IESE (España)
-
Santander-Serfín: Revitalizing the Payment Systems Business
Díez J.; Villanueva, Julian; Nueno, José LuisCase M-1190-EMarketingIn June 2001, Ramón Tellaeche, director of products and marketing at Banco Santander Serfín in Mexico, was considering the commercial strategy which the means of payments division should follow over the following months in order to achieve its ambitious commercial objectives. Marcial Portela, general manager of Grupo Santander's Americas Division, had set the objective of doubling the credit card market share in a year and a half, and capturing 2...Starting at €8.20
-
Santander-Serfín: Revitalizing the Payment Systems Business (Portuguese Version, Brazil)
Díez J.; Villanueva, Julian; Nueno, José LuisCase M-1190-PBMarketingIn June 2001, Ramón Tellaeche, director of products and marketing at Banco Santander Serfín in Mexico, was considering the commercial strategy which the means of payments division should follow over the following months in order to achieve its ambitious commercial objectives. Marcial Portela, general manager of Grupo Santander's Americas Division, had set the objective of doubling the credit card market share in a year and a half, and capturing 2...Starting at €8.20
-
Pirelli: Investing in Reifen Ritter
De Agostin, Luca; Liechtenstein, HeinrichCase F-793-EFinanceThe case describes the decision of the newly appointed Marketing and Sales Director in Germany for a tire producer regarding a loan request from an independent retailer. The case shows how suppliers can use credit lines and loans as instruments to "invest" in their clients, and the various potential benefits for the supplier in terms of growth (e.g. higher sales volumes, higher customer penetration, stronger customer loyalty, increased profitabil...Starting at €8.20
-
Pirelli: Invertir en Reifen Ritter
De Agostin, Luca; Liechtenstein, HeinrichCase F-793FinanceEste caso describe la decisión que debe tomar el nuevo director de marketing y ventas de un fabricante de neumáticos de Alemania con respecto a la solicitud de préstamo de un distribuidor independiente. A lo largo del caso se describe el uso que los proveedores hacen de las líneas de crédito y los préstamos, que utilizan como instrumentos para "invertir" en sus clientes, y los distintos beneficios que obtienen en términos de crecimiento (por ejem...Starting at €8.20
-
Santander-Serfín: revitalizando el negocio de medios de pago
Díez J.; Villanueva, Julian; Nueno, José LuisCase M-1190MarketingEn junio de 2001, Ramón Tellaeche, director general de mercadotecnia y productos del Banco Santander Serfín en México, se planteaba la estrategia comercial que la división de medios de pago debía seguir en los próximos meses para lograr unos ambiciosos objetivos comerciales. Marcial Portela, director general de la división América del Grupo Santander había marcado el objetivo de duplicar la cuota de mercado de tarjetas de crédito en el plazo de u...Starting at €8.20