IESE (España)
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Baby Dolls. Fabricar en China
Martínez Abascal, Eduardo; Aguirreamalloa Arizaga, Javier; Rosique M.Case F-870FinanceFabricante de muñecas. Ventas muy estacionales concentradas entre octubre y diciembre. Plantea mover su producción a China. Hay que analizar las consecuencias de esta decisión en la cuenta de PyG y balances y también en el resto de la organización: ventas, estrategia, producción, finanzas, personas, etc.Starting at €8.20
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Hiperbaric: B2B 2.0 - Teaching Note
Foncillas, PabloTeaching Note MT-36-EInnovation and Change, Marketing, StrategyThis case touches on the problems faced by a company - a global leader with a presence all over the world - dedicated to selling machinery at high prices ($1 million average purchase) in a B2B environment. The case discusses how and why the company should develop its digital presence as opposed to increasing its commercial presence by hiring more salespeople to sell its products. Should the company look for new salespeople? Does it make sense for...Starting at €0.00
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SEUR: Digitalizing Express Shipping
Foncillas, Pablo; González, JorgeCase M-1309-EInformation Technologies, Marketing, StrategyThe heads of marketing at SEUR (Servicio Urgente de Transportes; "Urgent Shipping Service" in English) were ready to present in the meeting room the results of the first six months since the relaunch of the company's new website. They had recently opted for promoting a website with a clear transactional focus. The meeting had been called to examine some aspects of the new site's performance, such as how sales were evolving with respect to target...Starting at €8.20
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Baby Dolls. Move to China (French Version)
Martínez Abascal, Eduardo; Aguirreamalloa Arizaga, Javier; Rosique M.Case F-870-FRFinanceA doll manufacturer, with strong seasonal sales concentrated between October and December, is considering moving its production to China. The consequences of this decision for the P&L account and balance sheets, as well as for the rest of the organization - sales, strategy, production, finance, staff, etc. - need to be analyzed.Starting at €8.20
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Baby Dolls. Move to China (Portuguese Version, Brazil)
Martínez Abascal, Eduardo; Aguirreamalloa Arizaga, Javier; Rosique M.Case F-870-PBFinanceA doll manufacturer, with strong seasonal sales concentrated between October and December, is considering moving its production to China. The consequences of this decision for the P&L account and balance sheets, as well as for the rest of the organization - sales, strategy, production, finance, staff, etc. - need to be analyzed.Starting at €8.20
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Hiperbaric: B2B 2.0
Foncillas, PabloCase M-1303Innovation and Change, Marketing, StrategyStarting at €8.20
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SEUR: digitalizando el transporte urgente
Foncillas, Pablo; González, JorgeCase M-1309Information Technologies, Marketing, StrategyLa dirección de marketing de SEUR (Servicio Urgente de Transportes) se disponía a presentar en la sala de reuniones los resultados de los primeros seis meses del relanzamiento de la nueva web de la compañía, que había apostado recientemente por plantear una web con claro enfoque transaccional. En ese encuentro se analizarían algunos aspectos del rendimiento de la nueva página, tales como la evolución en ventas frente a objetivos, el encaje del p...Starting at €8.20
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Baby Dolls. Move to China
Martínez Abascal, Eduardo; Aguirreamalloa Arizaga, Javier; Rosique M.Case F-870-EFinanceA doll manufacturer, with strong seasonal sales concentrated between October and December, is considering moving its production to China. The consequences of this decision for the P&L account and balance sheets, as well as for the rest of the organization - sales, strategy, production, finance, staff, etc. - need to be analyzed.Starting at €8.20
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Hiperbaric: B2B 2.0
Foncillas, PabloCase M-1303-EInnovation and Change, Marketing, StrategyThis case touches on the problems faced by a company, a global leader with a presence all over the world, dedicated to selling machinery at high prices ($1 million average purchase) in a B2B environment. The case discusses how and why the company should develop its digital presence as opposed to increasing its commercial presence by hiring more salespeople to sell its products. Should the company look for new salespeople? Does it make sense for i...Starting at €8.20