Sale - Publications - Faculty & Research

22 Apr 2008
News

The Next Harvard Square? Really?

warehouse has been next door to us forever. And what will become of Herb Goodman’s Auto Sales and his smiley-face sign in this new order of things? When my office on the third floor of Teele Hall looked out on Herb and his dealings, I... View Details

Keywords: Construction; Construction of Buildings; Construction; Colleges, Universities, and Professional Schools; Educational Services; Real Estate

John W. Marriott

Marriott built the fastest growing, most diversified and most profitable lodging company in the United States. By 1964, it had approximately $85 million in annual sales with 122 units in 14 states. Its business lines included 73... View Details

Keywords: Restaurants & Lodging

Garner A. Beckett

Through a series of four mergers, Beckett transformed his small Riverside Cement Company into the American Cement Corporation, one of the largest providers in the United States. During his tenure, the company’s revenues increased dramatically – from a few million in... View Details

Keywords: Construction & Real Estate

Paul B. Wishart

Under Wishart’s direction, Minneapolis-Honeywell Regulator Company, a pioneer producer of automatic control devices, became Honeywell, Incorporated, a diversified electronics manufacturer. While putting Honeywell on a path of diversification, Wishart doubled View Details

Keywords: Computers & Electronics

Franklin P. Perdue

Under Perdue’s total-control leadership style, Perdue Farms grew from a small Maryland chicken farm into the United States’ third largest chicken producer with sales of almost $1 billion in the late 1980s. Perdue built his business on... View Details

Keywords: Food & Tobacco

05 Apr 2017
Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

Women who come prepared to challenge an auto repair quote can overcome gender discrimination and negotiate a fairer price, according to recently published research. That's one conclusion from the research study Repairing the Damage: The Effect of Price Knowledge and... View Details

Keywords: by Wendy Guild Swearingen; Auto; Service

August 1983 (Revised June 1985)
Supplement

Milford Industries (B)

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

Citation

Purchase

After discovering a need for the product in their dress making business, William and Ida Rosenthal created the “first modern uplift brassiere” in 1923. After the success of that item, business was expanded into lingerie, swimwear and other products, growing Maidenform... View Details

Keywords: Fabric & Apparel

Samuel H. Kress

Kress built a discount chain store based on an economies of scale model. He started offering fewer items than traditional 5- and 10- cent stores, in order to offer bargain prices to a lower-income clientele. Kress’ stores were a great success and he managed to increase... View Details

Keywords: Retail

James A. Farrell

While head of United States Steel, Farrell increased the steel output of the company from 6 million tons to 29 million tons. Upon his retirement, United States Steel owned over 1 million acres of coal and coke properties, 25 railroad lines with nearly 3,000 miles of... View Details

Keywords: Metals

J. Ogden Armour

Upon the death of his father in 1901, Armour took over the direction of Armour and Company. Under his management, sales increased from $200 million in 1900 to $1 billion in 1920. When Armour retired in 1923, the company employed over... View Details

Keywords: Food & Tobacco

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

Charles A. Heimbold, Jr.

Heimbold focused on Bristol-Myers Squibb’s growth and created a scientific-based, world-leading pharmaceutical company with very strong consumer franchises. Sixty-two percent of its sales come from pharmaceuticals (where it holds... View Details

Keywords: Healthcare

Henry Crown

During its first year of operation, Materials Service Corporation had sales of $218,000. Crown took over the helm shortly thereafter and grew the company until it dominated the Chicago sand and gravel market. After retiring from his... View Details

Keywords: Construction & Real Estate

Samuel B. Colgate

Despite the fact that Colgate’s term as head of Colgate-Palmolive came at the height of the Depression, Colgate was able to grow the company significantly. When Colgate took over, the company had $62 million in annual sales. Five years later, Colgate had increased... View Details

Keywords: Personal Care & Home Products

C. Peter McColough

Working at Xerox for over three decades, McColough was instrumental in leveraging the company’s unique technology and product line. His sales and marketing efforts helped to establish the company as a worldwide leader in office equipment.... View Details

Keywords: Fabricated Goods

Christine A. Hefner

gain popularity. Though magazine sales have stalled, Hefner’s foresight to bet on cable and Internet outlets has given the company a new avenue for growth and profitability. View Details

Keywords: Publishing & Print Media

01 Dec 2020
News

The Fine Print: Alumni Recommend Their Best Reads

front: Bob Moesta’s Demand-Side Sales 101. On the personal development side: Dan Harris’s 10% Happier: How I Tamed the Voice in My Head, Reduced Stress Without Losing My Edge, and Found Self-Help That Actually Works—A True Story. And in... View Details

April 2009
Supplement

Supply Chain Optimization at Hugo Boss (B) - The M-Ratio

By: Ananth Raman, Nicole DeHoratius and Zahra Kanji

We evaluate the impact of a supply chain pilot implemented at Hugo Boss. This pilot entailed altering the way in which Hugo Boss orders from its suppliers. We explore the challenge of assessing the impact of supply chain change, the link between operational performance... View Details

Keywords: Supply Chain; Performance Evaluation; Problems and Challenges; Sales; Change; Valuation; Consumer Products Industry