Ivey Business School (Canada)
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Biomed Co., Ltd.: Designing a New Sales Compensation Plan
Donald W. Barclay; Ponlerd ChiemchanyaCase IVEY-9B06A037-EMarketing, StrategyA recent MBA graduate was about to return to the family business, Biomed Co., Ltd. as its general manager. Biomed's parent company, Thai Drugs Co., Ltd. has just revised Biomed's market strategy, a change that created the need to align the sales compensation system to fit with the new strategy. The new general manager was charged with this responsibility. Students will work through the path from strategy to a powerful sales compensation plan that...Starting at €8.20
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Double E Grain Corporation: Where To From Here
Donald W. Barclay; Jessica KellyCase IVEY-9B11M122-EStrategyIt was mid-January 2011 and Elmer Enns, sole owner of Double E Grain Corporation, a 6600-acre farm in Saskatchewan, Canada, was reflecting on the past year, during which he had completed the canola harvest ahead of schedule. Helped by strong commodity prices, Double E had experienced successive years of prosperity (as shown by the financial statements in the case). Elmer, in his mid-50s, was optimistic about the industry and content with the curr...Starting at €8.20
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Spectrum Brands, Inc. - The Sales Force Dilemma
Donald W. Barclay; Joe FalconiCase IVEY-9B06A035-EMarketingIn 2005, the vice-president of sales and marketing for the Canadian division of Spectrum Brands Inc. must determine his next steps regarding the structure of his sales force. Spectrum Brands (Spectrum), a global consumer products company formerly known as Rayovac Corporation, had made a number of acquisitions to diversify and expand its product and brand portfolio. With these changes, Spectrum had become a leading supplier of consumer batteries, ...Starting at €8.20
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Rayovac Corporation - The Rechargeable Battery Opportunity
Donald W. Barclay; Joe FalconiCase IVEY-9B06A036-EMarketingThe vice-president of sales and marketing was contemplating how to grow the Rayovac Battery Division of Spectrum Brands Canada Inc. (Spectrum). Spectrum, a global consumer products company, owned a variety of brand name products. The vice-president of sales and marketing knew that, with effective marketing, the rechargeable battery market was one that would likely grow within North America as it had in Europe. Major competitors were not focusing ...Starting at €8.20
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Business of Golf: Islington Golf Club
Donald W. BarclayCase IVEY-9B09A032-EMarketing, StrategyThe general manager at the Islington Golf Club (Islington) was facing a challenging context. This private equity club in the west end of Toronto, Ontario, had been in existence since 1923. Membership waiting lists had been the norm and the finances had been in good shape. However, the context was changing. The economy was working against the relatively high-cost and time-consuming game of golf. Green fee revenue was down and club food and beverag...Starting at €8.20
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Merchant Bank: Dundee Community (RP-3): Role Play for Bob Kruger, Branch Manager (Spanish version)
Jane M. Howell; Steven CoxCase IVEY-9A95CS11Leadership and People ManagementEl gerente de sucursal se encuentra preparando la reunión de despidos por redundancia de puestos. La persona que está por ser despedida es la sugerente de sucursal con 24 años de servicio. El gerente también atenderá la reunión como apoyo moral y consejero, de ser necesario. (Este es el cuarto en una serie de cuatro casos que llevan nombres similares, casos 9A95CS08 al 9A95CS11).Starting at €8.20
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Merchant Bank: Palliser Community (RP-2): Role Play for Chris Langford, Community Manager (Spanish version)
Jane M. Howell; Steven CoxCase IVEY-9A95CS14Leadership and People ManagementEl gerente del banco debe despedir al gerente de sucursal. Posee una copia de la carta de despido y ya ha recibido un llamado telefónico del director de recursos humanos informándole que prosiga con el despido. (Este es el tercero de una serie de cuatro casos que llevan nombres similares, casos 9A95CS12 al 9A95CS15).Starting at €8.20
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Merchant Bank: Dundee Community (Spanish version)
Jane M. Howell; Steven CoxCase IVEY-9A95CS08Leadership and People ManagementEl gerente debe discutir con el gerente de sucursal el inminente proceso de despido en el que se incluye el despido de la sugerente de sucursal. (Este es el primero de una serie de cuatro casos que llevan nombres similares, casos 9A95CS08 al 9A95CS11).Starting at €8.20
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Garry Halper Menswear Limited: A Loan Request for an Export Order
James E. Hatch; Stephen R. Foerster; Steven Cox; Manpreet HoraCase IVEY-9B13N010-EFinanceGarry Halper Menswear Limited (GHM) is a medium-sized manufacturer of superior-quality men’s suits and jackets that up to now have largely been distributed in Canada. The firm has landed a very large order for men’s suits with Sutton’s in the United States. To meet the order, the firm has decided to import partly completed suits from China. The treasurer of GHM must assess the financing needs and related risks that result from this large increase...Starting at €8.20
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Lamont Golf Club: What Next
Donald W. BarclayCase IVEY-9B10M114-EStrategyLamont, a private golf club, had survived another year, but things weren't like the good old days, when waiting lists to join were long, environmental issues were not front and centre, and outside tournaments as a source of revenue were plentiful. The general manager has to work through a changing environment and the current situation at Lamont to set a new direction for the club. How is the club to grow, given old and new clubs drawing existing ...Starting at €8.20