Ivey Business School (Canada)
-
Shandong Moris Chemical Co. Ltd. : A Hidden Champion in the Brine Chemical Industry
Liang (Lucas) WangCase IVEY-9B20M117-EEntrepreneurship, StrategyIn June 2019, the founder and chairman of Shandong Moris Chemical Co. Ltd. (Moris), a leading chemical production group, had to decide whether Moris should diversify into an unrelated industry. Moris’s main business had been the production and processingStarting at €8.20
-
Wipro Consumer Care: Merchandising for Success
Sreeram Sivaramakrishnan; Gaurav Thapar; Varun Gattani; Abhra ChatterjeeCase IVEY-9B14A031-EMarketing, StrategyVisual merchandising (VM) plays an important role in hypercompetitive product categories. Though shoppers may be exposed to advertisements extolling the virtues of brands, they tend to get swayed at the point of purchase due to an attractive display or simply because of the prominence of a brand at the retail location. As such, companies must invest in processes and infrastructure to make effective VM possible.Wipro Consumer Care and Lighting is ...Starting at €8.20
-
Fotile: A Top Kitchen Appliance Brand Rooted in China
Liang (Lucas) Wang; Di DengCase IVEY-9B19M075-EStrategyIn January 2018, Fotile Kitchenware Co. Ltd.'s (Fotile's) sales for 2017 were announced at over ¥10 billion. Fotile had become the first kitchen appliance manufacturer in China to reach this significant milestone, despite its relatively short operationalStarting at €8.20
-
QualityKiosk: Drawing up a Sales Strategy
Sreeram Sivaramakrishnan; Anuroop KrishnaCase IVEY-9B17A064-EEntrepreneurship, Marketing, StrategyQualityKiosk Technologies Private Limited (QualityKiosk) was an information technology company providing software application testing and quality assurance services to banks and insurance companies in India. In 2015, QualityKiosk had over 70 per cent penetration in the insurance sector in terms of numbers of customers, and only 30 per cent penetration in the banking sector. Anuroop Krishna, head of QualityKiosk’s banking vertical, must put togeth...Starting at €8.20
-
Asclepius Consulting: The Sales Force Dilemma
Sreeram SivaramakrishnanCase IVEY-9B13A036-EEntrepreneurship, Marketing, StrategyIn 2012, Asclepius Consulting is one of the many small software companies in India that have aspirations to become product companies as opposed to being services companies. Asclepius Consulting deals in hospital management information systems and has a product and service offering that is competitive and well received by customers. However, due to lack of capital, the company has been unable to invest in a sales force, and this has created a prob...Starting at €8.20
-
QualityKiosk: Sales Force Design for Anabot
Sreeram Sivaramakrishnan; Anuroop KrishnaCase IVEY-W28435-EMarketing, StrategyIn December of 2020, the head of product development at QualityKiosk Technologies Private Limited (QualityKiosk) was grappling with a significant issue. QualityKiosk provided application quality assurance, business automation, digital experience management, and data analytics services to financial services companies across India. Krishna had to recommend the way forward for the company’s latest product—Anabot, a new information technology (IT) jo...Starting at €8.20