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  • February 2016 (Revised August 2016)
  • Case

Chilli Beans: Peace, Love, and Sunglasses

By: José B. Alvarez, Robert Mackalski and Andrew Otazo
This case illustrates how Chilli Beans became the most popular sunglasses retailer in Brazil and the issues it faced when expanding into the United States. View Details
Keywords: Sunglasses; Brazil; Sao Paulo; Chilli Beans; Watches; Fast Fashion; Supply Chain; Retail; Franchise; International Expansion; Culture; Middle Class; Fashion; Corporate Entrepreneurship; Global Strategy; Customer Focus and Relationships; Customer Value and Value Chain; Design; Economic Growth; Economic Slowdown and Stagnation; Goods and Commodities; Leadership; Marketing; Operations; Apparel and Accessories Industry; Fashion Industry; Manufacturing Industry; Brazil; China
Related
  • September 2013 (Revised June 2014)
  • Supplement

Rana Plaza: Workplace Safety in Bangladesh (B)

By: John A. Quelch and Margaret L. Rodriguez
In the aftermath of the Rana Plaza building collapse, a group of international retailers and labor unions partnered to create a proposal for more stringent inspections and enforcement of safety standards in Bangladesh garment factories. The proposal was met by... View Details
Keywords: Retail Trade; Corporate Social Responsibility; Apparel; Bangladesh; Worker Safety; Government And Business; International Business; Apparel and Accessories Industry; Bangladesh
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  • July 2022
  • Teaching Note

eGrocery and the Role of Data and E-Commerce Analytics for CPG Firms

By: Ayelet Israeli
Teaching Note for HBS Case No. 521-077. View Details
Keywords: Data; Data Analysis; Data Analytics; Data Sharing; CPG; Consumer Packaged Goods (CPG); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Optimization; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Retail Industry; United States
Related
  • February 2021 (Revised February 2021)
  • Background Note

eGrocery and the Role of Data for CPG Firms

By: Ayelet Israeli, Fedor (Ted) Lisitsyn and Mark A. Irwin
This notes provides information about the eGrocery industry and how traditional CPG companies handle this channel and potential data. It is recommended to use together with a series of exercises entitled: "E-Commerce Analytics for CPG Firms (A), (B), and (C)." View Details
Keywords: Data; Data Analysis; Data Analytics; Data Sharing; CPG; Consumer Packaged Goods (CPG); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Optimization; Analytics and Data Science; Analysis; Customer Value and Value Chain; Marketing Channels; E-commerce; Retail Industry; Retail Industry; United States
Related
  • January 2021 (Revised March 2022)
  • Case

Arçelik: From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli and Fares Khrais
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Digital Platforms; Retail Industry; Retail Industry; Retail Industry; Turkey
Related
  • October 2021 (Revised June 2022)
  • Case

PittaRosso: Artificial Intelligence-Driven Pricing and Promotion

By: Ayelet Israeli
PittaRosso, a traditional Italian shoe retailer, is implementing an AI system to provide pricing and promotion recommendations. The system allows them to implement changes that would affect both the top of funnel and bottom of funnel activities for the company: once... View Details
Keywords: Artificial Intelligence; Pricing; Pricing Algorithm; Pricing Decisions; Pricing Strategy; Pricing Structure; Promotion; Promotions; Online Marketing; Data-driven Decision-making; Data-driven Management; Retail; Retail Analytics; AI; Price; Advertising Campaigns; Analytics and Data Science; Analysis; Digital Marketing; Budgets and Budgeting; Marketing Strategy; Marketing; Transformation; Decision Making; AI and Machine Learning; Retail Industry; Italy
Related
  • October 2016
  • Case

La-Z-Boy (A)

By: Joseph B. Fuller and Natalie Kindred
Kurt Darrow, CEO of La-Z-Boy furniture, must decide whether to continue an overhaul of the company's strategy in the face of a collapse in demand during the great recession. Having pared back La-Z-Boy's portfolio of brands and manufacturing network, he intends to... View Details
Keywords: Retail; Manufacturing; Organizational Transformations; Reorganization; Furniture Industry; Corporate Strategy; Home Fashion; Turnaround; Portfolio Rationalization; Globalization Of Supply Chain; Brand Repositioning; Business Growth and Maturation; Brands and Branding; Competitive Strategy; Vertical Integration; Retail Industry; Retail Industry; Retail Industry; United States
Related
  • September 2023
  • Case

The Meteoric Rise of Skims

By: Ayelet Israeli, Jill Avery and Leonard A. Schlesinger
Since its founding in 2019 by Kim Kardashian and Jens Grede, Skims, a solutions-oriented brand creating the next generation of underwear, loungewear, and shapewear with an eye toward body-type and skin-tone inclusivity, has experienced a meteoric rise. Kardashian, who... View Details
Keywords: Brand; Branding; Direct-to-consumer; DTC; Influencers; Influencer Marketing; Fashion; Growth; Direct Marketing; Influence; Reputation; Social Inference; Consumer Goods; Consumer Products; Female Entrepreneur; Female Protagonist; Entrepreneurship And Strategy; Brand ＆ Product Management; Competitive Advantage; Online Followers; Retail; Retail Formats; Retailing; Online Retail; Celebrities; Celebrity; Celebrity Endorsement; Go To Market Strategy; Apparel; Startup Marketing; Startups; Social Influencers; Brands and Branding; Growth and Development Strategy; Growth Management; Distribution Channels; Digital Marketing; Advertising; Power and Influence; Social Media; Fashion Industry; Apparel and Accessories Industry; Consumer Products Industry; United States
Related
  • July 2012 (Revised November 2012)
  • Case

Dragonfly Corporation

By: Howard H. Stevenson and Jim Sharpe
After 3 years of losses and under legal threats from their landlord, a husband and wife team are faced with shutting the company down, buying time with the landlord or turning to their parents for additional funds. Despite opening a new location and seeing that sales... View Details
Keywords: Entrepreneurs; Entrepreneurial Management; Turnarounds; Bankruptcy; Bank Loan; Crisis Management; Family Business; Retail Trade; Financial Crisis; Financial Analysis; Entrepreneurship; Insolvency and Bankruptcy; Retail Industry; United States
Related
  • September 2015 (Revised June 2018)
  • Case

Macy's: Evolution in the Sunshine State

By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Sarah L. Abbott
In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details
Keywords: Human Capital; Managing Performance; Retail; Organization; Change Management; Leadership; Leadership Style; Leading Change; Marketing; Marketing Strategy; Management; Organizational Change and Adaptation; Performance Improvement; Retail Industry; United States
Related
  • October 2015 (Revised September 2016)
  • Case

The Transformation of Mudo

By: Anthony J. Mayo, Esel Çekin and Çiğdem Çelik
After 16 years in management consulting, Barış Karakullukçu left to become the CEO of Mudo in 2012, one of the best-known names in Turkey's retail industry. She was tasked with leading Mudo's transition from a family business to a more institutionalized, corporate... View Details
Keywords: Leadership; Management Challenges; Emerging Market; Retail; Second-generation; Operational Efficiency; Performance Management; Corporate Culture; Growth; Leading Change; Family Business; Organizational Culture; Emerging Markets; Family Ownership; Transformation; Performance Improvement; Growth and Development Strategy; Retail Industry; Turkey
Related
  • December 2019
  • Article

The Impact of Increasing Search Frictions on Online Shopping Behavior: Evidence from a Field Experiment

By: Donald Ngwe, Kris J. Ferreira and Thales Teixeira
Many online stores are designed such that shoppers can easily access any available discounted products. We propose that deliberately increasing search frictions by placing small obstacles to locating discounted items can improve online retailers’ margins and even... View Details
Keywords: Online Retailing; Friction; Effor; Search Costs; Price Discrimination; Marketing; Consumer Behavior; Strategy; Price; E-commerce; Retail Industry; Retail Industry
Related
  • October 2016
  • Teaching Note

Longchamp

By: Jill Avery
Teaching Note for HBS No. 316-086. View Details
Keywords: Brand Positioning; Luxury Brand; Luxury; Retailing; Product Strategy; Marketing; Brands and Branding; Marketing Strategy; Retail Industry; Retail Industry; France; Europe
Related
  • January 2021 (Revised March 2021)
  • Exercise

E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details
Keywords: Data; Data Analysis; Data Analytics; Data Sharing; CPG; Consumer Packaged Goods (CPG); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Grocery Delivery; Margins; Analytics and Data Science; Retention; E-commerce; Retail Industry; Retail Industry; United States
Related
  • January 2021 (Revised March 2021)
  • Supplement

E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

By: Ayelet Israeli and Fedor (Ted) Lisitsyn
The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details
Keywords: Data; Data Analysis; Data Analytics; Data Sharing; CPG; Consumer Packaged Goods (CPG); Delivery Planning; Customer Lifetime Value; Online Channel; Retail; Retail Analytics; Retailing Industry; Ecommerce; Grocery; Grocery Delivery; Margins; Retention; Analytics and Data Science; Analysis; Retail Industry; Retail Industry; United States
Related
  • 2023
  • Working Paper

Rising Markups and the Role of Consumer Preferences

By: Hendrik Döpper, Alexander MacKay, Nathan H. Miller and Joel Stiebale
We characterize the evolution of markups for consumer products in the United States from 2006 to 2019. We use detailed data on prices and quantities for products in more than 100 distinct product categories to estimate demand systems with flexible... View Details
Keywords: Market Power; Markups; Demand Estimation; Consumer Products; Retailers; Product; Price; Demand and Consumers; Consumer Behavior
Related
  • 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; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; United States; Minnesota; Minneapolis; Saint Paul; St. Paul
Related
  • January 2020 (Revised April 2020)
  • Teaching Note

Brandless: Disrupting Consumer Packaged Goods

By: Jill Avery
Brandless, an online direct-to-consumer seller of upscale private-label consumer packaged goods (CPG), offered consumers a limited assortment of values-conscious products delivered directly to their homes with the simplicity of one fixed $3.00 price point that promised... View Details
Keywords: Brand; Brand Management; DTC; Private Label; Groceries; Packaged Food; Personal Care; Startups; Retailing; Amazon; Brands and Branding; Marketing; Marketing Strategy; Business Startups; Disruption; E-commerce; Retail Industry; Retail Industry; United States
Related
  • June 2016 (Revised November 2021)
  • Case

Longchamp

By: Jill Avery, Tonia Junker and Daniela Beyersdorfer
Longchamp’s Le Pliage is one of the fashion world’s most successful products, a cultural icon across the globe. But managing the low priced, nylon handbag is challenging as Longchamp tries to move its brand upmarket into higher priced, luxury leather goods. How much... View Details
Keywords: Brand Management; Luxury Brand; Brand Positioning; Product Strategy; Retailing; Pricing Strategy; Marketing; Brands and Branding; Marketing Strategy; Luxury; Family Business; Price; Strategy; Retail Industry; Retail Industry; Retail Industry; Retail Industry; France; Europe
Related
  • October 2018 (Revised October 2018)
  • Teaching Note

La-Z-Boy (A)

By: Joseph B. Fuller and Julia Kelley
Kurt Darrow, CEO of La-Z-Boy furniture, must decide whether to continue an overhaul of the company's strategy in the face of a collapse in demand during the great recession. Having pared back La-Z-Boy's portfolio of brands and manufacturing network, he intends to... View Details
Keywords: Retail; Manufacturing; Organizational Transformations; Reorganization; Furniture Industry; Corporate Strategy; Home Fashion; Turnaround; Portfolio Rationalization; Globalization Of Supply Chain; Brand Repositioning; Business Growth and Maturation; Brands and Branding; Competitive Strategy; Vertical Integration; Transformation; Retail Industry; Retail Industry; Retail Industry; United States
Related