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    Guy S. Peppiatt

    During the nineteen years Peppiatt served the company in an executive capacity, the net sales of Federal-Mogul increased dramatically from $25 million (1950) to $263 million (1969). This tenfold increase was fostered by his commitment to... View Details
    Keywords: Automotive & Aerospace

      Melvin R. Goodes

      Goodes grew Warner-Lambert’s market value from $9 billion in 1991 to almost $60 billion in 1999. He helped the pharmaceutical company become a major player in the prescription drug industry and is responsible for striking a deal with Pfizer in 1996 to sell the... View Details
      Keywords: Personal Care & Home Products
      • June 2009
      • Teaching Note

      Curled Metal Inc. - Engineered Products Division (TN)

      By: Frank V. Cespedes
      Teaching Note for [709434]. View Details
      Keywords: Sales; Product Development; Customers; Business Divisions; Price; Business Strategy; Cost; Production; Mining Industry
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        John P. Weyerhaeuser

        The eldest son of Frederick Weyerhaeuser, John P. Weyerhaeuser continued to build the empire his father had begun. When John assumed the presidency, the family holdings numbered well over a dozen companies, ranging from sales entities to... View Details
        Keywords: Wood, Paper & Forestry

          Elisabeth Claiborne

          Founded in 1976, Liz Claiborne joined the Fortune 500 list of the largest industrial companies only a decade later, one of the youngest companies ever to achieve this mark. In 1987, Liz Claiborne had sales in excess of $1 billion. All... View Details
          Keywords: Fabric & Apparel
          • 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
          • November 2002 (Revised May 2003)
          • Case

          Epicentric

          By: William A. Sahlman
          Describes a set of decisions confronting the management of a software company that sells portal management tools to large companies. Management must raise additional funds under difficult circumstances. View Details
          Keywords: Finance; Investment Funds; Business or Company Management; Product Marketing; Problems and Challenges; Sales; Information Technology Industry
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          • 18 Apr 2005
          • Research & Ideas

          Selling Luxury to Everyone

          mall and everybody is getting into the cosmetic business," he said. But most of the panelists said the opportunities of the past several years have far exceeded the challenges. Tahari said her company's sales have grown by more than... View Details
          Keywords: by Julie Jette; Consumer Products

            James Stillman

            Benefiting from his close ties to William Rockefeller and “the Rockefeller crowd,” Stillman was able to not only grow National City’s commercial banking business, but also to expand operations into the investment banking arena. Under Stillman’s leadership, National... View Details
            Keywords: Finance
            • Web

            Boston Manufacturing Company Records | Baker Library

            records, director's records, and meeting minutes. Financial records include ledgers, journals, cash books, invoices, sales records, and semi-annual reports containing general financial statements. Labor and production records include... View Details
            • 01 Mar 2012
            • News

            Noted & Quoted

            education.” —HBS professor emeritus Howard Stevenson, author of Getting to Giving, on the importance of sales strategy in entrepreneurial ventures. (Bloomberg Businessweek online, December 2, 2011) “These are old friends.” —Lawrence... View Details
            Keywords: Colleges, Universities, and Professional Schools; Educational Services; Management, Scientific, and Technical Consulting Services; Professional Services
            • 28 Jan 2002
            • Research & Ideas

            Read All About It! Newspapers Lose Web War

            "crammed" the new business into the old business model and sales processes. For example, most newspapers tried to force their online sites to make money by selling the same types of advertising to their traditional print... View Details
            Keywords: by Sean Silverthorne; Entertainment & Recreation; Information; Publishing
            • 09 Jul 2008
            • Research & Ideas

            Starbucks’ Lessons for Premium Brands

            prices. Third, opening new stores and launching a blizzard of new products create only superficial growth. Such strategies take top management's eye off of improving same store sales year-on-year. This is the heavy lifting of retailing,... View Details
            Keywords: by John Quelch; Retail
            • 01 Mar 2016
            • News

            Faculty Q&A: Price Check

            addition, online retailers have a vast amount of data at their fingertips; solving complex problems with data seemed like a natural fit. Tell me about the research you did with Rue La La. Rue La La is in the online flash sales industry,... View Details
            Keywords: Julia Hanna; Nonstore Retailers; Retail Trade
            • November 1992 (Revised May 1993)
            • Case

            American Mobile Satellite Corporation

            By: Frank V. Cespedes and Laura Goode
            American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
            Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Information Technology Industry; United States
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            • 16 Nov 2020
            • Blog Post

            Flatiron School: Reflections from Summer 2020

            paired with a beverage start-up based in Miami and helped the company make the pivot from B2B sales to DTC sales in the face of COVID disruptions by analyzing its marketing and the View Details
            Keywords: All Industries
            • 24 Apr 2014
            • News

            Leaning in for a more equitable world

            included roles as vice president of Global Online Sales and Operations at Google, and as chief of staff to US Secretary of the Treasury Larry Summers. (Published April 2014) View Details

              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
              • 01 Jun 2014
              • News

              Alumni and Faculty Books for June 2014

              the long term. Faculty Books Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling by Frank V. Cespedes (Harvard Business Review Press) Although US companies invest almost $900 billion annually in their View Details
              • Web

              Courses by Faculty Unit - Course Catalog

              Technologies that Will Change the World Shikhar Ghosh Spring 2026 Q3Q4 3.0 Avoiding Startup Failure DJ DiDonna Spring 2026 Q3Q4 3.0 B2B Sales and Distribution (also listed under Marketing) Lou Shipley Spring 2026 Q3 1.5 Business at the... View Details