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  • All HBS Web  (4,209)
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  • All HBS Web  (4,209)
    • People  (5)
    • News  (745)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)
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  • 01 Mar 2006
  • News

The Little Ice-Cream Company That Could

ice-cream business, they set their sights low. “Originally, we thought maybe we could become the leading ice-cream company in the San Francisco Bay Area,” recalls Rogers. “We had no sense of geographic expansion.” The pair turned out to be savvy managers. Within four... View Details
Keywords: Roger Thompson; Food Manufacturing; Manufacturing
  • 01 Dec 2007
  • News

Lighten Up

established market channels. Many top-notch sales reps balked at taking on a new company that would compete with the brands they were used to selling. Similarly, many retail outlets weren’t interested in adding a new brand to their... View Details
Keywords: Kathryn Jones; Sporting Goods, Hobby, Musical Instrument, and Book Stores; Retail Trade
  • 01 Sep 2016
  • News

Case Study: Alumni Advice for a Health Care Startup

businesses are switching their benefit packages to establish a selection of coverage and benefits. The model of every person contributing to the cost of a benefit that few need is diminishing. I favor direct-to-C-suite sales as a... View Details
  • 01 Aug 1998
  • News

A Roaring Success in the Windy City

after his third entreaty - a telegram - she acquiesced. Her column, titled "If I Were a Negro," helped the sales of Johnson's magazine to double overnight, from 50,000 to 100,000. "That was a turning point in my career," said Johnson.... View Details
  • 01 Dec 1999
  • News

A Class Act

and planned to get her money's worth." Keep those cards and letters coming! February 1, 1928 Theodore Sander, Jr., has resigned his position with Goldman, Sachs & Company and has been appointed assistant sales manager of the Royal Baking... View Details
Keywords: Nancy O. Perry
  • 01 Jun 2010
  • News

M.I.A. Boards

incompetence, and negligence by a corporate board. The board at Merrill Lynch was so disconnected from the company that when shareholders met in December 2008 to approve the company’s sale to Bank of America — after five straight... View Details
Keywords: John Gillespie;David Zweig; Finance
  • 15 Jan 2020
  • News

The Business of Access

person who is paying, the philanthropist, is typically not the person receiving the service.” This fundamental difference, she notes, changes the function-benefit sales framework. Lisle found that she thrived at speaking with... View Details
Keywords: Maureen Harmon
  • 01 Jun 2016
  • News

Ask the Expert: Barreling Ahead

We’ll also be able to work with Constellation Brands where it makes sense on sales and distribution. (In some cases, a simple introduction may be worth its weight in gold.) + ONLINE web-only content Which side of the industry do you see... View Details
  • 01 Apr 2002
  • News

Professorship Brings Brierley's HBS Connection Full Circle

ever dreamed that frequentflier miles would become a multibillion-dollar source of incremental airline revenue," he notes. In 1982, Brierley was named vice president of sales and advertising for Pan American World Airways, where he... View Details
Keywords: Charles M. Williams; Epsilon Data Management; Computer Systems Design and Related Services; Professional Services
  • 01 Apr 2000
  • News

Real World Issues Aired at Student Led Conferences

opening remarks from David Michael, vice president and director of BCG Hong Kong. After a keynote address by Andrew Miller, SVP of sales and marketing at China.com, attendees gathered for a plenary session on "The Next Frontier -- The... View Details
Keywords: Mary Ellen Gardner
  • 01 Mar 2010
  • News

Money Matters

underscores the critical importance of moving prospects successfully from online self-help information to offline consultation. “In India, you cannot build trust online,” says Varma. “You need to have a face-to-face interaction.” With their hybrid distribution and... View Details
Keywords: Roger Thompson; Finance
  • 01 Dec 2000
  • News

Opening Doors: Inside the World of Museum Management

getting people in the door of a museum has intensified. Admission fees and retail income from gift shops and food sales can have a significant impact on the museum as a whole. Because the Smithsonian's NMNH is located in the heart of one... View Details
Keywords: Susan Young; museums; marketing; management; nonprofits; education; facilities; Internet; Museums, Historical Sites, and Similar Institutions; Arts, Entertainment; Advertising, Public Relations, and Related Services; Professional Services
  • 01 Mar 2008
  • News

Reimagining China and India

is behaving in predictable ways once you understand their circumstances and historical context. Do multinationals treat India and China largely as sales opportunities? Yes. I think most multinationals traditionally have gone to these... View Details
Keywords: Roger Thompson; Business Schools & Computer & Management Training; Educational Services; Management; Retail Trade
  • 01 Apr 1996
  • News

"Foundations" Paves the Way for Entering MBAs

assigned a function in production, research and development, sales and marketing, or administration. In a day-and-a-half of real time - comprising twenty-minute action rounds, planning rounds, and instruction on specific topics such as... View Details
  • 01 Jan 2003
  • News

Daniel L. Vasella, M.D.

primarily based on a narrow definition of 'good business,'" says Vasella. "If you can improve the way medicine is practiced, I believe you will also make money." With sales up 21 percent to $5.7 billion in the first quarter of 2003,... View Details
  • 01 Jun 1996
  • News

Class Acts

stepmother's homespun culinary skills, he created "Uncle Dave's Vermont-Made Old-Fashioned Ketchup," an all-natural, spoonable condiment in a jar whose time had apparently come; after just two weeks of sales the tasty sauce brought in... View Details
  • 01 Sep 2018
  • News

The True Value of a Tweet

challenge for all advertising is to connect the dots all the way to sales. Sales are a function of advertising but also price and the quality of a product, so you can’t blame or credit advertising for everything. And how do you ever... View Details
Keywords: Jen McFarland Flint
  • 01 Apr 2001
  • News

Beyond Accommodation

operation when Gibbons arrived. He has since led the agency through unprecedented growth to $296 million in sales in FY2000. “I push the organization in a lot of ways it hasn’t been pushed before,” says Gibbons, who also led the effort to... View Details
Keywords: Margie Kelley; AT&T; Religious, Grantmaking, Civic, Professional, and Similar Organizations; Personal Services
  • 15 Dec 2011
  • News

An HBS gift guide

water bottle that marries fashion and function.” The company donates 10% of sales to WaterAid, a 501(c)(3) organization that improves access to safe water, hygiene and sanitation in the world's poorest communities in Africa and Asia. Find... View Details
Keywords: Bulletin Staff; holiday; gift giving; Manufacturing; Retail Trade
  • 15 Jun 2021
  • News

Alumni Achievement Awards 2021

being denied on-campus housing because of his race. Fitzhugh hoped to go into sales and marketing, but companies at the time had little interest in hiring an African American. While working as an independent print salesman in Washington,... View Details
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