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Supreme Mart: Understanding Product Mix
Supreme Mart: Understanding Product Mix
Collection: Darden School of BusinessThis case examines Supreme Mart, a leading specialized retailer in Peru. The company, which has shifted its target market from upper-class to lower-middle-class consumers, faces challenges in optimizing its product mix and store performance. Colosseum Consulting has been engaged to improve Supreme Mart's valuation through tactical actions, focusing on operational, commercial, and financial effecti
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Backcountry.com and Leveraging Data Analytics
Backcountry.com and Leveraging Data Analytics
Collection: Darden School of BusinessThis field-based case follows Chris Purkey, the senior vice president of sales and customer service at Backcountry.com, in his journey to use data analytics to improve customer engagement in the outdoor products retailer. Sales staff at Backcountry.com are affectionately known as Gearheads, a nod to their knowledge about the outdoor gear the company sold. For Purkey, the customer relationship is e
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Naresh Kumra and the Amazon Debacle (B)
Naresh Kumra and the Amazon Debacle (B)
Collection: Darden School of BusinessThis case set follows CEO Naresh Kumra of JMATEK, an a global leader in evaporative air coolers and portable air conditioners. Although Amazon had been a major sales channel in the previous year, 2017 sales were down significantly, threatening a major new round of funding. The (A) case allow students the opportunity to troubleshoot new business sales in a growing digital marketplace, and the (B) c
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Naresh Kumra and the Amazon Debacle (A)
Naresh Kumra and the Amazon Debacle (A)
Collection: Darden School of BusinessThis case series follows CEO Naresh Kumra of JMATEK, an a global leader in evaporative air coolers and portable air conditioners. Although Amazon had been a major sales channel in the previous year, 2017 sales were down significantly, threatening a major new round of funding. The (A) case allow students the opportunity to troubleshoot new business sales in a growing digital marketplace, and the (B
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iCompute: The Marsh/Jones Dilemma
iCompute: The Marsh/Jones Dilemma
Collection: Darden School of BusinessJane Ryan is founder, owner, and CEO of iCompute, a computer-services firm. Ryan founded the company in 1995 and it has grown steadily, providing computer and networking services to a variety of clients. Initial growth was fueled by large contracts with large institutions, but more recently, growth has come from middle- and smaller-sized contracts. Furthermore, the industry space has become crowde
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Zappos Customer Loyalty Team
Zappos Customer Loyalty Team
Collection: Darden School of BusinessZappos' senior leadership must decide whether to continue to schedule the call center shifts based on seniority or to consider a new plan that makes use of Uber-style surge pricing to pay workers higher hourly rates for the more demanding shifts. These shifts also happen to occur when the bulk of the East Coast buyers call in--early in the morning in the Arizona-based call center. Tony Hsieh, Zapp
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The Evolution of Selling
The Evolution of Selling
Collection: Darden School of BusinessAppropriate for marketing classes. This note follows the evolution of selling starting with the skills set forth by Dale Carnigie in the 1950s through the 1970s followed by consultive selling in the 1980s and 1990s and the value-added selling of the 21st century.
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SmartOps Corporation: Forging Smart Alliances?
SmartOps Corporation: Forging Smart Alliances?
Collection: Darden School of BusinessAfter creating a market for his "new to the world" product and a significant partnership with the German-based SAP, Sridhar Tayur had an opportunity to take the partnership with SAP to another level by establishing a reseller arrangement, available to only a dozen or so of SAP's elite partners?widely considered in the enterprise software industry as a dream come true for technology entrepreneurs.
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Terri Dean at Verizon Business (A)
Terri Dean at Verizon Business (A)
Collection: Darden School of BusinessA senior vice president of global communications for Verizon Business reads an e-mail from an employee responding to a recent communication effort. The employee, new to Verizon, is trying to connect the dots between the products and solutions he offers customers and how his role fits into the company's key strategic goals. This field-researched case, suitable for graduate students and executive ed
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Terri Dean at Verizon Business (B)
Terri Dean at Verizon Business (B)
Collection: Darden School of BusinessA senior vice president of global communications for Verizon Business reads an e-mail from an employee responding to a recent communication effort. The employee, new to Verizon, is trying to connect the dots between the products and solutions he offers customers and how his role fits into the company's key strategic goals. This one-page B case epilogue reveals that she does indeed respond and beco
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Brooke Correll and Clos Du Val: Adventures in Napa Valley (A...
Brooke Correll and Clos Du Val: Adventures in Napa Valley (A)
Collection: Darden School of BusinessThis case is the first in the series. An established winery's first marketing director is charged with reviving the once-hot brand. Clos Du Val had seen its glory days, with high ratings accompanied by robust sales. During the 1990s, however, sales had begun to lag, though it was unclear why. What should the new marketing director do first? How should the company allocate its marketing budget?
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ZS Associates: Sales Force Sizing
ZS Associates: Sales Force Sizing
Collection: Darden School of BusinessThis case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that d
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