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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