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Market Stretch
Gavin Price; Margaret SutherlandCase IVEY-9B09M046-EMarketing, StrategyBio-Oil is a multi-purpose skin care product that has gone from being sold only in South Africa to being the No. 1 scar treatment product in 16 of the 17 countries in which it is distributed. Retail sales have jumped from R3 million per annum to R1 billion from 2000 to 2008. Justin and David Letschert made key decisions to eliminate all of the other 119 products that were being manufactured by the company that they took over in 2000, and focused ...Starting at €8.20
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Sarva Pharmaceuticals in Cambodia: Fight or Fold
Sandeep Puri; Rakesh Singh; Raj Agnihotri; Bindu GuptaCase IVEY-9B20A060-EEntrepreneurship, Marketing, StrategyIn January 2020, Jai Prakash Chaubey, the managing director of Sarva Pharmaceuticals Private Limited (Sarva), needed to decide whether or not to accept a proposal from Gursim Pharmaceutical Limited (Gursim) to market some of Sarva’s products in Cambodia. Sarva had been performing well; however, the company’s profitability in Cambodia was minimal. Should Chaubey accept Gursim’s offer? Or should he hire a new country head who could drive the sales ...Starting at €8.20