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IESE (España)
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Pirelli: Investing in Reifen Ritter - Teaching Note
De Agostin, Luca; Liechtenstein, HeinrichTeaching Note FT-68-EFinanceThis teaching note is an aid to the Pirelli Case.The case describes the decision by the newly appointed Marketing and Sales Director in Germany for a tire producer about 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, st...Starting at €0.00
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Diesel SpA: Sustaining Growth in the Fashion Industry (A)
Baldo, Andrea; De Agostin, Luca; Ferraro, FabrizioCase DG-1496-EMarketingIn 2000, Renzo Rosso, the founder and CEO of the Italian apparel company Diesel, is wondering whether the company's strategy can help it grow in the millennium. By 2000, the Diesel brand had become one of the hottest in the denim fashion segment, but Rosso now needs to consider whether their current market positioning is sustainable in the long term and whether they should invest more in their retail operations. He also needs to consider how the...Starting at €8.20
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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
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Diesel SpA: Sustaining Growth in the Fashion Industry (B)
Baldo, Andrea; De Agostin, Luca; Ferraro, FabrizioCase DG-1497-EMarketingThe Diesel SpA (B) case, set in 2005, discusses the evolution of the company between 2000 and 2005, and provides an opportunity to discuss the challenges associated with the long term sustainability of strategic positioning in the fashion industry.Starting at €5.74
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Monograph on Credit Management
De Agostin, Luca; Liechtenstein, HeinrichTechnical Note FN-539-EFinanceCommercial credit in business-to-business used to be considered a privilege, yet nowadays it has become a necessity for a variety of reasons. However, extending credit also creates risk and costs. To control those risks companies started designing their own rules (credit policy) on how to deal with customer credit and even created credit management functions within their finance and controlling departments.Starting at €8.20