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2024
Working Paper

Patent Hunters

By: Lauren Cohen, Umit Gurun, Katie Moon and Paula Suh

Analyzing millions of patents granted by the USPTO between 1976 and 2020, we find a pattern where specific patents only rise to prominence after considerable time has passed. Amongst these late-blooming influential patents, we show that there are key players (patent... View Details

Keywords: Patents; Product Launch; Product; Innovation and Invention

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April 1994 (Revised September 1994)
Case

KENETECH Corporation

By: William E. Fruhan Jr.

Involves a strategic decision about how fast to ramp up sales. Improvements in technology have driven down the cost of electric power generated from wind turbines to the point where they are competitive with fossil-fuel plants. KENETECH needs to raise equity capital to... View Details

Keywords: Renewable Energy; Borrowing and Debt; Equity; Initial Public Offering; Growth and Development Strategy; Market Entry and Exit; Going Public; Sales; Competition; Energy Industry

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April 2010
Case

Jones Electrical Distribution

By: Thomas R. Piper and Jeffrey DeVolder

Jones Electrical Distribution is faced with a need for increased bank financing due to its rapid sales growth. Students must determine the reasons for the rising bank borrowing, estimate the amount of borrowing needed and assess the attractiveness of the loan to the... View Details

Keywords: Financial Analysis; Forecasting; Financing; Bank Loans; Growth Management; Cash Flow; Financing and Loans; Forecasting and Prediction; Distribution Industry

February 2023
Case

Seemore Meats & Veggies

By: Lou Shipley, Patricia Favreau and Mel Martin

Cara Nicoletti was an emerging food entrepreneur that had recently launched her first product, a sustainably sourced, vegetable-infused meat sausage. Brooklyn, New York City-based Seemore Meats & Veggies had seen promising signs of success in local markets and pockets... View Details

Keywords: Sales; Food; Logistics; Entrepreneurship; Growth and Development Strategy; Agriculture and Agribusiness Industry; Food and Beverage Industry; United States

March 1990 (Revised November 1999)
Case

MCI Communications: Planning for the 1990s

By: Robert L. Simons and Hilary Weston

Concentrates on the evolution of MCI's strategy-setting process following a period of dramatic growth. Opportunistic strategies during MCI's early years have given top managers a dislike of formal strategic planning and a strongly-held belief in top down strategy... View Details

Keywords: Globalization; Growth and Development; Planning; Strategic Planning; Growth Management; Business or Company Management; Competition; Alignment; Communications Industry

September 2000 (Revised February 2007)
Case

Freeport Studio

By: Rajiv Lal and James Weber

Describes the start-up and first-year difficulties of Freeport Studio, a unit of L.L. Bean, founded in 1998 to sell women's clothing by catalog. First-year sales were far below plan, and projected profits did not materialize. Fran Philip must identify the problems and... View Details

Keywords: Business Startups; Profit; Growth and Development Strategy; Marketing Strategy; Strategic Planning; Problems and Challenges; Creativity

ShotSpotter

SST offered a subscription-based gunfire detection service, ShotSpotter Flex, to cities across the United States, and a few abroad. Over its 20-year history, SST had mostly honed a reliable business to government sales model, and the company had been focused on... View Details

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

Program

The Business of Entertainment, Media, and Sports

sale of creative goods and services Balance risks and rewards to manage multiple new releases simultaneously Execute strategic marketing decisions that take into account different industry players' roles Make better investments in talent... View Details

Keywords: Media & Entertainment; Media & Entertainment

January 1986 (Revised November 2006)
Case

Peripheral Products Company: The 'Gray Market' for Disk Drives

By: Frank V. Cespedes

In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details

Keywords: Price; Growth and Development; Code Law; Leadership; Marketing; Distribution; Production; Salesforce Management; Strategy; Distribution Industry

May 2013
Supplement

Transport Corporation of India (B): Choosing the Right Candidate

By: V.G. Narayanan and Saloni Chaturvedi

Transport Corporation of India was a logistics company that provided multi-modal transport solutions to its customers. Set up in 1958, TCI had grown from a 'one man, one truck, one office' set-up to a company with revenues of $400 million in half a century. TCI's... View Details

Keywords: Customer Relationship Management; Business Divisions; Performance; Sales; Transportation Industry; India

October 2008 (Revised October 2009)
Case

Shaklee Corporation: Corporate Social Responsibility

By: Christopher Marquis, V. Kasturi Rangan and Alison Comings

Having bought Shaklee Corporation from Yamanouchi, Roger Barnett, its owner and CEO, wrestled with the question of how to grow the company and its reputation for environmental sustainability. In addition to preserving the "network marketing" nature of its sales channel... View Details

Keywords: Business Model; Growth and Development Strategy; Marketing Channels; Corporate Social Responsibility and Impact; Environmental Sustainability; Reputation

March 1997 (Revised December 1999)
Case

Alden Products, Inc.--European Manufacturing

By: Robert H. Hayes

The European organization of Alden Products, Inc. is contemplating a doubling of unit sales over the next ten years. Their largest plant, located in Holland, was set up 25 years earlier to supply all demands of the EEC countries on the continent. It has since expanded... View Details

Keywords: Production; Growth Management; Factories, Labs, and Plants; Strategic Planning; Performance Capacity; Business Strategy; Netherlands; Europe

January 2024
Case

Sprouts Farmers Market

By: Rajiv Lal, Forest L. Reinhardt and Natalie Kindred

Sprouts Farmers Markets (Sprouts) is a Phoenix, Arizona-based chain of 400-plus natural foods stores in 23 U.S. states and $6.4 billion in sales as of 2022. In its product assortment, brand image, and store environment, Sprouts emphasizes freshness, health, innovation,... View Details

Keywords: Business Model; Growth and Development Strategy; Brands and Branding; Strategic Planning; Sales; Business Strategy; Expansion; Product Positioning; Marketing Strategy; Competition; Retail Industry; United States; Arizona

February 2013 (Revised February 2013)
Case

Wayne Ferrari: iAutomation at a Crossroads

By: Jim Sharpe and Michael Norris

Wayne Ferrari has bridged the gap between being an independent entrepreneur and a "professional manager." After selling his business to a Private Equity (PE) firm, Ferrari takes on the role of CEO and with their support implements a roll-up strategy to attain growth... View Details

Keywords: Entrepreneurial Management; Entrepreneurial Organizations; Leveraged Buyouts; Roll-up; Career Planning; Acquisitions; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Acquisition; Entrepreneurship; Private Equity; Distribution; Integration; System; Electronics Industry; Distribution Industry; United States

November 1997 (Revised February 1998)
Case

WESCO Distribution, Inc.

By: Das Narayandas

In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program... View Details

Keywords: Restructuring; Customer Satisfaction; Growth and Development; Growth and Development Strategy; Distribution; Sales; Balance and Stability; Distribution Industry; Electronics Industry

March 2005 (Revised August 2019)
Case

Cisco Systems: Managing the Go-to-Market Evolution

By: V. Kasturi Rangan

With the collapse of the dot-com market and related shrinkage in the high-tech industry, Cisco took a dip in its sales and profits in 2001. Coming back from the recession, Cisco had to manage and evolve its go-to-market strategy and design in keeping with its new... View Details

Keywords: Change Management; Design; Business Cycles; Growth and Development Strategy; Marketing Channels; Marketing Strategy; Market Entry and Exit; Business Strategy

January 2008 (Revised March 2008)
Case

Glass Egg Digital Media

Glass Egg is an outsource games development firm in Vietnam. They are able to offer brand-name publishers-Microsoft EA, Atari-significant cost savings in the development of art assets for their video games. However, the firm's management find themselves at a point at... View Details

Keywords: Games, Gaming, and Gambling; Growth and Development Strategy; Marketing Strategy; Demand and Consumers; Product Development; Organizational Structure; Entertainment and Recreation Industry

May 2013
Supplement

Transport Corporation of India (D): Business Development across Divisions

By: V.G. Narayanan and Saloni Chaturvedi

Transport Corporation of India was a logistics company that provided multi-modal transport solutions to its customers. Set up in 1958, TCI had grown from a 'one man, one truck, one office' set-up to a company with revenues of $400 million in half a century. TCI's... View Details

Keywords: Customer Relationship Management; Business Divisions; Sales; Transportation Industry; India

April 2020
Teaching Note

Oaktree: Pierre Foods Investment

By: Victoria Ivashina, Michael Harmon and Terrence Shu

Teaching Note for HBS No. 219-018. This case is a setting to discuss “loan to own” investment strategy that is often pursued by distressed investors. The aftermath of the 2007 financial crisis left many companies with poor liquidity and limited ability to obtain... View Details

Keywords: Distress Investing; Investment; Debt Securities; Strategy; Restructuring

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