... View Details
Keywords: Growth and Development Strategy; Brands and Branding; Product Development; Sales; Apparel and Accessories Industry; Retail Industry; Japan
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  • August 1983 (Revised June 1985)
  • Supplement

Milford Industries (C)

By: Robert J. Dolan and Benson P. Shapiro
Supplements the (A) case. A rewritten version of part of an earlier series. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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  • December 1995 (Revised October 1996)
  • Case

Maureen Frye at Quaker Steel and Alloy Corporation

By: John J. Gabarro
Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their... View Details
Keywords: Management Teams; Managerial Roles; Organizational Culture; Planning; Salesforce Management; Strategy; Steel Industry
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    James H. Rand, Jr.

    Rand grew his father’s small ledger company into a multinational conglomerate that made a wide array of office products, including filing systems, typewriters and adding machines. Under Rand’s leadership, company sales grew 100 fold from... View Details
    Keywords: Fabricated Goods

      Robert W. Woodruff

      build Coca-Cola’s brand image as America’s soft drink. He also expanded the firm internationally, grew the franchising business and replaced the sales division with a service department devoted to supporting Coca-Cola’s various bottlers,... View Details
      Keywords: Food & Tobacco

        Henry E. Singleton

        allowing Teledyne to have sales of $10.5 million in 1962, just two years after the firm’s creation. Singleton’s penchant for acquisitions led Teledyne to become a $3 billion conglomerate in 1981, with major interests in almost every field... View Details
        Keywords: Fabricated Goods

          J. Peter Grace

          Grace dramatically grew the company through massive diversification efforts. In 1950, Latin American operations brought in 60% of W.R. Grace & Company sales. Grace’s diversification efforts decreased the above percentage to only 19% by 1962. Chemicals, on the other... View Details
          Keywords: Chemicals & Industrial

            Edward A. Filene

            Filene developed the world’s largest specialty store. In 1912, when Filene opened his new mega-store in Boston, 715,000 people came through the doors of the new store within one week. With the inauguration of the new store, Filene’s sales... View Details
            Keywords: Retail
            • 12 Aug 2002
            • Research & Ideas

            ‘Let the Buyer Beware’ Doesn’t Protect Investors

            analysts, he or she must believe that an analyst's report is something more than a disguised sales pitch. So banks have ordinarily insisted that analysis and sales were separated by a so-called Chinese wall... View Details
            Keywords: by D. Quinn Mills
            • October 1986 (Revised November 1989)
            • Case

            Becton Dickinson & Co.: VACUTAINER Systems Division

            By: Frank V. Cespedes
            Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
            Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Medical Devices and Supplies Industry; Health Industry; United States
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            • 01 Oct 1999
            • News

            Running on empty

            began selling SpareTank in June. Now available at Kmart and other chains for less than $20 a gallon, SpareTank could generate as much as $15 million in sales this year and may soon be adopted as a standard feature by a major automaker.... View Details

              Charles G. Mortimer

              Mortimer presided over an intensive period of growth and investment at General Foods. He dramatically expanded the company’s production capabilities and pursued acquisitions to balance the company’s product offerings. During his tenure, View Details
              Keywords: Food & Tobacco

                Oscar F. Mayer

                Mayer, an immigrant from Germany, founded a meat packing business in Chicago. The company grew from 12 employees in 1919 to over 8,000 by 1955, and it had four additional packaging plants in various states. By the end of his tenure, the company’s annual View Details
                Keywords: Food & Tobacco

                  H. Wayne Huizenga

                  marketing and acquisition efforts enabled the business to become one of the fastest growing enterprises in the United States. In 1994, Huizenga arranged the sale of the company to Viacom, creating a natural distribution network for its... View Details
                  Keywords: Retail

                    Stuart K. Hensley

                    Through strategic acquisitions including Parke-Davis, American Optical Company, and Vister, Hensley significantly expanded Warner-Lambert’s business lines and international presence. Under his leadership, revenues and earnings more than doubled – View Details
                    Keywords: Personal Care & Home Products

                      Samuel M. Walton

                      1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions.... View Details
                      Keywords: Retail

                        Joseph M. Segel

                        Home Shopping Network. Believing that he could do better than HSN, Segel introduced a softer sales approach and an expanded customer service function. Though HSN’s success spawned hundreds of “copy-cats,” QVC was its only formidable... View Details
                        Keywords: Entertainment & Broadcast Media

                          John H. MacMillan, Jr.

                          During MacMillan’s presidency, the family grain business grew significantly. He invested in several large grain elevators within the United States and expanded Cargill’s operations to Europe (becoming the largest European grain company) and South America. By 1957, the... View Details
                          Keywords: Agriculture & Mining