James Lattin, Mark Leslie, Erin Yurday
2003
In October 1998, VERITAS and Seagate’s Network Storage and Management Group, which both sold data storage management software, agreed to merge. In terms of employee size and revenues, it was nearly a merger of equals. Until regulatory approval for the…
Victoria Chang, Sonya Grier
2003
In 1997, Lyle Hubbard, CEO of Gardenburger, a producer and marketer of veggie burgers and meat alternative products, waited in his Portland, Oregon office for his executive team. He had called together the group to discuss Gardenburger’s advertising…
Victoria Chang, Sonya Grier
2003
In 1997, Lyle Hubbard, CEO of Gardenburger, a producer and marketer of veggie burgers and meat alternative products, waited in his Portland, Oregon office for his executive team. He had called together the group to discuss Gardenburger’s advertising…
James Lattin, Mark Leslie, Erin Yurday
2003
Peter Kelly became CEO of Med-Mart, a home health supply company, shortly after his search fund acquired it in 1993. Unfortunately, the first two years running Med-Mart were fraught with disappointing discoveries. At the time of purchase, Med-Mart’s sales…
James Lattin, Mark Leslie, Erin Yurday
2003
E-163B is supplemental material to E-163A, Med-Mart: Transitioning the Business Model (A), and should be handed out in class as discussion progresses. Med-Mart CEO Peter Kelly’s revised business strategy and new sales compensation plans are presented for…
James Lattin, Mark Leslie, Erin Yurday
2003
E-163C is supplemental material to E-163A, Med-Mart: Transitioning the Business Model (A), and E-163B, and should be handed out in class as discussion progresses. The results, one year later, of Med-Mart CEO Peter Kelly’s revised business strategy and new…
James Lattin, Mark Leslie, Jamie Earle
2003
The case offers an overview of a startup that has chosen to sell its solutions entirely through indirect channels—currently through value-added resellers (VARs) and, in the future, through both VARs and systems integrators (SIs). In the case, we discuss…
Hau Lee, Ozlem Yuksel
2003
With increasing pollution and congestion, European car manufacturers were concerned that governments might eventually ban conventional cars from city centers. A smaller car had the possibility of escaping such a ban. The producer of Swatch watches, SMH AG…
David Hoyt, John McMillan
2003
Luis Moreno Ocampo, a prominent attorney who had fought human rights abuses in Argentina, viewed corruption in public procurement as the next major human rights issue. Struggling citizens were being taxed for services that were not provided because the…
Beth Anderson, J. Dees
2001
It’s August 2000, and Maitri AIDS Hospice in San Francisco is re-evaluating its approach to fundraising. In recent years, Maitri has been relying increasingly on government, corporate, and foundation grants. Yet Don Spradlin, Maitri’s Associate Director…
David Hoyt, Hau Lee
2001
In 1995, Lucent Technologies supply chain in Asia had many problems: long lead times, high cost, poor reliability, high inventories, poor technical support of customers and local Asian operations. This was, in many ways, a result of the historical supply…
Sonya Grier, Susan Masserang, Jonathan Tinter
2000
In April 1999, John Gummer, chairman of the Marine Stewardship Council (MSC), an independent, global non-profit organization, was charged with implementing an eco-labeling program for seafood products harvested in a sustainable manner. Through the program…
Michael Guigley, Joel Podolny
2000
In January 1994, Danie Niemandt, General Manager for South African Breweries operations in Tanzania, must determine what his company, Tanzania Breweries, should do in response to the entry of a new competitor in its market. South African Breweries has…
Jacquelyn Thomas, Michael Rosenstein
1998
Describes the organizational, strategic, and tactical challenges that Dell Computer faces as it develops a new laptop computer that is targeted at home and small business users. Portrays the challenges that the firm faces as it attempts to manage its…
Donnel Briley, Sonya Grier
1997
Examines the situation facing a group of representatives from the private, public, and nonprofit sectors attempting to increase the diversity of business school faculties. Focuses on the issues faced in mid-1994 by the KPMG Peat Marwick Foundation and its…
Ann Chard, Miklos Savary
1997
John Peetz, Ernst & Young’s chief knowledge officer, reviews the results of his six-year effort to build a firm-wide knowledge management (KM) system. The case goes through the short evolution of Ernst & Young’s KM system and describes in detail its…
Robert Pedrero, Miklos Savary
1997
David Bechhofer, a partner responsible for Bain & Co.’s marketing strategy, faces a dilemma: Traditional marketing is foreign to Bain’s corporate culture (which is rather based on customer relationships), yet the firm cannot ignore traditional marketing…
Sonya A. Grier, Carrie D. Culp, Callie M. Stivers
1997
Focuses on Share Our Strength (SOS), a national nonprofit anti-hunger organization. Examines various decisions faced by SOS related to the establishment of marketing partnerships with American Express (AMEX) and Restaurants Unlimited, Inc. (RUI). The…
Sonya A. Grier, Carrie D. Culp, Callie M. Stivers
1997
Focuses on Share Our Strength (SOS), a national nonprofit anti-hunger organization. Examines various decisions faced by SOS related to the establishment of marketing partnerships with American Express (AMEX) and Restaurants Unlimited, Inc. (RUI). The…
Rajiv Lal, Sanjay Sood
1997
Arthur C. Martinez, newly appointed CEO of Sears Merchandise Group, must decide how to turn around Sears’ slumping retail sales performance. After decades of dominance, Sears had lost its top retailing position to Wal-Mart. Martinez’s task is to determine…
Chuck Glew, Rajiv Lal, Mark Lotke, Mario Palumbo, Marc Schwartz
1996
ETrade pioneered the electronic deep-discount brokerage business and experienced phenomenal growth by making extensive use of technology to achieve significant cost advantages over traditional firms. ETrade’s strategy has been to pass these cost savings…
Mitchell Kristofferson, Rajiv Lal
1996
The transition to value pricing required changes in product development as well as in the roles of brand managers and the sales force, and coincided with a significant drop in both shipments and sales. In championing such a radical change, Durk Jager had…
Mitchell Kristofferson, Rajiv Lal
1996
Executive vice president Durk Jager was convinced that the huge sums being spent on trade and consumer promotion could be put to better use, and that P&G should overhaul its pricing strategy to one of consistent list prices with little, if any…
Rajiv Lal, Doug Okun
1996
News that Wal-Mart, the biggest, most powerful retailer in the world, was entering the Canadian market with an instant presence by buying 122 Woolco stores caused pandemonium at Hudson’s Bay Co. (HBC) and its Zellers discount chain. Faced with the…