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    John W. Kluge

    sale of substantial and wide ranging assets ranging from his television and radio broadcasting interests to outdoor advertising, paging, cellular telephone and entertainment businesses. View Details
    Keywords: Entertainment & Broadcast Media

      Henry S. Dennison

      were issued preferred (non-voting) stock, and working managers controlled voting stock. From 1917 to 1951, Dennison Manufacturing’s sales increased from $3.5 million to over $37 million. View Details
      Keywords: Wood, Paper & Forestry
      • 01 Dec 2006
      • News

      Cahill New Associate Director for HBS Clubs

      Janet Cahill has joined HBS Alumni Relations as the new associate director for clubs and associations. Cahill, a former sales executive with experience in the public and private sectors, will support club and association leaders in their... View Details
      Keywords: Colleges, Universities, and Professional Schools; Educational Services
      • 01 Dec 2016
      • News

      Carving a Niche

      (His long-term plan puts Faction brand sales somewhere in the middle of that first band of revenues.) User experience plays a key role in differentiating Faction’s product, with communication feeding directly into product design and... View Details
      Keywords: Julia Hanna
      • 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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        Milton S. Hershey

        Hershey founded the first mass market chocolate company in 1900. His chocolate bar was so popular that the company did not advertise it until 25 years after his death. The company’s sales grew rapidly from $622,000 in 1901 to $55 million... View Details
        Keywords: Food & Tobacco

          Katharine M. Graham

          By hiring and supporting top-notch editors, Graham made the Washington Post into one of the top newspapers in the nation. Under Graham, the Post emerged as the country’s fifth largest daily by circulation - 602,000 daily and 828,000 on Sunday. By 1966, the Post was... View Details
          Keywords: Publishing & Print Media

            Roy L. Ash

            In 1953, Ash and his partner, Tex Thornton, bought Litton Industries, a small West Coast producer of microwave tubes. Litton embarked on an aggressive acquisition course. By 1961, the same year Ash became president of the company, Litton had completed 25 mergers and... View Details
            Keywords: Fabricated Goods

              Thomas H. McInnerney

              McInnerney built the precursor to Kraft Industries. After acquiring Kraft-Phoenix Company, the new company was ranked as one of America’s largest with sales of $375 million in 1930. It accounted for 40% of the nation’s annual cheese... View Details
              Keywords: Agriculture & Mining
              • March 1998 (Revised December 1999)
              • Case

              Bronner Slosberg Humphrey

              By: David E. Bell and Donald M Leavitt
              Bronner Slosberg Humphrey has succeeded by providing integrated direct marketing solutions for major service companies such as AT&T, American Express, and FedEx. A new CEO takes over from the company's founder and is wondering how to grow the company. Options include... View Details
              Keywords: Marketing; Growth and Development Strategy; Leading Change; Global Strategy; Service Operations; Competitive Strategy; Information Technology; Salesforce Management; Marketing Communications; Service Industry
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                Walter S. Carpenter, Jr.

                Carpenter was only the second man not of the duPont name in the 145-year history of the company to have been elected president. Carpenter expanded duPont to include diversified chemical lines and grew sales to more than $650 million. View Details
                Keywords: Chemicals & Industrial
                • 01 Dec 2018
                • News

                Ask the Expert: Gimme Shelter

                crafting innovative ways to make that happen in the Bay Area, where median home prices sail north of $1 million. In Oakland, for example, the nonprofit used a little-known tool called the Chapter 8 Tax Sale to acquire 24 blighted,... View Details
                Keywords: Jen McFarland Flint
                • 01 Jun 2004
                • News

                Books

                University Press) Walter Friedman’s Birth of a Salesman: The Transformation of Selling in America documents the history of salesmanship, from the days of peddlers to the creation of modern sales forces at companies like National Cash... View Details
                Keywords: book review; faculty books; Publishing Industries (except Internet); Information
                • 22 Feb 2022
                • Research & Ideas

                When Will the Hot Housing Market Finally Start to Cool?

                The United States housing market is tight and expensive and shows no signs of easing. Existing home sales hit a 15-year high in 2021, with 6.12 million sold, a jump of 8.5 percent, according to the National Association of Realtors. Median... View Details
                Keywords: by Christine Pazzanese, Harvard Gazette

                  Gerard Swope

                  expansion was so successful that by 1930, it accounted for 50% of GE’s business. Under Swope’s guidance, GE’s sales grew from $200 million in 1922 to $1.35 billion in 1944. View Details
                  Keywords: Fabricated Goods

                    Charles G. Bluhdorn

                    Corporation. By 1970, the company had become the 64th largest industrial corporation in America with annual sales of $1.6 billion, assets of over $4 billion and some 85,000 employees. View Details
                    Keywords: Utilities & Energy

                      Margaret F. Rudkin

                      employed mostly women during a period when women in the work place were not commonplace. Rudkin orchestrated the sale pf Pepperidge Farm to Campbell Soup Company in 1960. View Details
                      Keywords: Food & Tobacco

                        Theodore G. Montague

                        items as prescription foods, animal and poultry feed supplements, and industrial adhesives. In the process, Montague increased sales from $237 million to over $810 million and more than tripled earnings from $6.3 million to $23 million. View Details
                        Keywords: Food & Tobacco

                          Henry F. Henderson, Jr.

                          moved from Henderson’s home to a large industrial plant. Under Henderson’s leadership, HI has grown from a small basement enterprise with $20,000 in sales to a large industrial technology firm with revenues of $50 million. View Details
                          Keywords: Fabricated Goods

                            Isaac Gimbel

                            In 1909, Gimbel built a Gimbel Brothers Department Store in New York City, which became a huge success. Building upon this success, Gimbel purchased a 16-story building in New York, to which he added three more floors to give Gimbel Brothers Department store 27 acres... View Details
                            Keywords: Retail