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October 2016
Case

The Quiet Ascension of LA Fitness

By: John R. Wells and Gabriel Ellsworth

In 2016, LA Fitness was the largest chain of non-franchised fitness clubs in North America, operating 676 clubs, serving 4.9 million members, and generating revenues of over $1.9 billion. Founded by Chinyol Yi, Louis Welch, and Paul Norris in 1984, the privately held... View Details

Keywords: LA Fitness; Health Clubs; Fitness; Gyms; Chain; Exercise; Personal Training; Retention; Bally Total Fitness; 24 Hour Fitness; Planet Fitness; Buildings and Facilities; Acquisition; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Demographics; Age; Gender; Income; Residency; Borrowing and Debt; Capital; Capital Structure; Cash; Cash Flow; Cost; Private Equity; Financial Condition; Financial Liquidity; Financing and Loans; Investment Return; Price; Profit; Revenue; Geographic Location; Geographic Scope; Multinational Firms and Management; Business History; Employees; Recruitment; Selection and Staffing; Human Capital; Contracts; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Market Entry and Exit; Operations; Service Operations; Leasing; Private Ownership; Problems and Challenges; Sales; Salesforce Management; Situation or Environment; Opportunities; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Corporate Strategy; Expansion; Segmentation; Information Technology; Mobile Technology; Technology Platform; Health Industry; United States; California; Los Angeles

2024
Working Paper

The Financial Anatomy of Climate Solutions: A Large Language Model Approach to Company Classification and Analysis

By: Shirley Lu and George Serafeim

Leveraging advancements in large language models (LLM), we study the financial characteristics of firms offering climate solutions-products and services aimed at fostering a transition to a low-carbon economy. We use a new measure that applies LLM to 10-K Item 1... View Details

Keywords: Climate; Climate Finance; Innovation; Technology; Financial Statement Analysis; AI and Machine Learning; Climate Change; Environmental Sustainability; Analysis; Financial Statements

August 1994
Case

Grupo IUSACELL (A)

Describes the challenges facing a cellular telephone company in Mexico as it positions itself in the explosive cellular market and prepares to become a full-service telecommunications provider. Faced with declining market share, revenues per subscriber, and operating... View Details

Keywords: Business or Company Management; Customer Relationship Management; Telecommunications Industry; Mexico

March 2016 (Revised May 2018)
Case

Reinventing Best Buy

By: John R. Wells and Gabriel Ellsworth

On March 1, 2017, Best Buy Company, Inc., North America’s largest retailer of consumer electronics and appliances, announced a third year of comparable-store sales increases and a 20.8% increase in domestic comparable online sales. These results were in marked contrast... View Details

Keywords: Best Buy; Hubert Joly; Renew Blue; Showrooming; Webrooming; E-commerce; E-Commerce Strategy; Online Retail; Multichannel Retailing; Omnichannel; Marketplaces; Turnaround; Consumer Electronics; Consumer Electronics Accessories; Appliances; Stores-within-stores; Store Experience; Store Size; Store Pickup; Store Management; Delivery; Delivery Models; Amazon; Amazon.com; Pricing Strategy; Business Subsidiaries; Business Units; Business Growth and Maturation; Business Model; For-Profit Firms; Customer Focus and Relationships; Customer Satisfaction; Entertainment; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Theater Entertainment; Price; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Business History; Cost; Selection and Staffing; Reports; Technological Innovation; Job Cuts and Outsourcing; Human Capital; Leading Change; Business or Company Management; Goals and Objectives; Growth and Development; Growth and Development Strategy; Management Teams; Brands and Branding; Product Marketing; Consumer Behavior; Demand and Consumers; Media; Distribution; Order Taking and Fulfillment; Distribution Channels; Infrastructure; Product; Service Delivery; Service Operations; Organizational Change and Adaptation; Public Ownership; Problems and Challenges; Programs; Groups and Teams; Sales; Salesforce Management; Strategy; Adaptation; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Information Technology; Information Infrastructure; Information Technology; Internet and the Web; Mobile and Wireless Technology; Internet and the Web; Applications and Software; Internet and the Web; Mobile and Wireless Technology; Resource Allocation; Computer Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Retail Industry; Service Industry; Technology Industry; Telecommunications Industry; Video Game Industry; United States; Minnesota; Minneapolis; Saint Paul; St. Paul

29 Mar 2011
First Look

First Look: March 29

co-fragility predicts cross-stock return comovement. Read the paper: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1490734 Sustainability and Capital Markets: How Firms Can Manage the Crucial Link Authors:Ioannis Ioannou and George... View Details

Keywords: Sean Silverthorne

September 2013
Case

United Rentals (A)

By: Jay W. Lorsch, Kathleen Durante and Emily McTague

In December 1997 United Rentals (URI) went public on the NYSE. Ten years later, during the peak of the economic meltdown, the company's performance was in decline. United Rentals had experienced its share of problems in the prior years and was still struggling to... View Details

Keywords: Board Of Directors; Board Dynamics; Accounting Fraud; Governance; Board Committees; Merger; Corporate Governance; Construction Industry; United States

June 2000 (Revised September 2000)
Case

Amazon.com: Exploiting the Value of Digital Business Infrastructure

By: Lynda M. Applegate and Meredith Collura

Enables a thorough analysis of Amazon.com and the company's value proposition, in terms of its business concept, digital business capabilities, and community and shareholder value. Examines the company's complex set of business models and web of business relationships,... View Details

Keywords: Entrepreneurship; Asset Pricing; Capital; Financial Management; Technological Innovation; Business or Company Management; Growth and Development Strategy; Relationships; Competitive Strategy; Information Technology Industry; Web Services Industry

January 2014 (Revised June 2015)
Case

Amgen Inc.: Pursuing Innovation and Imitation? (A)

By: Ian W. Mackenzie

Set in 2009, the (A) case explores whether Amgen, a leading innovator of biotech-based drugs, should enter the emerging business of biosimilars (BS), which are essentially 'me-too' products. There appear to be sound reasons to explore this related diversification:... View Details

Keywords: Corporate Strategy; Pharmaceutical Industry; Biotechnology Industry; United States

September 1993
Case

Rhone-Poulenc (A)

Rhone-Poulenc, France's largest chemical firm, with revenues of more than $7 billion in 1985, seeks to dramatically expand its presence in the United States. From 1986 to 1990, Rhone-Poulenc undertakes 18 separate acquisitions, ranging from small entrepreneurial firms... View Details

Keywords: Integration; Globalized Firms and Management; Acquisition; Chemical Industry; France

October 2016
Case

Addicaid: Scaling a Digital Platform for Addiction Wellness and Recovery

By: Robert S. Huckman and Sarah Mehta

In 2013, Sam Frons founded Addicaid—a mobile application (app) that allowed people in addiction recovery to track their progress, check in with counselors, and connect with others in recovery programs. The app was grounded in cognitive behavioral therapy and used the... View Details

Keywords: Digital Health Interventions; Substance Use Disorder; Addiction Treatment; Addiction Recovery; Scale; Innovation; Health; Health Disorders; Health Industry; New York (city, NY)

August 2011 (Revised November 2017)
Case

Adaptive Engineering, LLC

By: Richard S. Ruback and Royce Yudkoff

The owner and CEO of Adaptive Engineering was facing an important decision: should he focus on rebuilding its core professional services business which had generated significant revenue and cash flow over the past several years, or should he focus on developing and... View Details

Keywords: Leadership; Growth and Development Strategy; Decision Making; Service Industry; Technology Industry

March 2018 (Revised July 2020)
Case

Nectar (A)

By: Jeffrey F. Rayport and Thomas O. Jones

In late 2017, Nectar was a rapidly emerging player in the “bed-in-a-box” online market for direct-to-consumer foam memory mattresses. Barely a year old, it had achieved a revenue run rate of $85M and looked ahead to another year of blistering growth. The founding team... View Details

Keywords: Direct-to-consumer; Growth and Development Strategy; Product; Diversification; Decision Making; Growth Management; Entrepreneurship

September 2012 (Revised July 2014)
Case

Blackstone's Investment in Intelenet

By: Josh Lerner, Sandeep Bapat and Rachna Tahilyani

Three years had passed since Blackstone's investment in Intelenet Global Services, their third largest investment in India. Great progress had been made, but now a new challenge loomed. Globank, a large global bank, was Intelenet's largest customer. Intelenet's... View Details

Keywords: India; Blackstone; Private Equity; Financial Services Industry; India

19 Nov 2010
Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir

January 2023 (Revised August 2023)
Case

Veeva Systems and the Transformation to a Public Benefit Corporation

By: Ranjay Gulati and Allison M. Ciechanover

Peter Gassner, the co-founder and CEO of Veeva Systems, steered the company through rapid scaling from its launch in 2007 to 2022. Year after year, the company had exceeded expectations, with its market capitalization reaching $50 billion at its peak. By 2022, the... View Details

Keywords: Transformation; Corporate Governance; Corporate Social Responsibility and Impact; Mission and Purpose; Organizational Culture; Information Technology Industry; Technology Industry; United States; California

October 2011 (Revised November 2011)
Case

Verengo Solar Plus!

By: William A. Sahlman, Joseph B. Lassiter III and Liz Kind

In the three years since Bishop and Button purchased Verengo in a leveraged buyout (LBO), the company had gone through dramatic changes. Initially a residential windows and insulation firm, after the economic recession of 2008 the company switched gears and began... View Details

Keywords: Venture Capital; Private Equity; Growth Management; Restructuring; Renewable Energy; Corporate Entrepreneurship; Corporate Finance; Product Development; Energy Industry; California

February 2013 (Revised December 2015)
Case

Groom Energy Solutions: Selling Efficiency

By: Michael W. Toffel, Kira R. Fabrizio and Stephanie van Sice

Groom Energy Solutions helps organizations reduce their energy use and costs through the implementation of energy efficiency measures, which create long-term financial and environmental benefits. With early success serving customers in the cold storage and industrial... View Details

Keywords: Groom Energy Solutions; Jon Guerster; Salem, MA; Energy Management; Energy Efficiency Paradox; Sustainability Management; Manufacturing; Cold Storage; Commercial Real Estate; Enterprise Smart Grid; Carbon Accounting; LED Lighting; Sustainability Research; Entrepreneurship; Environmental Entrepreneurship; Energy Entrepreneurship; Energy Services; Electricity; Startup; Expansion; Growth; Sustainability; Business Startups; Forecasting and Prediction; Energy Conservation; Revenue; Geographic Location; Human Resources; Management; Growth and Development Strategy; Market Entry and Exit; Operations; Service Delivery; Strategic Planning; Science; Environmental Sustainability; Climate Change; Society; Social Issues; Technology Adoption; Energy Industry; Green Technology Industry; Technology Industry; Utilities Industry; United States; Boston

February 2021 (Revised April 2024)
Case

Shopify: The Conquest for Chinese E-Commerce

By: Jeffrey F. Rayport, Avani Patel, Samantha Lin and Ariel Yang

In mid-2020, Tobias Lütke, CEO of Shopify, faced a critical decision on how to time potential expansion into the China market. Over the prior 15 years, his Canadian software-as-a-service company had grown from a small e-commerce solutions provider to a full service... View Details

November 2017
Teaching Note

Amazon.com, 2016

By: John R. Wells and Gabriel Ellsworth

Teaching Note for HBS No. 716-402. On January 28, 2016, Amazon announced record 2015 operating profits of $2.2 billion on $107 billion of sales, and the markets responded with cautious optimism. For years, founder and CEO Jeffrey Bezos had prioritized growth and... View Details

Keywords: Strategic Analysis; Retail; E-commerce; Amazon; Amazon.com; AmazonFresh; Jeff Bezos; Cloud Computing; Marketplaces; Streaming; E-reader Market; Digital Media; Mobile App; Online Retail; Shipping; Database; Tablet; Kindle; Kindle Fire; Smartphone; Delivery; Market Platforms; Two-Sided Platforms; Competition; Internet; Corporate Strategy; Online Advertising; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Profit; Revenue; Global Strategy; Multinational Firms and Management; Taxation; Business History; Human Resources; Resignation and Termination; Books; Human Capital; Working Conditions; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Growth Management; Management Practices and Processes; Industry Growth; Industry Structures; Media; Distribution; Distribution Channels; Order Taking and Fulfillment; Infrastructure; Logistics; Product Development; Supply Chain; Supply Chain Management; Organizational Culture; Public Ownership; Work-Life Balance; Problems and Challenges; Labor and Management Relations; Strategy; Adaptation; Business Strategy; Competitive Strategy; Diversification; Expansion; Integration; Horizontal Integration; Vertical Integration; Hardware; Information Technology; Mobile Technology; Online Technology; Technology Networks; Technology Platform; Web; Web Sites; Price; Software; Marketing; Marketing Strategy; Working Capital; Customer Focus and Relationships; Customer Value and Value Chain; Retail Industry; Advertising Industry; Distribution Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Manufacturing Industry; Motion Pictures and Video Industry; Music Industry; Publishing Industry; Shipping Industry; Technology Industry; Video Game Industry; Web Services Industry; United States; Washington (state, US); Seattle

Benson P. Shapiro

Benson P. Shapiro is a well-known authority on marketing strategy and sales management with particular interests in pricing, product line planning, and marketing organization. He is also the Malcolm P. McNair Professor of Marketing Emeritus at the Harvard Business... View Details

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