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  • All HBS Web  (4,066)
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    • News  (806)
    • Research  (2,689)
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    • Multimedia  (48)
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Show Results For

  • All HBS Web  (4,066)
    • People  (5)
    • News  (806)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)
← Page 131 of 4,066 Results →

    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

          F. Kenneth Iverson

          Iverson pioneered the mini steel mill and, in the process, reinvented the steel industry. By the early 1980s, Nucor Corporation had grown into the most profitable carbon-steel operation in the world. In 1984, it produced 1.5 million tons of steel, with View Details
          Keywords: Metals
          • 30 Jun 2015
          • First Look

          First Look: June 30, 2015

          directors. Controlling for these effects and other ratings determinants, we find that firms with lower residual ratings have higher subsequent citations in corruption news events. They also report higher future sales growth and show a... View Details
          Keywords: Carmen Nobel
          • 26 Jul 2006
          • Research & Ideas

          The Strategic Way to Go to Market

          supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details
          Keywords: by Sean Silverthorne

            David W. Mitchell

            Mitchell orchestrated the acquisition of Tiffany’s & Company – expanding Avon to a $3 billion+ operation with over 1 million direct sales representatives. Mitchell produced exceptional financial returns while expanding Avon’s global... View Details
            Keywords: Personal Care & Home Products

              Raymond A. Kroc

              Kroc capitalized on America’s “eat on the run” society. Believing in the real profits of fast food, he bought out the McDonald brothers and developed a restaurant empire. By the 1960s, he had 228 restaurants with annual sales totaling $37... View Details
              Keywords: Restaurants & Lodging

                Colby M. Chester

                Under Chester’s leadership, General Foods’ annual sales rose from $25 million in 1924 to $120 million in 1935. In 1927, Chester began manufacturing Sanka Coffee, and in 1928, he acquired the Cheek-Neal Coffee Company, makers of Maxwell... 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

                    James E. Preston

                    Preston re-focused Avon on its core product offerings growing revenues from $3 billion to $5 billion, and more than doubling the number of sales representatives to 2.6 million. Preston produced 10 years of consecutive increases in... View Details
                    Keywords: Personal Care & Home Products
                    • 2009
                    • Working Paper

                    Crafting Integrated Multichannel Retailing Strategies

                    Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details
                    Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry
                    Citation
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                    Zhang, Jie, Paul Farris, John Irvin, Tarun Kushwaha, Thomas J. Steenburgh, and Barton Weitz. "Crafting Integrated Multichannel Retailing Strategies." Harvard Business School Working Paper, No. 09-125, April 2009. (Revised January 2010.)
                    • September 1986 (Revised November 1994)
                    • Case

                    Lotus Development Corp. Channel Choice: Direct vs. Distribution

                    By: V. Kasturi Rangan
                    Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details
                    Keywords: Cost vs Benefits; Marketing Channels; Distribution Channels; Sales; Software; Information Technology Industry; United States
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                    Rangan, V. Kasturi. "Lotus Development Corp. Channel Choice: Direct vs. Distribution." Harvard Business School Case 587-078, September 1986. (Revised November 1994.)
                    • April 2009
                    • Case

                    Supply Chain Optimization at Hugo Boss (A)

                    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: Order Taking and Fulfillment; Logistics; Supply Chain Management; Performance Evaluation; Sales; Apparel and Accessories Industry; Retail Industry; Europe
                    Citation
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                    Raman, Ananth, Nicole DeHoratius, and Zahra Kanji. "Supply Chain Optimization at Hugo Boss (A)." Harvard Business School Case 609-029, April 2009.
                    • March 2008 (Revised May 2008)
                    • Case

                    Carlyle Japan (A)

                    By: David B. Godes, Masako Egawa and Mayuka Yamazaki
                    Tamotsu Adachi, Managing Director of Carlyle Japan, wants to formulate a strategy to improve his firm's ability to source high-quality deals at competitive valuations, or prices. Buyout funds like Carlyle typically have two deal phases: sourcing and monitoring. These... View Details
                    Keywords: Financial Instruments; Leveraged Buyouts; Supply Chain Management; Marketing Channels; Sales; Financial Services Industry; Japan
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                    Godes, David B., Masako Egawa, and Mayuka Yamazaki. "Carlyle Japan (A)." Harvard Business School Case 508-092, March 2008. (Revised May 2008.)
                    • March 2003
                    • Background Note

                    Managing a Customer Relationship Over Time

                    By: Das Narayandas
                    Describes the different ways in which vendors can sell a portfolio of products to industrial customers. View Details
                    Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry
                    Citation
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                    Narayandas, Das. "Managing a Customer Relationship Over Time." Harvard Business School Background Note 503-071, March 2003.
                    • April 2002 (Revised July 2002)
                    • Case

                    Imagicast

                    By: John T. Gourville and Alison Berkley Wagonfeld
                    Imagicast has brought to market an interactive, multimedia retail kiosk designed to increase product sales. In spite of promising projections by industry analysts and detailed demand forecasts by Imagicast management, the company has yet to sell a single kiosk. Time... View Details
                    Keywords: Forecasting and Prediction; Crisis Management; Product Launch; Demand and Consumers; Sales; Technology; Retail Industry; United States
                    Citation
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                    Gourville, John T., and Alison Berkley Wagonfeld. "Imagicast." Harvard Business School Case 502-052, April 2002. (Revised July 2002.)
                    • October 1993 (Revised November 1994)
                    • Case

                    Becton Dickinson & Co.: Multidivisional Marketing Programs

                    By: Frank V. Cespedes
                    In response to a potential competitive inroad at a key account, managers at Becton Dickinson are considering a multidivisional marketing effort. View Details
                    Keywords: Marketing Communications; Accounting Audits; Management; Supply Chain Management; Organizations; Sales; Change Management; Health Industry
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                    Cespedes, Frank V. "Becton Dickinson & Co.: Multidivisional Marketing Programs." Harvard Business School Case 594-060, October 1993. (Revised November 1994.)

                      Leonard Abramson

                      Abramson accurately predicted the need for prepaid medical plans to manage spiraling medical spending in the 60’s and 70’s and founded U. S. Healthcare to capitalize on this opportunity. Abramson built a fast-growing and extremely profitable business culminating in an... View Details
                      Keywords: Healthcare
                      • 01 Dec 2018
                      • News

                      Evergreen Business

                      this seasonal side business, where 99 percent of his customers leave with a tree—a sales rate few retailers can imagine. “Plus it’s Christmas, so everyone’s in a great mood.” View Details
                      Keywords: Jen McFarland Flint
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