Barclay

Case Solution for Global Source Healthcare: To Start or Not to Start

Complete Case details are given below :
Case Name :      Global Source Healthcare: To Start or Not to Start
Authors :           Donald Barclay, Eric A. Morse, Shamail Siddiqi
Source :             Ivey Publishing
Case ID :            905M55
Discipline :        General Management
Case Length :    17 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
An entrepreneur was contemplating leaving his job at Goldman Sachs to start Global Source Healthcare, a healthcare outsourcing company focused on international nurse recruitment. He had researched the healthcare staffing market extensively, written a business plan and raised some funding. While this appeared to be an excellent opportunity, there were some very real risks that had to be considered. His greatest concern was the limited amount of funding at his disposal. Since international recruitment required a considerable amount of working capital, the lack of funding brought the long-term feasibility of the business into question. Students will learn about screening the business venture in terms of the entrepreneur, the resources and the opportunity; determining the strategic direction of the company and balancing the long-term vision with short-term cash flow needs; assessing different business models to determine which is the best fit for the company; and the importance of executing the business plan and selected strategy.
 
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Case Solution for Spectrum Brands, Inc.–The Sales Force Dilemma

Complete Case details are given below :
Case Name :      Spectrum Brands, Inc.–The Sales Force Dilemma
Authors :           Donald Barclay, Joe Falconi
Source :             Ivey Publishing
Case ID :            906A35
Discipline :        General Management
Case Length :    18 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
In 2005, the vice president of sales and marketing for the Canadian division of Spectrum Brands Inc. must determine his next steps regarding the structure of his sales force. Spectrum Brands (Spectrum), a global consumer products company formerly known as Rayovac Corporation, had made a number of acquisitions to diversify and expand its product and brand portfolio. With these changes, Spectrum had become a leading supplier of consumer batteries, lawn and garden care products, specialty pet supplies, and shaving and grooming products. The vice president of sales and marketing was charged with the task of creating a national sales force from the teams of the newly merged companies. Knowing the importance of the sales function to each of these companies, he wanted to ensure, despite the differences among the diverse groups, that he still maintained a team which would effectively and efficiently continue to increase the sales of each business unit.
 
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Case Solution for Launch of mbanx

Complete Case details are given below :
Case Name :      Launch of mbanx
Authors :           Donald Barclay
Source :             Ivey Publishing
Case ID :            98A025
Discipline :        Marketing
Case Length :    22 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
From a strategic perspective, the Bank of Montreal, a major Canadian bank, has committed to entering the “virtual banking” marketplace in Canada. There is also the potential to launch later in the United States and Mexico. They plan to do this in a preemptive fashion to gain first mover advantage. This means no extensive pilots and a short time to launch. The decision makers are charged with developing a complete launch strategy. They have two years of tentative ideas to work with, but a number of major decisions on product line, pricing, communications, salesforce, and so on must still be made. To date, this case has been successfully used to set the stage for marketing management courses and to kick off marketing management modules in executive development programs.
 
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Case Solution for Global Source Healthcare: Allocating Sales Resources

Complete Case details are given below :
Case Name :      Global Source Healthcare: Allocating Sales Resources
Authors :           Donald Barclay, Shamail Siddiqi
Source :             Ivey Publishing
Case ID :            905A21
Discipline :        Marketing
Case Length :    16 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The founder and chief executive officer of Global Source Healthcare was struggling with how to allocate sales resources among acquiring new accounts, penetrating existing accounts and up-selling existing accounts. Global Source Healthcare provided domestic and international staffing services to healthcare facilities. The company had been operational for a year and growth had been considerably slower than expected. What made this decision especially important was that the healthcare staffing market was experiencing a substantial downturn. Consolidation was occurring in the industry. Given the limited sales and financial resources of the company, this decision was critical to ensure the very survival of Global Source. Other issues that may be raised include understanding the sales strategy in the business and marketing strategy, motivating a sales force in a difficult, limited-resource environment, and understanding the trade-off between the length of the sales cycle and the size of the potential account.
 
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Case Solution for Microsoft Canada: Sales & Product Management Working Together

Complete Case details are given below :
Case Name :      Microsoft Canada: Sales & Product Management Working Together
Authors :           Donald Barclay, Ken Mark
Source :             Ivey Publishing
Case ID :            905A15
Discipline :        Marketing
Case Length :    04 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Due to differences in incentive compensation, work experience, and objectives, sales and marketing, in many organizations often clash. At Microsoft Canada, the national sales manager, Home & Entertainment Division and the group product manager for PC marketing are considering investing a recurring $1 million a year – 10 per cent of their combined promotional budget – to produce and maintain a consumer-focused website, “Microsoft Home Magazine.” This proposed investment comes at a time where sales growth is slowing in the firm’s PC business. As a surprising twist for students, this case is unique in the sense that it highlights an example where sales and marketing work together to achieve a common goal.
 
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Case Solution for Biomed Co., Ltd.: Designing a New Sales Compensation Plan

Complete Case details are given below :
Case Name :      Biomed Co., Ltd.: Designing a New Sales Compensation Plan
Authors :           Donald Barclay, Ponlerd Chiemchanya
Source :             Ivey Publishing
Case ID :            906A37
Discipline :        Marketing
Case Length :    15 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
A recent MBA graduate was about to return to the family business, Biomed Co., Ltd., as its general manager. Biomed’s parent company, Thai Drugs Co., Ltd., has just revised Biomed’s market strategy, a change that created the need to realign the sales compensation system to fit with the new strategy. The new general manager was charged with this responsibility. Follows the path from strategy to a powerful sales compensation plan that will support the strategy and encourage salespeople to execute their role within this strategy.
 
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Case Solution for Rayovac Corporation–The Rechargeable Battery Opportunity

Complete Case details are given below :
Case Name :      Rayovac Corporation–The Rechargeable Battery Opportunity
Authors :           Donald Barclay, Joe Falconi
Source :             Ivey Publishing
Case ID :            906A36
Discipline :        Marketing
Case Length :    18 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The vice president of sales and marketing was contemplating how to grow the Rayovac Battery Division of Spectrum Brands Canada Inc. (Spectrum). Spectrum, a global consumer products company, owned a variety of brand name products. The vice president of sales and marketing knew that, with effective marketing, the rechargeable battery market was one that would likely grow within North America as it had in Europe. Major competitors were not focusing on this product category, fearful that it would cannibalize sales of their non-rechargeable products. Rayovac could use this opportunity to increase its presence and brand name recognition by entering the “back door” instead of competing head-to-head against the well-established market leaders–Duracell and Energizer. The vice president wondered whether this was a business worth pursuing and, if so, how he would market the Rayovac line within Canada.
 
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