This website uses technical, customisation and analytical cookies, both first-party and third-party, to anonymously facilitate browsing and analyse statistics on use of the website. Learn more
Search results
-
Dow's Acquisition Program
Koen H. Heimeriks; Stephen GatesCase IVEY-9B10M058-EInformation Technologies, Leadership and People Management, StrategyThis case illustrates how Dow Chemical acquired and integrated Wolff Walsrode, a German specialty chemicals firm that was part of the Bayer Group. This acquisition, combined with Dow's existing cellulosics unit, helped it create a new specialty business with a forecasted $1.1 billion in annual sales and strengthen its footprint in Central and Eastern Europe. The main challenge in this case concerns the complexities of acquisition integration, whi...Starting at €8.20
-
Lighting Up Philips' Asian Entertainment Activities (B)
Koen H. Heimeriks; Mark Gunther; Margrit LelieveldCase IVEY-9B14M019-EService and Operations Management, StrategyThe case illustrates how Philips’ new venture integration team applies a new capability, captured in the “sales integration approach” (SIA), to organically grow its Asian Professional Lighting Entertainment activities. The capability, designed for acquisition integration, has previously helped realize substantial growth (or sales) synergies in a recent acquisition. The main challenge is to understand how to apply the SIA to realize organic (inste...Starting at €5.74
-
Philips-Indal: The Deal from Heaven (A)
Koen H. Heimeriks; Ruud GeenenCase IVEY-9B14M018-EService and Operations Management, StrategyPhilips’ new venture integration (NVI) department is aware of the fact that many acquisitions turn into “deals from hell” instead of “deals from heaven.” Its post-merger integration specialists have learned that cost synergies are far easier to realize than sales (or growth) synergies. Stimulated by the urge to grow, the NVI department has developed a new methodology called the “sales integration approach” to realize sales (or growth) synergies. ...Starting at €8.20