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Case Studies by David Weinstein

19 case studies

by Publication Date
published: 20 Dec 2013

  • Topic: Marketing
  • Industry: Industrial Packaging
  • Region: Europe

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Abstract:
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally. With more and more global clients, like TotPet, reengineering their purchasing and supply chain operations to reduce the number of suppliers and form global relationships, the pressure mounted to gain control of prices, which had traditionally been based on local competitive conditions and relationships.

Pedagogical Objectives:
The case series, (A) through (E), which can be used either on their own or in combination, tackles: - The notion of value proposition in B2B markets - The perceived dynamics of value propositions over time - The changes in corporate decision-making processes and their impact on perceived value propositions and customer preferences - A framework for the strategic analysis of global accounts

Keywords:
Supply Chain Management, Global Accounts, Value Marketing, Marketing Paradigm, Relationship Marketing

Related:

published: 20 Dec 2013

  • Topic: Marketing
  • Industry: Industrial Packaging
  • Region: Europe

Show details ...

Abstract:
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally. With more and more global clients, like TotPet, reengineering their purchasing and supply chain operations to reduce the number of suppliers and form global relationships, the pressure mounted to gain control of prices, which had traditionally been based on local competitive conditions and relationships.

Pedagogical Objectives:
The case series, (A) through (E), which can be used either on their own or in combination, tackles: - The notion of value proposition in B2B markets - The perceived dynamics of value propositions over time - The changes in corporate decision-making processes and their impact on perceived value propositions and customer preferences - A framework for the strategic analysis of global accounts

Keywords:
Supply Chain Management, Global Accounts, Value Marketing, Marketing Paradigm, Relationship Marketing

Related:

published: 20 Dec 2013

  • Topic: Marketing
  • Industry: Industrial Packaging
  • Region: Europe

Show details ...

Abstract:
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally. With more and more global clients, like TotPet, reengineering their purchasing and supply chain operations to reduce the number of suppliers and form global relationships, the pressure mounted to gain control of prices, which had traditionally been based on local competitive conditions and relationships.

Pedagogical Objectives:
The case series, (A) through (E), which can be used either on their own or in combination, tackles: - The notion of value proposition in B2B markets - The perceived dynamics of value propositions over time - The changes in corporate decision-making processes and their impact on perceived value propositions and customer preferences - A framework for the strategic analysis of global accounts

Keywords:
Supply Chain Management, Global Accounts, Value Marketing, Marketing Paradigm, Relationship Marketing

Related:

published: 20 Dec 2013

  • Topic: Marketing
  • Industry: Industrial Packaging
  • Region: Europe

Show details ...

Abstract:
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally. With more and more global clients, like TotPet, reengineering their purchasing and supply chain operations to reduce the number of suppliers and form global relationships, the pressure mounted to gain control of prices, which had traditionally been based on local competitive conditions and relationships.

Pedagogical Objectives:
The case series, (A) through (E), which can be used either on their own or in combination, tackles: - The notion of value proposition in B2B markets - The perceived dynamics of value propositions over time - The changes in corporate decision-making processes and their impact on perceived value propositions and customer preferences - A framework for the strategic analysis of global accounts

Keywords:
Supply Chain Management, Global Accounts, Value Marketing, Marketing Paradigm, Relationship Marketing

Related:

published: 20 Dec 2013

  • Topic: Marketing
  • Industry: Industrial Packaging
  • Region: Europe

Show details ...

Abstract:
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally. With more and more global clients, like TotPet, reengineering their purchasing and supply chain operations to reduce the number of suppliers and form global relationships, the pressure mounted to gain control of prices, which had traditionally been based on local competitive conditions and relationships.

Pedagogical Objectives:
The case series, (A) through (E), which can be used either on their own or in combination, tackles: - The notion of value proposition in B2B markets - The perceived dynamics of value propositions over time - The changes in corporate decision-making processes and their impact on perceived value propositions and customer preferences - A framework for the strategic analysis of global accounts

Keywords:
Supply Chain Management, Global Accounts, Value Marketing, Marketing Paradigm, Relationship Marketing

Related:

published: 20 Apr 2011

  • Topic: Marketing
  • Industry: CRM Software
  • Region: Global

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Abstract:
In 2004, the CRM software industry is going through significant transition. Industry mergers and acquisitions are narrowing the market segments where smaller software developers and service providers may operate profitably.

Pedagogical Objectives:
Market Segmentation Differentiation Competitive Dynamics

Keywords:
Crm, Software

published: 01 Oct 2006

  • Topic: Marketing
  • Industry: Automobile
  • Region: Asia

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Abstract:
Nissan Motors Ltd. went through a spectacular turnaround led by Carlos Ghosn. Nevertheless, in spite of strong growth in new car sales, "After Sales" of automobile parts in Japan did not keep up, hurting dealer profitability. Since dealer profitability is a key success factor in the auto industry, Nissan decided to lead its Japanese dealers to (1) improve their cost structure, (2) improve their management methods, and (3) stimulate "customer traffic" via better marketing strategies. The After Sales department identified a Toyota dealership that actually managed to increase its profitability by working on these three factors, and its president agreed to let Nissan benchmark with his operation. The department decided to replicate this Toyota dealer's management methods, costs and strategy. The latter includes significant price reductions on fees for road worthiness tests, which dealers are authorized to perform on behalf of the Japanese government. Many Nissan dealers raised objections to this pricing approach and, in order to convince them, the company executes the strategy on a "pilot" basis, in Hakone, testing the approach and, hopefully, creating a showcase. While initial results were encouraging, the growth in market share seems to flatten, possibly vindicating the doubting dealers' arguments. The case, generates considerable controversy in both MBA and executive classes, includes discussion on market segmentation, pricing strategy, channel design and dealer network management issues. The case includes a detailed discussion of the dealers' "business model", allowing the class to inspect the financial impact of various strategic scenarios for both Nissan and its dealers.

Pedagogical Objectives:
(1) The difference between Strategic and Trivial market segmentation (2) Examination of Channel Conflict as a major obstacle to implementing a marketing strategy that is based on a new segmentation (3) Examination of the challenge of aligning the business models of the manufacturer and the distributor (4) Showing that not overcoming channel resistance to a new strategic segmentation may require an expensive redesigning of channel structure (5) Familiarity with the distribution challenges of the automobile industry in Japan.

Keywords:
Distribution, Channels, Channel Conflict, Automobile Distribution, Automobile Dealers, Pricing Strategy, Market Segmentation, Aftersales

Related:

published: 10 Jan 2006

  • Topic: Marketing
  • Industry: Automobile
  • Region: Asia

Show details ...

Abstract:
Nissan Motors Ltd. went through a spectacular turnaround led by Carlos Ghosn. Nevertheless, in spite of strong growth in new car sales, "After Sales" of automobile parts in Japan did not keep up, hurting dealer profitability. Since dealer profitability is a key success factor in the auto industry, Nissan decided to lead its Japanese dealers to (1) improve their cost structure, (2) improve their management methods, and (3) stimulate "customer traffic" via better marketing strategies. The After Sales department identified a Toyota dealership that actually managed to increase its profitability by working on these three factors, and its president agreed to let Nissan benchmark with his operation. The department decided to replicate this Toyota dealer's management methods, costs and strategy. The latter includes significant price reductions on fees for road worthiness tests, which dealers are authorized to perform on behalf of the Japanese government. Many Nissan dealers raised objections to this pricing approach and, in order to convince them, the company executes the strategy on a "pilot" basis, in Hakone, testing the approach and, hopefully, creating a showcase. While initial results were encouraging, the growth in market share seems to flatten, possibly vindicating the doubting dealers' arguments. The case, generates considerable controversy in both MBA and executive classes, includes discussion on market segmentation, pricing strategy, channel design and dealer network management issues. The case includes a detailed discussion of the dealers' "business model", allowing the class to inspect the financial impact of various strategic scenarios for both Nissan and its dealers.

Keywords:
Distribution, Channels, Channel Conflict, Automobile Distribution, Automobile Dealers, Pricing Strategy, Market Segmentation, Aftersales

Related:

published: 05 Jan 2000

  • Topic: Marketing
  • Industry: Banking
  • Region: North America

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Abstract:
ABN’s world wide strategy is to serve the largest multinational companies. However it has become unprofitable. This pressure sends the branches looking for more risky loans. The case provides a description of ABN’s credit approval process details of servicing their different segments of credit customers and the dilemmas that ensue.

Pedagogical Objectives:
1. Market segmentation is a service industry which is becoming very competitive. 2. Interaction between strategic marketing choices and the bank’s organisation and policies. 3. The relationship between marketing strategy and risk in banking.

Keywords:
Bank Marketing, Risk and Marketing, Market Segmentation

published: 05 Jan 2000

  • Topic: Marketing
  • Industry: Banking

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Abstract:
AMRO Handelsbank is facing a dilemma. Some managers would like to grow the private banking business while others deem the strategy unfeasible. The question focuses on the bank’s ability to lure net worth individuals away from Germany’s leading private banks.

Pedagogical Objectives:
AMRO Handelsbank is facing a dilemma. Some managers would like to grow the private banking business while others deem the strategy unfeasible. The question focuses on the bank’s ability to lure net worth individuals away from Germany’s leading private banks.

Keywords:
Private Banking, Market Segmentation, Consumer Behaviour, Corporate Image

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