Deutscher

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 Zhongda Optical Cable Engineering
Complete Case details are given below :
Case Name :      Zhongda Optical Cable Engineering
Authors :           Terry H. Deutscher, Alan Wenchu Yang
Source :             Ivey Publishing
Case ID :            903A08
Discipline :        Strategy
Case Length :    19 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Zhongda Optical Cable Engineering Co. is a small company that provides optical cable engineering services to contractors who are installing intranet applications in a province in China. As an early entrant in the market and a high-quality service provider, the company was able to charge premium prices. However, the market has changed, with many competitors now providing similar services. Furthermore, contractors–and some end users–learned how to do Zhongda’s major task, optical cable welding, for themselves. Zhongda has three options: aggressively target end-user accounts, retreat from cable engineering services and focus on distributing cable components, or start manufacturing optical cable welding machines. None of these is a perfect match for Zhongda’s capabilities, but the prospects for continued prosperity in its current role are bleak.
 
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Case Solution for Blue Mountain Resorts Ltd.: The Night Skiing Decision
Complete Case details are given below :
Case Name :      Blue Mountain Resorts Ltd.: The Night Skiing Decision
Authors :           Terry H. Deutscher, Susan Burke
Source :             Ivey Publishing
Case ID :            83A025
Discipline :        Marketing
Case Length :    20 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
A large Ontario ski resort faces a decision about whether to invest in facilities for night skiing. Demand is very uncertain, so the management undertakes a market research study. Day skiers at the facility are surveyed about their potential interest during the months of February and March. The resort’s management is suspicious about the validity of the results of the research, but has no time to collect further data.
 
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Case Solution for Global Healthcare Exchange Canada: Trade Exchange Adoption
Complete Case details are given below :
Case Name :      Global Healthcare Exchange Canada: Trade Exchange Adoption
Authors :           Terry H. Deutscher, Dana Gruber
Source :             Ivey Publishing
Case ID :            902A23
Discipline :        Marketing
Case Length :    17 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Global Healthcare Exchange Canada is a business-to-business exchange that connects hospitals and their major suppliers through an electronic procurement process. Founded as a subsidiary of its global parent, the exchange has become the leading health-care exchange in the country, but it is still far short of break-even. To drive adoption among hospitals and suppliers to the target levels, Global Healthcare must develop a compelling value proposition. This requires overcoming considerable inertia among hospitals that are often reluctant to change their frequently inefficient purchasing processes. Despite the major benefits to be realized from automating supply chain operations in the industry, the adoption decision process among hospitals is highly complex and idiosyncratic. In confronting these challenges, the exchange must also re-examine its own business model, in particular its pricing strategy for both suppliers and hospitals.
 
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Case Solution for Pennzoil-Quaker State Canada: The One-to-One Decision (A)
Complete Case details are given below :
Case Name :      Pennzoil-Quaker State Canada: The One-to-One Decision (A)
Authors :           Terry H. Deutscher, Christopher Spalding
Source :             Ivey Publishing
Case ID :            904A10
Discipline :        Marketing
Case Length :    25 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The director of the lubricants business for Pennzoil-Quaker State Canada is facing a significant challenge–overcoming customer apathy about changing motor oil. Increasing the frequency of oil changes and improving retention of its customers were critical for the financial success of the company. In response to this challenge, the director had to decide on the adoption and implementation of a major new promotional program: One-to-One. The program was designed to create closer relationships among consumers, retailers, and Pennzoil-Quaker State. Making the program work required active cooperation on the part of retail installers who performed the oil changes.
 
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