Deighton

Case Solution for Designs by Kate: The Power of Direct Sales
Complete Case details are given below :
Case Name :      Designs by Kate: The Power of Direct Sales
Authors :           John Deighton, Sarah L. Abbott
Source :             HBS Brief Cases
Case ID :            4284
Discipline :        Sales
Case Length :    10 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the commission plan to encourage sales reps to build teams and become “leaders” for their teams. The strategy has been very successful over the company’s first five years. Now the CEO is concerned that growth in top-line revenue is slowing, possibly due to an unwillingness by current sales representatives to build and manage their own sales teams. A survey reveals that many sales reps believe their incomes from jewelry sales decline when they add members to their sales teams due to increased competition for hosting parties within the same geographic area. The CEO must revisit the commission structure to determine if it is still an effective incentive. The case includes a quantitative assignment that students should complete as part of case analysis.
 
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Case Solution for Olympic Rent-A-Car U.S.: Customer Loyalty Battles
Complete Case details are given below :
Case Name :      Olympic Rent-A-Car U.S.: Customer Loyalty Battles
Authors :           John Deighton, James Kindley
Source :             HBS Brief Cases
Case ID :            913568
Discipline :        Marketing
Case Length :    13 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The marketing and operations managers for Olympic Rent-A-Car meet to decide how to respond to changes in the loyalty rewards program at the market-leading competitor. The competitor’s program gives awards based on dollars spent instead of days rented and eliminates blackout dates. Olympic expects the program to capture more of the valuable business traveler segment, which rents cars more frequently and generally pays higher premiums than the leisure traveler segment. At the meeting, the team reviews the financial performance of the firm and the firm’s reward program, called Olympic Medalist. They consider whether they can afford to match the competitor’s loyalty program terms as they have done in the past and also consider how the competitor’s actions will affect the entire car rental industry. Ultimately, they must respond with a truly distinctive strategy. Students must perform a quantitative analysis of each possible response and consider the value of customers in loyalty programs.
 
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