Schmidt

Case Solution for Baria Planning Solutions, Inc.: Fixing the Sales Process
Complete Case details are given below :
Case Name :      Baria Planning Solutions, Inc.: Fixing the Sales Process
Authors :           Steven C. Wheelwright, William Schmidt
Source :             HBS Brief Cases
Case ID :            4568
Discipline :        Operations Management
Case Length :    16 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement costs and improved supplier performance. Management is concerned about the disappointing performance of the sales team in attaining new clients and renewing existing ones. The Sales directors feel they do not get the help they need from Sales Support to close new deals, while the Sales Support directors believe they could provide better support by organizing into industry-specific divisions. The consulting industry is becoming increasingly competitive and inefficiencies in the sales process at BPS may interfere with the company’s ability to win new business. The recently hired director of North American Sales Support must analyze the current process flow for Sales Support and identify the problems facing the sales organization. The president of the company has asked her to present a proposal for improving the performance of the entire group.
 
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Case Solution for Scientific Glass Incorporated: Inventory Management (Brief Case)
Complete Case details are given below :
Case Name :      Scientific Glass Incorporated: Inventory Management (Brief Case)
Authors :           Steven C. Wheelwright, William Schmidt
Source :             HBS Brief Cases
Case ID :            4208
Discipline :        Operations Management
Case Length :    13 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Scientific Glassware is a fast-growing, privately held company that provides specialized glassware for laboratory and research facilities. Excess inventory is tying up extra capital needed to fund the company’s expansion plans. The newly hired Manager of Inventory Planning is tasked with developing an effective strategy for managing inventory without requiring additional capital investment. The company has launched several initiatives, such as adding a dedicated domestic sales force, which directly affect inventory requirements. At the same time, the company has announced a commitment to improve customer responsiveness and reduce the “fill rate,” the time it takes to fulfill new orders. These changes may require adding warehouses or outsourcing fulfillment services. This case focuses on the business challenges of inventory control and order processing, particularly the tradeoffs between centralized and decentralized inventories. Students must complete a quantitative analysis of the costs and benefits of several alternatives.
 
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