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Jets4future and the Sale of Private Jets
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCase M-1305-EMarketing, StrategyThe case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different marketing investments. It also describes three specific situations involving customers in which de...Starting at €8.20
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Jets4future and the Sale of Private Jets (Portuguese Version, Brazil)
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCase M-1305-PBMarketing, StrategyThe case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different marketing investments. It also describes three specific situations involving customers in which de...Starting at €8.20
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Jets4future y la venta de jets privados
Segarra, José Antonio; Valentí, Albert; Sanmartí, FrancCase M-1305Marketing, StrategyEl caso se centra en un distribuidor europeo de jets privados. Se exponen las particularidades y problemáticas específicas de la comercialización de productos industriales de alto valor: ciclo de venta largo, unidad de decisión compleja e inversión significativa por parte del cliente para realizar la compra. Se discute el proceso de captación de clientes y las diferentes inversiones de marketing. También se describen tres decisiones concretas sob...Starting at €8.20
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Crocs (C ): Back from the Dead
Lee, H; , Hoyt, D; , Marks, MCase SGSB-GS57C-EService and Operations ManagementIn 2009, many thought Crocs was “dead.” The C case presents exhibits that illustrate the company’s recovery.Starting at €8.20
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Crocs (B): Hitting the Skids
Lee, H; , Hoyt, D; , Marks, MCase SGSB-GS57B-EService and Operations ManagementThrough 2007, Crocs grew rapidly, and its stock soared. In early 2008, the stock plunged, as analysts cited excess inventory. During 2008, revenues decreased, and the company restructured. The B case summarizes these developments, and asks what the company should do now.Starting at €5.74
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Mekelle Farms: Poultry Entrepreneurship in Ethiopia
Lee, H; Kennedy, M; Elist, JCase SGSB-IDE05-EInnovation and ChangeAfter deciding to transform a former government-owned poultry farm in Ethiopia, two American business partners encounter challenges related to input costs, inventory management, delivery, government relations, and other key challenges that are common to entrepreneurs operating in an emerging market context. The partners identify Ethiopia as a country in which to build their business because of its favorable investment climate, and they decide to ...Starting at €8.20
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Experian MicroAnalytics: Accelerating the Development of Monile Financial Services in Developing Markets
Lee, H; Tang, CCase SGSB-GS83-EService and Operations ManagementAs the world population exceeded 7 billion by the end of 2011, various agencies working to alleviate poverty had come to a general consensus that pure charity was not a sustainable solution. In the absence of venture capital and angel investors in developing markets, Microfinance (MF) was one of the most promising tools in the fight against poverty. MF institutions tended to focus on micro-lending, providing small loans to micro-entrepreneurs fro...Starting at €8.20