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      • Faculty Publications  (154)

      Sales PlanningRemove Sales Planning →

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      • October 2011 (Revised March 2012)
      • Supplement

      Cottle-Taylor: Expanding the Oral Care Group in India, Faculty Spreadsheet (Brief Case)

      By: John A. Quelch and Alisa Zalosh
      Keywords: Forecasting; Budgeting; International Marketing; Product Planning & Policy; Sales Promotions; Marketing Plans; Products; Consumer Behavior; Marketing; Product Design; Emerging Markets; Forecasting and Prediction; Budgets and Budgeting
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      Quelch, John A., and Alisa Zalosh. "Cottle-Taylor: Expanding the Oral Care Group in India, Faculty Spreadsheet (Brief Case)." Harvard Business School Spreadsheet Supplement 114-352, October 2011. (Revised March 2012.)
      • October 2011 (Revised March 2012)
      • Supplement

      Cottle-Taylor: Expanding the Oral Care Group in India, Student Spreadsheet (Brief Case)

      By: John A. Quelch and Alisa Zalosh
      Keywords: Forecasting; Budgeting; International Marketing; Product Planning & Policy; Sales Promotions; Marketing Plans; Products; Consumer Behavior; Marketing; Product Design; Emerging Markets; Forecasting and Prediction; Budgets and Budgeting
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      Quelch, John A., and Alisa Zalosh. "Cottle-Taylor: Expanding the Oral Care Group in India, Student Spreadsheet (Brief Case)." Harvard Business School Spreadsheet Supplement 114-356, October 2011. (Revised March 2012.)
      • October 2011 (Revised May 2015)
      • Case

      The American Repertory Theater

      By: Rohit Deshpande, Allen S. Grossman and Ryan Johnson
      When Diane Paulus, artistic director and CEO of the American Repertory Theater (A.R.T.) first started in 2008, she attracted media coverage around an aesthetic that aimed to give the audience more ownership over the theater experience, excited theatergoers by... View Details
      Keywords: Advertising Campaigns; Arts; Business Model; Leading Change; Media; Organizational Change and Adaptation; Nonprofit Organizations; Competitive Strategy; Entertainment and Recreation Industry; North and Central America
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      Deshpande, Rohit, Allen S. Grossman, and Ryan Johnson. "The American Repertory Theater." Harvard Business School Case 512-026, October 2011. (Revised May 2015.)
      • May 2011
      • Case

      Baria Planning Solutions, Inc.: Fixing the Sales Process

      By: Steven C. Wheelwright and William Schmidt
      Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement costs and improved supplier performance. Management is concerned about the disappointing performance of the sales... View Details
      Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Production; Management Practices and Processes; Service Operations; Supply Chain Management; Salesforce Management; Planning; Consulting Industry; North and Central America
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      Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process." Harvard Business School Brief Case 114-568, May 2011.
      • May 2011
      • Teaching Note

      Baria Planning Solutions, Inc.: Fixing the Sales Process (Brief Case)

      By: Steven C. Wheelwright and William Schmidt
      Teaching Note for 4568. View Details
      Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Mathematical Methods; Performance Capacity; Product Development; Planning; Manufacturing Industry
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      Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process (Brief Case)." Harvard Business School Teaching Note 114-569, May 2011.
      • May 2011
      • Supplement

      Baria Planning Solutions, Inc.: Fixing the Sales Process, Faculty Spreadsheet (Brief Case)

      By: Steven C. Wheelwright and William Schmidt
      Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Analysis; Performance Capacity; Product Marketing
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      Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process, Faculty Spreadsheet (Brief Case)." Harvard Business School Spreadsheet Supplement 114-572, May 2011.
      • May 2011
      • Supplement

      Baria Planning Solutions, Inc.: Fixing the Sales Process, Spreadsheet Supplement (Brief Case)

      By: Steven C. Wheelwright and William Schmidt
      Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Analysis; Performance Capacity; Product Marketing
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      Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process, Spreadsheet Supplement (Brief Case)." Harvard Business School Spreadsheet Supplement 114-571, May 2011.
      • May 2011
      • Case

      The Morrison Company

      By: Steven C. Wheelwright and Paul Meyers
      The Morrison Company develops and manufactures radio frequency identification tags (RFID) known as smart labels for the retail and pharmaceutical industries. RFID technology is a fast-growing and increasingly competitive industry. Sales have risen dramatically over the... View Details
      Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Strategy; Production; Organizational Structure; Infrastructure; Product Development; Information Infrastructure; Manufacturing Industry; Retail Industry; Pharmaceutical Industry; Electronics Industry
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      Wheelwright, Steven C., and Paul Meyers. "The Morrison Company." Harvard Business School Brief Case 114-564, May 2011.
      • April 2011
      • Case

      Designs by Kate: The Power of Direct Sales

      By: John A. Deighton and Sarah Abbott
      The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the... View Details
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Motivation and Incentives; Marketing Strategy; Salesforce Management; Performance; Compensation and Benefits; Apparel and Accessories Industry
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
      • February 2011 (Revised November 2013)
      • Case

      The Cheezburger Network

      By: John Deighton and Leora Kornfeld
      Cheezburger Network was a Web publisher of humorous, user-contributed content, using social media for dissemination, and selling advertising against the traffic of 1 billion page views per quarter. In January 2011, it raised $30 million in venture capital for the... View Details
      Keywords: Budgets and Budgeting; Digital Marketing; Customer Relationship Management; Venture Capital; Emerging Markets; Strategic Planning; Sales; Internet and the Web; Publishing Industry; Web Services Industry
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      Deighton, John, and Leora Kornfeld. "The Cheezburger Network." Harvard Business School Case 511-091, February 2011. (Revised November 2013.) (request a courtesy copy.)
      • 2011
      • Teaching Note

      UFIDA (D) (TN)

      By: F. Warren McFarlan, Ping He, Xiohua Wu and Lijuan Liu
      This case describes the financing decisions of a software company at difference stages of its development. Started from 1988 as an individual business, along with the "Reform and Open" policy of China, the firm has experienced tremendous growth, and has become a... View Details
      Keywords: Accounting; Computer Software; Emerging Markets; Financial Strategy; IPO; Investments; China; Applications and Software; China
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      McFarlan, F. Warren, Ping He, Xiohua Wu, and Lijuan Liu. "UFIDA (D) (TN)." Tsinghua University Teaching Note, 2011.
      • 2011
      • Teaching Note

      UFIDA (E) (TN)

      By: F. Warren McFarlan, Donghong Li and Lijuan Liu
      In 2004, China's largest management software provider UFIDA began internationalization. In the subsequent 6 years, UFIDA entered Hong Kong, Singapore, Japan, Thailand, Vietnam and other overseas Asian markets. Nonetheless, UFIDA's overseas business footprint was still... View Details
      Keywords: Computer Software; Corporate Strategy; Emerging Markets; Globalization; China; Applications and Software; China
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      McFarlan, F. Warren, Donghong Li, and Lijuan Liu. "UFIDA (E) (TN)." Tsinghua University Teaching Note, 2011.
      • October 2010 (Revised June 2014)
      • Case

      Volkswagen do Brasil: Driving Strategy with the Balanced Scorecard

      By: Robert S. Kaplan and Ricardo Reisen de Pinho
      A new management team at VW do Brazil develops and deploys a strategy map and Balanced Scorecard to accomplish a turnaround and cultural change after eight consecutive years of financial losses and market share declines. The team uses the strategy map to align... View Details
      Keywords: Business Cycles; Developing Countries and Economies; Management Teams; Leadership; Balanced Scorecard; Strategic Planning; Balance and Stability; Motivation and Incentives; Communication Strategy; Competitive Advantage; Auto Industry; Brazil; Germany
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      Kaplan, Robert S., and Ricardo Reisen de Pinho. "Volkswagen do Brasil: Driving Strategy with the Balanced Scorecard." Harvard Business School Case 111-049, October 2010. (Revised June 2014.)
      • September 2010
      • Case

      NetApp

      By: Das Narayandas and Elizabeth A. Kind
      NetApp had undertaken an award-winning overhaul and upgrading of its channel strategy design that accounted for 46 percent of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with half... View Details
      Keywords: Advertising; Business Model; Design; Revenue; Planning; Problems and Challenges; Sales; Manufacturing Industry; Computer Industry; Information Technology Industry
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      Narayandas, Das, and Elizabeth A. Kind. "NetApp." Harvard Business School Case 511-058, September 2010.
      • September 2010 (Revised February 2011)
      • Case

      Red Lobster

      By: David E. Bell and Jason Riis
      Red Lobster, a 40-year-old chain of seafood restaurants, has just completed some market research revealing an opportunity to shift its target customer segment. The chain is in the final stages of a 10-year plan of rejuvenation under CEO Kim Lopdrup. When he took over... View Details
      Keywords: Advertising; Customer Satisfaction; Marketing Strategy; Consumer Behavior; Research; Segmentation; Food and Beverage Industry
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      Bell, David E., and Jason Riis. "Red Lobster." Harvard Business School Case 511-052, September 2010. (Revised February 2011.)
      • September – October 2010
      • Article

      The Effect of Product Variety and Inventory Levels on Retail Sales: A Longitudinal Study

      By: Zeynep Ton and Ananth Raman
      We examine the effects of product variety and inventory levels on store sales. Using four years of data from stores of a large retailer, we show that increases in product variety and inventory levels are both associated with higher sales. We also show that increasing... View Details
      Keywords: Buildings and Facilities; Design; Logistics; Product; Quality; Sales; Retail Industry
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      Ton, Zeynep, and Ananth Raman. "The Effect of Product Variety and Inventory Levels on Retail Sales: A Longitudinal Study." Production and Operations Management 19, no. 5 (September–October 2010): 546–560.
      • June 2010 (Revised January 2011)
      • Case

      Scientific Glass Incorporated: Inventory Management

      By: Steven C. Wheelwright and William Schmidt
      Scientific Glassware is a fast-growing, privately held company that provides specialized glassware for laboratory and research facilities. Excess inventory is tying up extra capital needed to fund the company's expansion plans. The newly hired Manager of Inventory... View Details
      Keywords: Inventory Control; Inventory Management; Materials Management; Order Processing; Warehousing; Salesforce Management; Logistics; Operations; Order Taking and Fulfillment; Finance; Consumer Products Industry; Technology Industry
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      Wheelwright, Steven C., and William Schmidt. "Scientific Glass Incorporated: Inventory Management." Harvard Business School Brief Case 104-208, June 2010. (Revised January 2011.)
      • June 2010
      • Case

      FoldRite Furniture Company: Planning to Meet a Surge in Demand

      By: Steven C. Wheelwright and Afarin Bellisario
      Demand for folding and stackable chairs and tables at FoldRite Furniture Co. is unexpectedly strong. The company spent the previous two years improving manufacturing quality and efficiency, dropping poor-performing product lines, developing new products that are... View Details
      Keywords: Manufacturing; Production Capacity; Production Scheduling; Risk Management; Growth Management; Production; Logistics; Order Taking and Fulfillment; Business Strategy; Manufacturing Industry; Consumer Products Industry; United States; Europe
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      Wheelwright, Steven C., and Afarin Bellisario. "FoldRite Furniture Company: Planning to Meet a Surge in Demand." Harvard Business School Brief Case 104-555, June 2010.
      • 2010
      • Case

      Playa Dorado

      By: W. Earl Sasser
      Playa Dorada Beach & Resort in Boca Raton, Florida, faces a growing seasonal demand for tennis services. The number of guests is expected to double in the next few years, and while the tennis facilities are a popular and well-promoted amenity at the resort, court space... View Details
      Keywords: Demand and Consumers; Management Analysis, Tools, and Techniques; Expansion; Planning; Mathematical Methods; Price; Profit; Sales; Operations; Growth and Development Strategy; Marketing; Performance Capacity; Accommodations Industry; Florida
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      Sasser, W. Earl. "Playa Dorado." Watertown, MA: Harvard Business Publishing Case, 2010. (Brief Case.)
      • April 2010
      • Case

      Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug

      By: John A. Quelch and Heather Beckham
      Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA approval, the senior director of marketing, Barbara Printup, prepares for the product launch and must make several... View Details
      Keywords: Return On Investment; Forecasting; Pricing Policies; Demand Planning; Marketing Strategy; Price; Consumer Behavior; Investment Return; Forecasting and Prediction; Product Launch; Planning; Brands and Branding; Pharmaceutical Industry
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      Quelch, John A., and Heather Beckham. "Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug." Harvard Business School Brief Case 104-183, April 2010.
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