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January 2008
Case

Parks Capital - Investment in US Retail, Inc.

Parks Capital acquired a Children's Apparel Manufacturer , American Child Clothing Manufacturers, Inc. (ACCM), in 2001. Two years later ACCM's largest retail customer, U.S. Retail, Inc., decided to evaluate strategic alternatives due to financial difficulties. Parks... View Details

Keywords: Mergers and Acquisitions; Customer Value and Value Chain; Private Equity; Vertical Integration; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry; United States

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August 2014 (Revised March 2015)
Case

Molycorp: Morgan Brothers' Reverse Convertible Notes (C)

By: Benjamin C. Esty and E. Scott Mayfield

In August 2011, Morgan Brothers Bank was issuing a $2.5 million reverse convertible note with payoffs linked to the price of Molycorp's common stock. These financially engineered securities were just one of many kinds of structured notes available in the retail market.... View Details

Keywords: Structured Products; Reverse Convertible Notes; Replication; Option Pricing; Bond Pricing; Financial Engineering; Valuation; Metals and Minerals; Debt Securities; Finance; Investment; Mining Industry; Mining Industry; Canada; California

October 1998 (Revised August 1999)
Case

Amazon.com--Going Public

By: William A. Sahlman and Laurence E. Katz

Amazon.com, an early pioneer in electronic commerce, prepares its initial public offering in the face of turbulent market conditions. Joy Covey, Amazon.com's CFO and the case protagonist, discusses the risks and opportunities of going public and the nature of... View Details

Keywords: Going Public; Risk and Uncertainty; Business Model; Financial Strategy; Business Strategy; Initial Public Offering; Electronics Industry; Electronics Industry

May 1993 (Revised July 1995)
Case

Air Miles

By: John A. Quelch

The chairman and CEO of a U.K.-based frequent buyer travel award program is planning on launching in North America. Management must determine the marketing strategy to be used, specifically how the U.K. program should be altered, whether the U.S. and Canadian markets... View Details

Keywords: Marketing Strategy; Service Delivery; Market Entry and Exit; Adaptation; Product Launch; Service Industry; Canada; United Kingdom; United States

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July 2010 (Revised December 2011)
Background Note

Marketing Analysis Toolkit: Pricing and Profitability Analysis

By: Thomas J. Steenburgh and Jill Avery

Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details

Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry

April 2008 (Revised March 2014)
Case

Flying J (A)

By: Rohit Deshpande and Lauren Barley

The largest retailer of diesel fuel in the U.S., Flying J, is rethinking its growth strategy as the economy goes into a recession. Its major customer base, owner-operated truck drivers, are facing increasing costs of doing business. Yet Flying J is considering whether... View Details

Keywords: Decision Choices and Conditions; Growth and Development Strategy; Price; Consumer Behavior; Non-Renewable Energy; Energy Industry; United States

November 2004 (Revised September 2007)
Case

The Mitchell Family and Mitchells/Richards

By: Amy C. Edmondson, John A. Davis, Corey B. Hajim and Kelly Mulderry

Describes a small, luxury retail chain's operational sophistication achieved through the use of technology and "high-touch" customer service. A family-run business, Mitchells has built its success with a customer service strategy known internally as "hugging." The term... View Details

Keywords: Family Business; Customer Relationship Management; Knowledge Management; Service Delivery; Organizational Culture; Expansion; Information Technology; Retail Industry

November 1997
Case

Royal Ahold NV: Shopkeeper to the Global Village

By: Ray A. Goldberg and Tom Clay

Royal Ahold has become one of the top U.S. food retailers in the United States and Europe, with a family firm that began in the Netherlands and grew to a listing on the U.S. Stock Exchange. It wants to be a global player and is trying to develop a global strategy. View Details

Keywords: Family Business; Cross-Cultural and Cross-Border Issues; Global Strategy; Leadership Style; Public Ownership; Food and Beverage Industry

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February 2003 (Revised April 2006)
Case

Reaching the Bottom: UniGlobe's Small Local Stores Dilemma

By: Clayton M. Christensen and Lana Newishy

To distribute products to very small retailers in a very fragmented retail environment, the local subsidiary of a large consumer products company created an innovative distribution mechanism. The subsidiary's Small Local Stores division employed middlemen who... View Details

Keywords: Distribution Channels; Innovation and Invention; Consumer Products Industry; Philippines

December 2006 (Revised January 2007)
Case

Chief Timothy Adeola Odutola and Nigeria's Manufacturing Sector

By: Nitin Nohria, Anthony Mayo, Foluke Otudeko and Mark Benson

Chief Timothy Adeola Odutola was an important contributor to Nigeria's manufacturing sector, creating a multimillion-dollar conglomerate including three factories, a retail franchise, a cattle ranch, a 5,000-acre plantation, a sawmill, and an exporting business before... View Details

Keywords: History; Business Conglomerates; Corporate Social Responsibility and Impact; Corporate Entrepreneurship; Success; Leadership Style; Business History; Market Entry and Exit; Personal Development and Career; Business Startups; Manufacturing Industry; Nigeria

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December 2011 (Revised April 2013)
Case

Brasil Foods

By: David E. Bell and Natalie Kindred

In mid-2011, the management of Brasil Foods, a leading Brazilian branded foods producer and protein exporter, is evaluating strategies for international and domestic growth. The team has just received approval from Brazil's antitrust authorities to complete the merger... View Details

Keywords: Global Strategy; Growth and Development Strategy; Competitive Advantage; Agriculture and Agribusiness Industry; Brazil

August 2012 (Revised November 2012)
Case

Bonne Chance

With a competitor nipping at his heels, his bank reluctantly covering his recent overdraft, Jacob Zimmerman is considering expanding his Midwestern retail jewelry business by bringing on the new Swatch watch line to augment his high end Rolex offerings. Only 14 weeks... View Details

Keywords: Entrepreneurial Management; Entrepreneurs; Financial Crisis; Crisis Management; Bank Loan; Entrepreneurial Finance; Turnarounds; Negotiation; Liquidation; Entrepreneurship; Retail Industry; Retail Industry; United States

September 2004 (Revised September 2006)
Case

Harley-Davidson, Inc.: Motorcycle Manufacturer or Financing Company?

Harley-Davidson manufactures and sells motorcycles. It also provides financing for retail purchases and dealer stock. Although Harley's performance has been very strong, analysts and the press have questioned its use of a special-purpose entity to sell securities... View Details

Keywords: Business Model; Business or Company Management; Corporate Disclosure; Financial Strategy; Manufacturing Industry; Manufacturing Industry; Manufacturing Industry; Manufacturing Industry

16 Oct 2018
First Look

New Research and Ideas, October 16, 2018

digitally enabled open platforms. I go on to argue that the competitive success of open platforms against closed platforms gave rise to the "vertical-to-horizontal" transition in the computer industry in the 1980s and 1990s.... View Details

Keywords: Dina Gerdeman

February 2017
Supplement

The De Beers Group: Exploring the Diamond Reselling Opportunity

By: Benjamin C. Esty, Daniel P. Gross and Lauren G. Pickle

In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore the $1 billion diamond market for pre-owned (recycled) diamonds. According to Montgomery, the motivation for the... View Details

January 2000 (Revised June 2000)
Case

Alloy.com: Marketing to Generation Y

By: John A. Deighton and Gil McWilliams

A profitable dot com company? Alloy.com retails clothing to teens by catalog. Alloy uses a Web site to convert prospects and build community. The result is a business with the economics of a direct marketer and the market capitalization of an Internet start-up. The... View Details

Keywords: Marketing Strategy; Internet and the Web; Business and Community Relations; Partners and Partnerships; Customer Relationship Management; Decision Choices and Conditions; Business Startups; Information Technology Industry; Information Technology Industry

January 1995 (Revised November 1996)
Case

Avalon Information Services, Inc.

By: Lynn S. Paine and Wilda White

The Privacy Review Committee of Avalon Information Services must decide how to deal with concerns voiced by its retail supermarket customers about the privacy of consumer data collected through Avalon's point-of-sale data collection program. One customer is proposing... View Details

Keywords: Mission and Purpose; Safety; Demand and Consumers; Rights; Analytics and Data Science; Information Technology; Ethics; Information Industry

March 2019
Supplement

KITEA (E): IKEA's Opening Day

By: Ramon Casadesus-Masanell and Gamze Yucaoglu

The case opens in 2016 as Amine Benkirane, CEO of the furniture retailer KITEA, observes KITEA’s dormant sales on the day IKEA opens its first store in Morocco. It then provides information on IKEA’s Morocco store, as well as a detailed pricing comparison between IKEA... View Details

Keywords: Private Sector; For-Profit Firms; Business Strategy; Strategic Planning; Competitive Strategy; Competitive Advantage; Adaptation; Corporate Strategy; Retail Industry; Africa; North Africa; Morocco

September 2010 (Revised March 2012)
Case

AQR's Momentum Funds (A)

By: Daniel Baird Bergstresser, Lauren H. Cohen, Randolph B. Cohen and Christopher J. Malloy

AQR is a hedge fund based in Greenwich, Connecticut, that is considering offering a wholly new line of product to retail investors, namely the ability to invest in the price phenomenon known as momentum. There is a large body of empirical evidence supporting momentum... View Details

Keywords: Financial Strategy; Investment Funds; Investment Portfolio; Governing Rules, Regulations, and Reforms; Product Development; Financial Services Industry; Greenwich

August 2018
Case

Enfoca: Private Equity in Peru

By: Victoria Ivashina and Jeffrey Boyar

This case follows Enfoca, Peru’s largest local private equity firm and its portfolio company Maestro, a leading player in Peru’s hardware retail market. Peru’s GDP growth between 2008 and 2014 was the highest of any Latin American country. Growth of the Peruvian middle... View Details

Keywords: Private Equity; Emerging Markets; Capital Markets; Transition; Strategy; Peru

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