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Show Results For
- All HBS Web
(3,011)
- People (5)
- News (846)
- Research (1,900)
- Events (4)
- Multimedia (31)
- Faculty Publications (1,085)
Estee Lauder
Lauder built one of the most successful and exclusive cosmetic companies in the world. She was the pioneer of the “free sample” strategy, which marked a new era of salesmanship. To retain their aura of exclusivity, her products were sold in Saks Fifth Avenue and in... View Details
Keywords: Personal Care & Home Products
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
period—and so did in-store sales as well as sales of jigsaw puzzles and walkie-talkies. It’s not clear what we learn from panic buying. So let’s look at what was happening online before the virus of 2020. Ecommerce has been part of the internet for 30 years. Books.com... View Details
Keywords: by Frank V. Cespedes
- 08 Jun 2009
- Research & Ideas
The Return of the Salesman
business and society. In its Winter 2008 issue, Business History Review included five articles on salesmanship: "Selling the American Way: The Singer Sales System in Japan, 1900-1938" (by Andrew Gordon) "Inventing the U.S. Stove Industry, c. 1815-1875: Making and View Details
Edward G. Gardner
Gardner began mixing hair and beauty products for blacks out of his basement during the 1940s. Around 1960, he began working for another beauty supply business and when it went bankrupt, Gardner took its customers and began producing his own line of Soft Sheen... View Details
Keywords: Personal Care & Home Products
John T. Dorrance
In 1899, Dorrance invented the process for making condensed soup, reducing canning and shipping costs by two-thirds. As a result of Dorrance’s invention, Campbell Soup became the first soup company to achieve national distribution. Within five years, Campbell’s Soup... View Details
Keywords: Food & Tobacco
- 01 Sep 2010
- News
Online Fashionistas
Groupe, now with a division for men’s clothing and entering travel markets as well, has grown from 5 employees to more than 400. Membership is by invitation by other members or by registering at the site (www.gilt.com); that exclusivity is a View Details
James A. Gray, Jr.
Through his advertising efforts, Gray was able to return Camel to its position as the best selling cigarette brand. In 1939, Gray greatly improved R. J. Reynolds’ leaf operations by installing vacuum conditioners, which eliminated the use... View Details
Keywords: Food & Tobacco
Gilbert Colgate
Colgate merged with the Peet Company and B. J. Johnson, maker of Palmolive soap, the largest selling soap brand in America in the early 1900s. Colgate led the newly merged Colgate, Palmolive-Peet Company with assets of $63 million. The... View Details
Keywords: Personal Care & Home Products
Jay Van Andel
In 1959, with his partner Richard DeVos, Van Andel established one of the most profitable direct selling companies in the world. Van Andel and DeVos accomplished their success through the use of an elaborate pyramid-like distribution... View Details
Keywords: Personal Care & Home Products
- 06 Dec 2021
- News
The Sparkles in Our Skies
lifetime of use,” says Hagemann. “It’s not really about selling jewelry,” says Hagemann. “It’s really about focusing on an industry that has for so long been allowed to use the planet as a bank that it will continue to borrow from and... View Details
Edward C. Johnson III
Johnson turned the mutual fund group, founded by his father, into an industry giant - mainstream America’s most familiar mutual fund family. He also pioneered such mutual fund practices as selling direct rather than through brokers,... View Details
Keywords: Finance
Daniel Guggenheim
The American Smelting and Refining Company (ASARCO) was a trust set up to give William Rockefeller control of all mineral resources in America. Refusing to sell out to Rockefeller, Guggenheim engaged in both price competition with ASARCO... View Details
Keywords: Metals
Walter H. Annenberg
Annenberg built a fledgling, debt-burdened newspaper business into a publishing empire. He introduced Seventeen in 1944 – sparking a new trend in targeted publications to America’s youth. In 1953, he overcame numerous logistical challenges to launch TV Guide, combining... View Details
Keywords: Publishing & Print Media
Madam C. J. Walker
The intensity of Walker’s early jobs began to cause hair loss, and it was out of this unfortunate circumstance that grew her “secret” formula for a scalp ointment that promoted healthy hair growth. Madame Walker began selling her product... View Details
Keywords: Personal Care & Home Products
Forrest E. Mars, Sr.
Uncle Ben’s. By the early 1970s, his candy business amounted to about $200 million in the United States with an additional $55 million in Britain. Of the ten top selling candy bars in the United States, five were sold by Mars (including... View Details
Keywords: Food & Tobacco
Howard D. Johnson
After securing a secret ice cream recipe for $300 in 1925, Johnson began preparing ice cream in his basement and selling it in his pharmacy. The success of the ice cream gave way to the closure of the pharmacy and the start of the... View Details
Keywords: Restaurants & Lodging
- Profile
James Reinhart
his venture as a platform for buying and selling used children’s clothing. An entrepreneur, he pointed out, has to look for ways to create value, and he realized his original concept would only succeed with enormous, eBay-level scale. The... View Details
- 03 Feb 2003
- Research & Ideas
Web Services
allow them to change the user experience based on market demands." Does the intangible nature of Web services pose a particular marketing challenge, asked moderator and HBS assistant professor Robert Austin. How do you sell a product... View Details
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
more vehicles than they can sell and—unable to make money from new cars—turn to service and trade-ins to eke out margins. And at the bottom of the chain are customers trapped in high-pressure negotiations for a car that isn't the exact... View Details
Keywords: by Sean Silverthorne
- 01 Jun 2010
- News
Entrepreneur-in-Residence
Janet Kraus, cofounder of Circles, a leader in concierge services, is HBS’s newest Entrepreneur-in-Residence. Founded in 1997, Circles became a $50 million company with nearly 1,000 people operating in Boston and Burlington, Ontario. After View Details