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
-
Snackos SpA (A)
Ferrer, Jordi; Nueno, José LuisCase M-979-EMarketingThis is the first of a three-case series. In February 1993, Giovanni Segni, Strategic Marketing Director of Snackos (Donar International in Italy), was reviewing the AC Nielsen reports he had received the day before. Once again, as in previous years, Snackos figured as the undisputed leader of the savoury snacks sector, with a 53% share of a market worth 755 billion lire.Starting at €8.20
-
Snackos SpA (B)
Ferrer, Jordi; Nueno, José LuisCase M-980-EMarketingThis is the second of a three-case series. Having examined the Nielsen reports and the development of savoury snacks sales in the CTK channel (newspaper stands, sweet shops, school, amusement arcades, etc), which was not covered by Nielsen, Giovanni Segni, Snacko's Strategic Marketing Director, reached the conclusion that the 69% market share in individual packs of savory snacks which AC Nielsen gave them was not a realistic figure. A closer esti...Starting at €5.74
-
-
Snackos SpA (C)
Ferrer, Jordi; Nueno, José LuisCase M-981MarketingLa mañana del 26 de noviembre de 1993, Giovanni Segni, director de Marketing Estratégico de Snackos SpA, se disponía a analizar los datos definitivos que acababa de recibir del test que, sobre las dos nuevas líneas de Fritto, Bolsa Junior y Super Snack, se había estado realizando durante los tres últimos meses. Segni debía sacar conclusiones que le permitieran tomar decisiones sobre el lanzamiento nacional de estas dos nuevas líneas y de los posi...Starting at €5.74
-
El caso HBR: Un ardid grande como un toro
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905BMarketingCuando Chris Knox, un vendedor especializado en la parte superior Fleet Services, voluntarios para ir tras el negocio de Armadillo Gas & Power, decide probar un nuevo enfoque. Después de todo, nadie más del SFS ha tenido éxito con Dale Landry, director financiero de Armadillo. Knox se presenta en el rancho de Landry, pide a fotografiar su amada toro, presenta la foto como un regalo a la esposa de Landry, y los ingenieros de varios otros encuentro...Starting at €8.20
-
Continente: The relaunch of private label soft drinks
Ferrer, Jordi; Nueno, José Luis; Villanueva, JulianCase M-1049-EMarketingThe private label department at Continente wants to relaunch its soft drinks line, which has a very low market share in its category. Lladó, area manager for private label beverages, has received an interesting offer from Cott and is fancing a number of decisions regarding the possible change of supplier and the marketing mix for the relaunch.Starting at €8.20
-
Snackos SpA (B)
Ferrer, Jordi; Nueno, José LuisCase M-980MarketingSegundo de una serie de tres casos. Después de revisar detalladamente los informes de A.C. Nielsen y la evolución de las ventas de snacks salados en el canal CTK (kioskos, tiendas de caramelos, colegios, salones de máquinas recreativas, etc.), canal que Nielsen no recogía en sus informes, Giovanni Segni, director de marketing estratégico de Snackos, llegó a la conclusión de que la cuota del 69% del mercado de bolsas individuales de snacks salados...Starting at €5.74
-
Snackos SpA (A)
Ferrer, Jordi; Nueno, José LuisCase M-979MarketingPrimero de una serie de tres casos. En febrero de 1993, Giovanni Segni, director de marketing estratégico de Snackos (Donar International en Italia) repasaba los informes A.C. Nielsen recibidos el día anterior en los que, una vez más, y tal como había ocurrido en los últimos años, Snackos aparecía como líder indiscutible del sector de snacks salados, con una participación del 53% en un mercado de 755.000 millones de liras.Starting at €8.20
-
World-Class Bull (HBR Case Study)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905X-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20
-
World-Class Bull (Commentary for HBR Case Study)
Humphreys, John; Ahmed, Zafar U.; Pryor, MildredArticle HBS-R0905Z-EMarketingWhen Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas & Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo's CFO. Knox shows up at Landry's ranch, asks to photograph his beloved bull, presents the photo as a gift to Landry's wife, and engineers several other encounters before Landry learns that Knox is anything more than ...Starting at €8.20