Zalosh

Case Solution for FormPrint Ortho500

Complete Case details are given below :
Case Name :      FormPrint Ortho500
Authors :           Frank V. Cespedes, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            915535
Discipline :        Sales
Case Length :    14 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The Senior Vice President of FormPrint’s Medical Products business unit is considering issues raised by the upcoming introduction of a new 3D printing system, the Ortho500, which could print custom exoskeletal orthopedic splints, braces, and casts that conformed to a patient’s body. The potential market extended beyond large urban hospitals (the Ortho’s existing market) to high-volume outpatient offices in the U.S., with a long-term goal of expanding internationally. The product represents an important new market opportunity for FormPrint’s Orthopedic business unit, but requires a new approach to marketing and sales. The immediate issue is whether the product should be sold by FormPrint’s existing orthopedic sales force or by independent sales representatives. Other issues include the role of the Ortho500 in the company’s global marketing strategy and the need for better marketing-sales coordination in a changing healthcare marketplace. If the Ortho500 failed to meet sales targets, bonus compensation would be reduced and the department could face layoffs. The case focuses on a core marketing decision-direct vs. indirect channels of distribution-and raises important issues in strategy development and implementation. The FormPrint case is ideal for use in courses on marketing strategy, marketing organization, B2B marketing, or new product development.
 
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Case Solution for Wendy Peterson

Complete Case details are given below :
Case Name :      Wendy Peterson
Authors :           Linda A. Hill, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            913560
Discipline :        Organizational Behavior
Case Length :    09 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company. To penetrate a perceived market niche, Peterson hires Fred (Xing) Wu, whose familiarity with and access to Chinese business leaders in Plano is valuable. Wu was born and raised in China, partly educated in the U.S., and immigrated to the U.S. in 2005. Within 12 months, he had signed his regional team’s largest client, but Peterson has reservations about Wu’s performance and is uneasy about their working relationship. Wu has requested an assistant-unprecedented within AccountBack’s flat organizational structure. Peterson reflexively perceives the request as unreasonable, but in responding she must take into account the implications her decision will have on the rest of her sales team, as well as her own career. This case is ideal for courses on managing performance, managing conflict, leadership, cross-cultural differences, conflict and negotiation, employee development, and performance evaluation.
 
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Case Solution for SafeBlend Fracturing

Complete Case details are given below :
Case Name :      SafeBlend Fracturing
Authors :           Benson P. Shapiro, Frank V. Cespedes, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            914513
Discipline :        Marketing
Case Length :    12 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The CEO of SafeBlend Technologies must set a price for the company’s environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the past two years, SafeBlend has been the sole provider of additives to Bristol due to aggressive negotiation and limited competition. New competitors are entering the market, and the CEO believes one competitor is prepared to offer Bristol a chemical-free additive for 50% less per gallon than SafeBlend. Anticipating lower bids from competitors, he considers reducing the price in the new contract to maintain the relationship with Bristol-despite the impact on revenue. However, the competition may not be able to supply enough additive to meet all of Bristol’s needs, so he also considers the impact of setting a more competitive and profitable price that assumes losing only a portion of Bristol’s business.
 
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Case Solution for StepSmart Fitness

Complete Case details are given below :
Case Name :      StepSmart Fitness
Authors :           Robert J. Dolan, Benson P. Shapiro, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            914509
Discipline :        Marketing
Case Length :    12 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
StepSmart Fitness, a manufacturer of exercise equipment, is undergoing a sweeping reorganization. The new CEO has terminated the District Sales Director and Regional VP and promoted 30-year-old Benjamin Cooper to manage the underperforming New England district. A first-time manager with no one to train him or explain the causes of the district’s underperformance, Cooper has 10 weeks to diagnose the problems and make recommendations that will ensure a turnaround in the territory in less than 16 months. Left to his own devices, Cooper must review the sales data, the incomplete notes left by his predecessor, and his own thoughts after spending a day in the field with each sales person. Then he must make decisions about termination or probation for current employees, the hiring of additional salespeople, ways to increase productivity, and potential new methods of evaluating salesperson performance. He is set to present his conclusions to his also-newly-appointed manager, the Regional VP for the Northeast, in a few days.
 
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Case Solution for CleanSpritz

Complete Case details are given below :
Case Name :      CleanSpritz
Authors :           John A. Quelch, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            914537
Discipline :        Marketing
Case Length :    15 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Sales of CleanSpritz all-purpose cleaning spray have been steadily declining for the past five years, and management believes the decline correlates to a growing environmental concern among U.S. consumers. CleanSpritz’s management is considering several options to address the environmental concerns in hopes of reversing the decline in revenue: re-launching the current product; adding a new product that includes stronger concentrate in a recyclable pouch; adding a new stronger concentrate in a dissolvable packet; or keeping the business status-quo. Students must present their recommendations for the most effective strategy, keeping in mind the potential risks of each alternative. Students learn to demonstrate the importance of packaging in the marketing mix, analyze the costs and benefits of being a first mover, and learn about the decision-making process for a product extension that represents a creative attempt to rejuvenate a mature brand. This case can be used in courses on marketing management, product management or new product development, or marketing and social responsibility.
 
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Case Solution for Crescent Pure

Complete Case details are given below :
Case Name :      Crescent Pure
Authors :           John A. Quelch, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            915539
Discipline :        Marketing
Case Length :    12 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Executives from Portland Drake Beverages (PDB) are meeting to determine the appropriate product positioning and advertising campaign for the launch of Crescent Pure, a specialty organic beverage. They have 3 options for positioning: should Crescent Pure be positioned as an energy drink, a sports drink, or should it adopt broader positioning as an “organic health and wellness” beverage? Students studying this case explore customer segmentation, product differentiation analysis, and the evaluation of perceptual maps as a market research technique.
 
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Case Solution for Southfield Packaging

Complete Case details are given below :
Case Name :      Southfield Packaging
Authors :           Michael Beer, Alisa Zalosh
Source :             HBS Brief Cases
Case ID :            913562
Discipline :        Human Resource Management
Case Length :    13 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Southfield Packaging provides packaging materials and services to medical device manufacturers. The case examines the relationship between a corporate vice president, Mark Sanders, and one of his direct reports, Regional Manager Frank Belby. Sanders’ preparation for Belby’s annual performance review provides a foundation for discussing the common challenges and difficulties associated with performance reviews. Specific issues include the need to clearly define criteria for evaluation and the question of whether Belby’s physical health should play a role in his performance review. Overall, is Southfield’s appraisal process a fair and effective way of evaluating employee potential?
 
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