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February 1985 (Revised July 1986)
Case

Applichem (A)

Applichem has six plants in different countries making the same chemical product. The purpose of this case is to allow students to think about what costs are relevant to management in this process industry environment, about how to define a comparison of costs and... View Details

Keywords: Business or Company Management; Multinational Firms and Management; Performance Productivity; Operations; Performance Improvement; Chemical Industry

September 2009 (Revised October 2010)
Case

Elkay Plumbing Products Division

By: Robert S. Kaplan

The vice president of sales learns that the most profitable 1% of the division's customers generate 100% of profits, and that two of the division's largest customers lose 50% of profits. The division has just finished a project to install a time-driven activity-based... View Details

Keywords: Activity Based Costing and Management; Profit; Management Systems; Consumer Products Industry; Industrial Products Industry

Winter 2013
Article

How to Identify the Best Customers for Your Business

By: Frank V. Cespedes, James P. Dougherty and Ben S. Skinner III

How can businesses achieve profitable growth so that their costs don’t grow faster than sales? This article focuses on scaling a venture’s sales process and provides a methodology for identifying core customers and some implications for governance criteria and... View Details

Keywords: Customer Relationship Management; Growth Management; Sales

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Transforming Manufacturing Waste into Profit

Every manufacturing process leaves waste, but Assistant Professor Deishin Lee believes much of this left-behind material can be put to productive—and profitable—use. Key concepts include:

The concept of "by-product synergy" consists... View Details

August 2001 (Revised February 2005)
Case

Dakota Office Products

By: Robert S. Kaplan

The senior management team of Dakota, an office products distributor, is concerned about the company's first loss in history. Explores the role for activity based costing and customer profitability measurement in a distribution company. Dakota's customers are... View Details

Keywords: Activity Based Costing and Management; Order Taking and Fulfillment; Profit; Distribution; Customers; Distribution Industry

Article

Turning Waste into By-Product

By: Deishin Lee

This paper studies how a firm can create and capture value by converting a waste stream into a useful and saleable by-product (i.e., implementing by-product synergy [BPS]). We show that BPS creates an operational synergy between two products that are jointly produced.... View Details

Keywords: Value Creation; Innovation and Invention; Cost Management; Opportunities; Market Participation; Framework; Profit; Competition; Wastes and Waste Processing; Product; Business Processes

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March 1974 (Revised June 1996)
Case

First National City Bank Operating Group (A)

By: Jay W. Lorsch

Growth in the banking field has produced new demands on the "back office." Traditional management practices in check processing and paper handling operations have resulted in ten years of cost increases and quality loss. New manager of the operating group faces an... View Details

Keywords: Change Management; Transition; Banks and Banking; Management Practices and Processes; Managerial Roles; Production; Banking Industry

August 1994 (Revised May 2001)
Case

ITT Automotive: Global Manufacturing Strategy (1994)

By: Gary P. Pisano and Sharon L. Rossi

ITT Automotive is in the process of developing a new-generation antilock brake system (ABS), designated the MK-20. The case focuses on the level of automation to be used in the production of this new system, and whether all plants should use the same process... View Details

Keywords: Information Technology; Innovation Strategy; Production; Product Development; Globalized Firms and Management; Performance Productivity; Manufacturing Industry; Auto Industry; Belgium; Germany; United States

2021
Working Paper

No-fault Default, Chapter 11 Bankruptcy, and Financial Institutions

By: Robert C. Merton and Richard T. Thakor

This paper analyzes the costs and benefits of a no-fault-default debt structure as an alternative to the typical bankruptcy process. We show that the deadweight costs of bankruptcy can be avoided or substantially reduced through no-fault-default debt, which permits a... View Details

Keywords: No-fault Default; Chapter 11; Insolvency and Bankruptcy; Borrowing and Debt; Governing Rules, Regulations, and Reforms; Financial Institutions; Contracts

September 2007 (Revised January 2009)
Case

Reading Rehabilitation Hospital: Implementing Patient-Focused Care (A) (Abridged)

By: Roy D. Shapiro

Reading Rehab Hospital has experimented with a popular concept in health care--patient-focused care--intended to increase quality and reduce costs by organizing care delivery around particular diagnoses or "service lines," rather than around the functions or... View Details

Keywords: Health Care and Treatment; Medical Specialties; Quality; Cost; Management Practices and Processes; Business Strategy; Service Delivery; Health Industry

May 1988 (Revised June 2023)
Case

National Cranberry Cooperative, 1996

By: Roy D. Shapiro

Describes the continuous flow process used to process cranberries into juice and/or sauce. Requires student to analyze process flows to determine where the bottlenecks are and to decide how, and whether, to expand capacity. Original version written by J.G. Miller and... View Details

Keywords: Logistics; Performance Capacity; Performance Improvement; Supply Chain; Mathematical Methods; Cost vs Benefits; Production

July–August 2016
Article

The Decoupling Effect of Digital Disruptors

By: Thales S. Teixeira and Peter Jamieson

A new wave of Internet startups is disrupting established businesses by the process of “decoupling.” In this article, the authors discuss how these new digital disruptors allow consumers to benefit from one activity (e.g., watching shows) without incurring the cost of... View Details

Keywords: Competition; Internet and the Web; Business Startups; Product Marketing; Customization and Personalization

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June 2011 (Revised August 2011)
Background Note

China and the Yuan-Dollar Exchange Rate

By: Aldo Musacchio

This note explains how the People's Bank of China (PBOC) manages (some say manipulate) the dollar-yuan exchange rate. It discusses briefly the process of sterilization in China and the possible costs for the PBOC. Therefore, the note summarizes some of the main... View Details

Keywords: Currency Exchange Rate; China

August 2009
Supplement

The TSMC Way: Meeting Customer Needs at Taiwan Semiconductor Manufacturing Company (CW)

By: Willy C. Shih

When L.C. Tu receives an emergency order, he is confronted with a range of production scheduling choices, each of which has unique costs and trade-offs. The case was designed to help students understand job-shop style production and the impact of disruptions and... View Details

Keywords: Factories, Labs, and Plants; Disruption; Customer Focus and Relationships; Cost; Cost Management; Business or Company Management; Time Management; Network Effects; Production; Hardware; Manufacturing Industry; Semiconductor Industry; Taiwan

February 1996
Case

Spartan Stores Incorporated: Reengineering for Efficient Consumer Response

Describes an effort to rationalize operations at a leading grocery wholesaler, enabled by information systems. Spartan Stores, Inc., is cooperatively owned by its 238 retailers and, through training, consulting, systems support, and cost of goods efficiencies, strives... View Details

Keywords: Business or Company Management; Restructuring; Information Technology

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13 May 2015
News

6 Reasons Businesses Are Rejected for Small Business Loans

August 2013 (Revised November 2013)
Case

Ford vs. GM: The Evolution of Mass Production (A)

This case explores the very different paths taken by the Ford Motor Company and the General Motors Corporation in the first three decades of the twentieth century. Henry Ford's Model T was a car for the masses. After considerable experimentation, Ford Motor... View Details

Keywords: Innovation; Exploration; Dominant Design; Business Growth and Maturation; Business History; Innovation and Management; Innovation Strategy; Technological Innovation; Leading Change; Growth and Development Strategy; Product Positioning; Product Design; Product Development; Business Strategy; Corporate Strategy; Vertical Integration; Auto Industry; Manufacturing Industry; Michigan

28 Jun 2004
Research & Ideas

How to Avoid a Price Increase

When product companies see the cost of materials rise, the result for consumers is often a price increase (gasoline) or, less often, a smaller amount of product at the same price (potato chips). Which option is more likely to turn off... View Details

Keywords: by Manda Salls

August 2001 (Revised March 2003)
Background Note

Comments on the Second Toyota Paradox: With appendix on modularity for managing complex-systems design

Two groups of people start out with the same task, equipped with the same resources and the same initial conditions. One, however, consistently beats the other. What are the differences between what the two groups are doing, and what can we adopt from the better... View Details

Keywords: Management; Product Design; Auto Industry; Japan

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09 Jan 2006
Research & Ideas

When Benchmarks Don’t Work

Benchmarking certainly has its virtues. Comparing production time or the cost of a standard process to that of peer companies can yield important insights about your own efficiencies—and ultimately,... View Details

Keywords: by Robert S. Kaplan; Service

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