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Olympia Machine Company, Inc
Cespedes, Frank V.; Shapiro, Benson P.Caso HBS-708490-EMarketingThe management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications for business strategy, organization, control systems, and sales management requirements. As a result, the case raises issues and analytics relevant to topics such as aligning strat...Desde 8,20 €
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Olympia Machine Company, Inc. (Spanish Version)
Cespedes, Frank V.; Shapiro, Benson P.Caso HBS-709S04MarketingEl equipo de dirección de un proveedor de equipos industriales está debatiendo método para compensar los vendedores de la compañía. Diferentes ejecutivos han ofrecido diferentes alternativas al método actual de salario fijo más los gastos. Cada opción tiene diferentes implicaciones para la estrategia de negocios, organización, sistemas de control, y los requisitos de gestión de ventas. Como resultado, el caso plantea cuestiones y análisis pertine...Desde 8,20 €
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Hearts on Fire--Brand Development Manager
Cespedes, Frank V.; Shapiro, Benson P.Caso HBS-709436-EMarketingHearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After 1 year, the CEO, CFO and President must evaluate the impact of the BDM on retail customers, the type of person required to be successful in this position, internal coordination issues with the company's sales force, and the financial returns ve...Desde 8,20 €
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Curled Metal Inc.--Engineered Products Division (Spanish version)
Shapiro, Benson P.; Cespedes, Frank V.Caso HBS-709S05Dirección estratégicaCurled Metal Incorporated has declining sales, but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are many times CMI's manufacturing costs. Joseph Fernandez and Rajiv Sanwal of CMI's Engineered Products Division are responsible for formulating a strategy for the new product. A key issue is the price to charge for the pads. The case raises issues of analyzing market potential, align...Desde 8,20 €
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Curled Metal Inc.--Engineered Products Division
Shapiro, Benson P.; Cespedes, Frank V.Caso HBS-709434-EDirección estratégicaCurled Metal Incorporated has declining sales, but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are many times CMI's manufacturing costs. Joseph Fernandez and Rajiv Sanwal of CMI's Engineered Products Division are responsible for formulating a strategy for the new product. A key issue is the price to charge for the pads. The case raises issues of analyzing market potential, align...Desde 8,20 €
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SafeBlend Fracturing, Teaching Note
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaNota del Instructor HBS-914514-EMarketingTeaching Note for Product #914513.Desde 0,00 €
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Live Nation Faces the Music
Bradley, Stephen P.; Cespedes, Frank V.; Herman, KerryCaso HBS-709441-EDirección estratégicaIn 2008, concert producer and promoter Live Nation, faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new technologies and consumer needs, this major player is considering focusing on its principal business of concert booking and related revenue, or moving forward with its efforts to take advan...Desde 8,20 €
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SafeBlend Fracturing
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaCaso HBS-914513-EMarketingThe CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the past two years, SafeBlend has been the sole provider of additives to Bristol due to aggressive negotiation and limited competition. New competitors are entering the market, and the CEO believes one competitor is prepared to offer Bristo...Desde 8,20 €
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SafeBlend Fracturing (Spanish version)
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaCaso HBS-915S14MarketingThe CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the past two years, SafeBlend has been the sole provider of additives to Bristol due to aggressive negotiation and limited competition. New competitors are entering the market, and the CEO believes one competitor is prepared to offer Bristo...Desde 8,20 €
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Pricing, Profits and Customer Value
Cespedes, Frank V.; Shapiro, Benson P.; Ross, Elliot B.Caso HBS-811016-EDirección estratégicaThis note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price. It is suitable for use in courses or modules in Pricing, Entrepreneurial Management, Strategy, or Marketing.Desde 8,20 €