Reference No: BP0318Pages: 29Published on: 24, July, 2006
Abstract: The case presents the evolution of small time transport company to an integrated logistics solutions provider. The issues (managerial) experience by the organization in developing an online information system, restructuring, product launch, product rationalization etc. are described in detail. The case provides an opportunity to discuss the future direction of ... More
Reference No: BP0317Pages: 7Published on: 14, July, 2006
Abstract: The case describes the situation faced by an Executive Sales Officer in justifying the investment in the dealership faced with low sales and mounting competition for improving the performance of the dealership. The case describes the infrastructure available at the outlet, the market in and around the dealership, competitor performance, ... More
Reference No: F&A0478Pages: 9Published on: 14, July, 2006
Abstract: The case describes the situation faced by Sales Officer who is exploring setting-up new outlet in recently constructed expressway. The case describes the situation and discusses how he developed various assumptions based on report submitted by valuer, survey feedback carried out by an independent agency, his past experience and the ... More
Reference No: MAR0383Pages: 14Published on: 14, July, 2006
Abstract: Abstract The case describes locations, facilities, infrastructure, market, manpower, customer profile, competition and performance of one training and experimentation outlet. It also describes different types of experiments (operations, service, and customer related) conducted at the outlet. Outlet in-charge / sales officer is faced with the issues of deciding what research/ experiments ... More
Reference No: MAR0381Pages: 10Published on: 14, July, 2006
Abstract: The case describes the situation faced by a Sales Officer who had recently taken charge of his area in a Mini Metro. He was trying to understand the dealership in his area from the point of view of their operations, performances, competition, and opportunities for improvement.
The case describes one ... More
Reference No: P&IR0199Pages: 5Published on: 14, July, 2006
Abstract: This case describes a complex situation of a Benami Dealer that Sales Officers frequently face in their roles. The case describes the background of the situation and leaves it open to the class to generate options and make choices. ... More
Reference No: F&A0477Pages: 9Published on: 14, July, 2006
Abstract: The case describes the situation faced, in 2004, by a sales officer of a public sector undertaking, in helping a retail dealership (of petrol, diesel, and lubricating oils) to grow. The dealership retails in a growing suburb of a metro. He wants to help the dealership of the filling station to ... More
Reference No: MAR0382Pages: 29Published on: 14, July, 2006
Abstract: The case opens with a brief description of the challenge posed by a leading company in petroleum retailing, Indian Oil Corporation Limited, to the ClubHP brand of HPCL. The case provides brief description of Indian Petroleum Industry and the profiles of key competitors in the industry. It also briefly describes ... More
Reference No: BP0313(B)Pages: 7Published on: 13, July, 2006
Abstract: This case describes how corporate strategy and competitive strategy enmesh. The case introduces an inflexion point at which the company was faced with a prisoners' dilemma situation with regard to a critical set of operational decisions of tactical significance affecting manufacturing operations. The unintended consequences, regardless of which path is ... More
Reference No: BP0315Pages: 18Published on: 11, July, 2006
Abstract: The case describes how strategic changes could be undertaken in a large oil sector company through management development programmes (MDPs). Hindustan Petroleum Corporation Limited (HPCL) has been conducting MDPs for its sales officers in the retail business division since two years. This initiative was based on recommendations and efforts of ... More
Reference No: PROD0287(A)Pages: 20Published on: 4, July, 2006
Abstract: Hakkai Creates, a successful SME in Japan, is a producer of tiny precision plastic parts as well as molds used for making these miniature parts. It is a supplier to some of the leading manufacturers of electronics and telecom products like Sony, National Panasonic, Casio, Sanyo etc. It has developed ... More
Reference No: PROD0287(B)Pages: 3Published on: 4, July, 2006
Abstract: Hakkai Creates has been supplying precision plastic parts to one of its key customers (who had moved its operations to China) from a plant in China. The end product of this customer has failed in the global market. Hakkai Creates is looking for option-should it return back to Niigata or ... More
