Channel

Case Solution for Gino SA: Distribution Channel Management
Complete Case details are given below :
Case Name :      Gino SA: Distribution Channel Management
Authors :           Terry H. Deutscher, Alan Wenchu Yang
Source :             Ivey Publishing
Case ID :            902A13
Discipline :        Strategy
Case Length :    17 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Gino SA is a manufacturer of burner units that are sold through exclusive contracts with distributors. As a result, the three distributors have significant bargaining power with Gino. A leading boiler manufacturer, who is currently purchasing through a distributor, has approached Gino to receive OEM treatment (a further discount by purchasing the burners direct from the manufacturer in return for a commitment to purchase a percentage of their burners from Gino). In deciding whether to pursue the company’s first direct OEM relationship, the marketing manager must consider the impact of his decision on the distributors, the competition, and the company’s corporate management.
 
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Case Solution for The Fashion Channel
Complete Case details are given below :
Case Name :      The Fashion Channel
Authors :           Wendy Stahl
Source :             HBS Brief Cases
Case ID :            2075
Discipline :        Marketing
Case Length :    12 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The new Senior Vice President of Marketing for The Fashion Channel (TFC), a cable television network dedicated to round-the-clock, fashion-oriented programming, is preparing to recommend a change in the company’s traditional marketing approach by introducing a market segmentation program. This program is, in part, a response to the intensifying competitive environment for TFC, and it needs to strengthen the company’s brand and positioning with viewers and advertisers. At the same time, the program must maintain consumer and distributor satisfaction with the network. Several segmentation options are being considered, each with pros and cons. Consumer research provides insights but does not give a simple answer regarding the best path to take. The reader must evaluate the research results, calculate financial scenarios, and make a recommendation. Also looks at change management issues. TFC has never done a program like this before, and the Senior Vice President of Marketing is new to the job. In addition to making a recommendation, she must manage the change process to insure that the organization and her leadership team peers are fully aligned.
 
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