Default Category
-
Google 2017
Valor Sabatier, JosepCase SI-197Information Technologies, Innovation and Change, Service and Operations ManagementAquella mañana de enero de 2017, John Cadinal, socio sénior de Maccarron, estaba preocupado. Uno de los clientes más importantes que gestionaba personalmente le pidió que comprara un millón de dólares en acciones de Google, lo que representaba una gran parte de sus ahorros familiares. John pensó que le debía a su amigo de toda la vida, y también a sí mismo, un análisis más profundo de Google antes de permitir que invirtiera la mayor parte de sus ...Starting at €8.20
-
Implementing Tablets at the ACME Food Supplies, Ltd. Sales Department
Sieber, Sandra; Valor Sabatier, JosepCase SI-184-EKnowledge and CommunicationACME Food Supplies, Ltd. is a company working in the catering supplies sector. It competes in a mature and fragmented sector, and part of its strategy has always been based on technological innovation. In January 2012, it had just completed the implementation of tablets with Internet connection in its sales department, replacing former PDAs that were already being used irregularly. Some salespeople openly reject the new technology, and very few a...Starting at €8.20
-
SafeBlend Fracturing (Spanish version)
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaCase HBS-915S14MarketingThe CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the past two years, SafeBlend has been the sole provider of additives to Bristol due to aggressive negotiation and limited competition. New competitors are entering the market, and the CEO believes one competitor is prepared to offer Bristo...Starting at €8.20
-
Milford Industries (A) (Spanish version)
Shapiro, Benson P.; Dolan, Robert J.Case HBS-502S06MarketingThe new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.Starting at €8.20
-
Ti-Tech (B)
Shapiro, Benson P.; Gourville, John T.Case HBS-508096-EMarketingThis case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity making it impossible to accept all four. Each order represents a different mix of labor, revenues, and potential future work. The case forces the student to choose among the four orders...Starting at €5.74
-
Pricing, Profits and Customer Value
Cespedes, Frank V.; Shapiro, Benson P.; Ross, Elliot B.Case HBS-811016-EStrategyThis note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price. It is suitable for use in courses or modules in Pricing, Entrepreneurial Management, Strategy, or Marketing.Starting at €8.20
-
Hearts on Fire--Brand Development Manager
Cespedes, Frank V.; Shapiro, Benson P.Case HBS-709436-EMarketingHearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After 1 year, the CEO, CFO and President must evaluate the impact of the BDM on retail customers, the type of person required to be successful in this position, internal coordination issues with the company's sales force, and the financial returns ve...Starting at €8.20
-
SafeBlend Fracturing
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaCase HBS-914513-EMarketingThe CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the past two years, SafeBlend has been the sole provider of additives to Bristol due to aggressive negotiation and limited competition. New competitors are entering the market, and the CEO believes one competitor is prepared to offer Bristo...Starting at €8.20
-
TiVo 2011
Tonijuan, Gemma; Comín, Marta; Valor Sabatier, Josep; Nueno, José LuisCase SI-178-EInformation Technologies, Knowledge and Communication, MarketingTiVo is a digital video recorder, developed and marketed by TiVo, Inc. and introduced in 1999. TiVo provides an electronic television programming schedule, whose features include "Season Pass" schedules which record every new episode of a series, and "WishList" searches which allow users to find and record shows that match their interests by title, actor, director, category or keyword. TiVo is facing declining revenues and is exploring a number o...Starting at €8.20
-
Curled Metal Inc.--Engineered Products Division
Shapiro, Benson P.; Cespedes, Frank V.Case HBS-709434-EStrategyCurled Metal Incorporated has declining sales, but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are many times CMI's manufacturing costs. Joseph Fernandez and Rajiv Sanwal of CMI's Engineered Products Division are responsible for formulating a strategy for the new product. A key issue is the price to charge for the pads. The case raises issues of analyzing market potential, align...Starting at €8.20