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Ashby Pharmaceuticals
Muñoz-Cobo, Diego; Villanueva, JulianCase M-1208-EMarketingJames Conica had just been appointed new sales director of the company Ashby Pharmaceuticals, which sold pharmaceutical products. His task was to substantially improve the performance of the sales force, which according to company director Ian Thompson, had ample scope for improvement.Starting at €8.20
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APY Art Centre Collective: Taking Indigenous Art to the City
Theodore L. Hill; Sheri Lambert; Kathryn ReadyCase IVEY-9B21M019-EStrategyIn early 2019, just a year after opening a gallery in Sydney, Australia, the elders of the APY Art Centre Collective proposed opening a second gallery in Adelaide, a much smaller city. The first year in Sydney had been profitable, in part due to an aggressive digital presence. The Collective had some seed money, an offer of a small gallery space, and the draw of serving a large number of the APY community who were residents in Adelaide. But the A...Starting at €8.20
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Zip: In Need of Growth-Oriented Competitive Strategies
Arpita Agnihotri; Saurabh BhattacharyaCase IVEY-9B21M025-EStrategyZip Co Limited (Zip) was a market follower in the Australian buy now, pay later (BNPL) sector. In September 2020, PayPal Holdings Inc. entered the growing sector, which was expected to disrupt the credit card industry, with better incentives for retailers and consumers. Although investors were concerned, Zip’s chief executive officer remained confident about the company’s future growth. How could he combat competition against large players like P...Starting at €8.20
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From BoysTown to yourtown: Rebranding an Iconic Australian Charity
Vishal Mehrotra; Alex BeamishCase IVEY-9B20A083-EMarketingyourtown was an Australian non-profit organization offering a variety of services to children, young people, and families, supported by a range of stakeholders including federal and state governments, corporations, and, most significantly, members of the public. It was best known for its art union initiative in which supporters bought tickets to a raffle for luxury homes and automobiles.
In 2016, the organization rebranded from BoysTown, which...Starting at €8.20
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Rediscovering Market Segmentation (Spanish version)
Yankelovich, Daniel; Meer, DavidArticle HBS-R0602GMarketingIn 1964, Daniel Yankelovich introduced in the pages of Harvard Business Review the concept of nondemographic segmentation, by which he meant the classification of consumers according to criteria other than age, residence, income, and such. The predictive power of marketing studies based on demographics was no longer strong enough to serve as a basis for marketing strategy, he argued. Buying patterns had become far better guides to consumers' futu...Starting at €8.20
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Globalizing an Australian Wine Company (Spanish version)
Bartlett, Christopher A.Case HBS-305S13StrategyTwo new product launch decisions face Christopher Carson, managing director of BRL Hardy, Europe. Responsible for the European operations of a major Australian wine company, Carson has begun to globalize his strategy beyond selling the parent company's wines. After a difficult joint venture with a Chilean wine source, he is proposing to launch an Italian line of wines. His local team has also developed a new Australian brand that would compete di...Starting at €8.20
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The Christchurch Earthquake and Crusaders Rugby (A)
Murray J. Bryant; Brad EvansCase IVEY-9B12C041-ELeadership and People Management, StrategyOn February 2011, a large earthquake hit Christchurch, New Zealand, causing loss of life. The Crusaders, a major sports franchise headquartered in Christchurch, must plan for the season, given that its facility has been extensively damaged and the season has already commenced. The franchisee board, managers, coaches and players have to deal with this catastrophe and build morale in the community by deciding what to do. The case examines the proce...Starting at €8.20
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Invest or Take: A Venture Capitalist's Ethical Dilemma
Jon CarrickCase IVEY-9B16M057-EEntrepreneurship, StrategyIn May 2015, a managing partner in an Australian venture capital firm faced a major dilemma. As one of five partners, he held the deciding vote on whether his firm, KTN Capital, would take an entrepreneur’s idea for a solar-powered water filter and build a new company around it, or instead, invest in the entrepreneur’s company. The venture capital firm would not be doing anything illegal by taking the entrepreneur’s idea because the entrepreneur ...Starting at €8.20
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Yumcha.com.au
Nicole R.D. Haggerty; Rohan BelliappaCase IVEY-9B10M038-EEntrepreneurship, Information Technologies, StrategySet in November 2007, the case is about a soon-to-launch social networking website (Yumcha) in Australia intended for the country's significant Asian population and diaspora. The case describes the process that Yumcha's founder went through in establishing the entity, including her initial motivations and business rationale. The case goes on to describe the dilemma facing the founder in choosing a web developer for the site, including whether to ...Starting at €8.20
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National Australia Bank (B)
Graham Hubbard; Judy HubbardCase IVEY-9B08M036-EStrategyThis is a chronological series of two cases. The (A) case is about the fall from grace of a revered, high-performing Australian company that had gone international in its quest for growth. The (B) case is about the turnaround that followed. The (A) case covers the period 2000 to 2004. It includes the National Australia Bank (NAB) 2000 corporate/business strategy, the MLC acquisition, the sale of Michigan National, the HomeSide financial disaster ...Starting at €5.74