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Brief Cases
challenging, data-driven, short

Brief Cases are rigorous and compact, with 5–8

narrative pages and 3–4 exhibits. Supplementary
spreadsheets assist students with a quantitative
analysis of the case. Instructor spreadsheets provide
supporting data and editable calculations.

All Brief Cases include Teaching Notes that outline

objectives and teaching plans.

Audio versions of more than 40 Brief Cases are now

available. Students can opt to purchase the MP3 file
when purchasing a Brief Case as part of a coursepack. Rigorous and compact

5–8 narrative pages plus 3–4 exhibits

accounting

Biovail Corporation: Revenue Recognition and FOB Sales Accounting

A major Canadian pharmaceutical company announces that it will miss Each is supported with a teaching note
its quarterly earnings target and blames much of the shortfall on a truck
accident that occurred on the last day of the quarter. Students explore the
challenges of revenue recognition and the enforcement role of the SEC.
many have audio versions available
[5 pages plus exhibits.] #4011 L

New! Danshui Plant No. 2

A plant in southern China has a contract to assemble 2.4 million Apple Brief Cases are available for
iPhones. Three months into the contract, the plant is operating at a
the following disciplines:
loss. The plant manager analyzes the budget and considers whether
changing from a static to a flexible budget can help uncover the
performance problems.
Accounting
[3 pages plus exhibits.] #913525 Finance

Depreciation at Delta Air Lines: The “Fresh Start”

General Management
An airline adopts fair value accounting as part of its “fresh start” Human Resources Management
emergence from bankruptcy and changes its approach to depreciating
aircraft. This case introduces depreciation policy and explores the links International Business
between accounting policies and financial reporting choices.
[4 pages plus exhibits.] #4013 L
Marketing
Organizational Behavior
Lyons Document Storage Corporation: Bond Math
A manager must analyze the refunding of bonds issued in 2000, when Operations Management
interest rates were higher. Students explore the terms of a bond contract
Sales
and must understand how to calculate the value of a financial security.
[3 pages plus exhibits.] #3215 L Service Management

ÆÆContinued inside

L Audio Version Available

Learn more on our web site:

hbsp.harvard.edu
 brief cases

Merrimack Tractors and Mowers: LIFO or FIFO? New! Hill Country Snack Food Co.
A manufacturing company expects to report lower earnings than The CEO of a snack food company believes in maximizing
it did the prior year, and the CFO proposes changing from LIFO shareholder value by maintaining large cash balances and funding
to FIFO to maintain earnings growth. However, the change would new initiatives internally using equity finance over debt finance.
result in higher income taxes. As he approaches retirement, analysts and investors want the
[3 pages plus exhibits.] #3217 L company to adopt a more aggressive capital structure.
[4 pages plus exhibits. Student and instructor spreadsheets available.]
#913517
The Talbots, Inc., and Its Subsidiaries: Accounting for Goodwill
A women’s retailer purchases a competitor. The transaction
creates a large goodwill account along with accounts for other Jones Electrical Distribution
intangible assets. The case explores how goodwill originates, how Despite several years of rapid sales growth and higher-than-
it is measured, and how it is amortized or impaired. expected profits, an electrical supply company experiences
[5 pages plus exhibits.] #3254 L short-term cash shortages. The owner weighs the options for
managing sales growth against additional financing needs.
[3 pages plus exhibits. Student and instructor spreadsheets available.]
#4179 L
Finance

Blaine Kitchenware: Capital Structure Mercury Athletic: Valuing the Opportunity

In response to an unsolicited takeover bid, an appliance The head of business development at a footwear company
manufacturer contemplates using excess liquidity and additional considers an acquisition. Students perform a DCF valuation
borrowing to repurchase stock. The company must determine using weighted average cost of capital (WACC) and estimate
the effects of increasing leverage on the cost of capital, firm value, the firm’s value.
and share price. [7 pages plus exhibits. Student and instructor spreadsheets available.]
#4050 L
[5 pages plus exhibits. Student and instructor spreadsheets available.]
#4040 L
Midland Energy Resources, Inc.: Cost of Capital
Ceres Gardening Company: Funding Growth in Organic Products The senior vice president of project finance for a global oil and
A leading player in the organic gardening industry wants to gas company must determine the weighted average cost of capital
increase market penetration by offering steep discounts and (WACC) for the company as a whole and for each of its divisions.
vendor financing to its retailers. [6 pages plus exhibits. Student and instructor spreadsheets available.]
[6 pages plus exhibits. Student and instructor spreadsheets available.] #4129 L
#4017 L
Monmouth, Inc.
Flash Memory, Inc. A producer of engines and massive compressors for the natural
A computer and electronic memory device firm must invest in gas industry considers whether to acquire a tool company.
new product development to stay competitive. The CFO needs to Students must choose an approach for valuing the company and
prepare plans for investing and financing over the next three years. consider how the offer should be structured and implemented.
[5 pages plus exhibits. Student and instructor spreadsheets available.] #4230 [5 pages plus exhibits. Student and instructor spreadsheets available.] #4226

Groupe Ariel S.A.: Parity Conditions and Cross-Border Valuation New! Heritage Doll
A global manufacturer considers investing in cost-saving A midsize, privately owned domestic firm evaluates two investment
equipment at a facility in Mexico. Corporate policy requires a alternatives. The case explores basic issues in capital budgeting and
discounted cash flow (DCF) and an estimate for the net present requires students to analyze financial information from competing
value (NPV) for capital expenditures in foreign markets. capital budgeting projects.
[4 pages plus exhibits. Student and instructor spreadsheets available.] [7 pages plus exhibits. Student and instructor spreadsheets available.] #4212
#4194 L
“This case is a good introduction to the financial analysis
supporting capital budgeting decisions. It’s all there, from
Hansson Private Label, Inc.: Evaluating an Investment in
working out the annual cash flows to calculating terminal
Expansion
value to coming up with the projects’ NPVs and IRRs.”
A manufacturer of private-label personal care products must
decide whether to expand manufacturing capacity. Students –Review on the HBP for Educators web site*

complete an analysis of the project, including the development

of cash flow projections and net present value calculations. NEW! Pacific Grove Spice Company
[5 pages plus exhibits. Student and instructor spreadsheets available.] #4021 A manufacturer and distributor of spices and seasonings uses
debt to fund the necessary growth in assets to support sales.
The company must present a plan to reduce the amount of
interest-bearing debt on its balance sheet.
[6 pages plus exhibits. Student and instructor spreadsheets available.] #4366

Learn more on our web site: L Audio Version Available

hbsp.harvard.edu
New! Polar Sports, Inc. New! Evergreen Natural Markets 2012
A fashion skiwear company generates more than 80% of sales Kathleen Norton, the CEO of a successful food retailer with a track
between September and January and relies on seasonal production record of growth through local acquisition, has her leadership skills
to respond promptly to customer orders. The VP of operations tested when her company purchases seven stores outside of the
considers the costs and benefits of switching to level production. home base.
[2 pages plus exhibits. Student and instructor spreadsheets available.] [8 pages plus exhibits.] #4450
#913513

NEW! Westlake Lanes: Can This Business Be Saved?

Valuation of AirThread Connections Shelby Givens, a recent MBA graduate, tries to effect a turnaround
A senior associate at a cable company must prepare a preliminary at the near-bankrupt bowling business started by her grandfather.
valuation for acquiring AirThread Connections, a regional cellular While struggling to make the business profitable, she must use her
provider. This case can be used as a capstone valuation exercise for training to analyze and prioritize multiple business problems.
first-year MBA students in an introductory finance course. [10 pages plus exhibits. Student and instructor spreadsheets available.]
[8 pages plus exhibits. Student and instructor spreadsheets available.] #4263 #4431

New! Winfield Refuse Management: Raising Debt vs. Equity

A small, publicly traded company specializing in nonhazardous
waste management considers a major acquisition in the Midwestern human resources management
U.S. The chief financial officer wants the company to reconsider NEW! Celeritas, Inc.: Leadership Challenges in a
a long-standing policy to avoid long-term debt and fund the Fast-Growth Industry
acquisition through a bond issue. Celeritas is a leading data communications company in a highly
[4 pages plus exhibits. Student spreadsheet available.] #913530 competitive market. With sales suddenly declining, the CEO calls
for an off-site meeting to address problems he believes are causing
the recent slide.
[8 pages plus exhibits.] #4360
general management

A Day in the Life of Alex Sander: Driving in the Fast Lane

at Landon Care Products
A new product manager at a cosmetics firm has drive and
talent but also an intolerant style that alienates fellow employees.
A supervisor hopes a 360° performance review can help.
[5 pages plus exhibits.] #2177 L

“This case is excellent for exploring gender assumptions,

2177

in addition to talking about working with and supervising

APRIL 1
1, 2008

LARRY E
. GREIN
E R
ELIZABE
TH COL
LIN S

a headstrong, egocentric employee. The in-class revelation A Day in the

Driving in Life of Alex Sander:
the Fast Lan
e at Landon
always produces interesting reactions.” 5:25 A.M.
Care Pro ducts
Sweat dripp

–Review on the HBP for Educators web site* cardiovasc ed onto the
ular handlebar
condominium workout, while carry s of Alex Sander’s StairM
Alex was complex with ing on a conve aster. Sand
the a neigh rsation er was half
Products, Inc., newest, and youngest,bor who was climbing in the fitness cente an hour
a cosmetics product mana steadily on r of the downinto a
with Land products ger in his own StairM town
on,
Landon had Alex had successfull company headquart the Toiletries Division aster. At 32,
been acqui y ered in Conn
red by Avan rebranded two natio ecticut. In of Landon Care
t-Garde, a multi nal skin care just
Alex: I’m gettin billion-dollar products. In over one year
have the time g my first 360° European beaut January 2007,

Applied Research Technologies, Inc.: Global Innovation’s

performan y company.
product launc to waste on this exerc ce review today
from
Landon as h, the most challenging ise. I need every secon my boss, Sam Glass
their ticket marketing . But
Marketing
Departmen to market share in assignmen d to focus on my new I don’t
Consumer t is being 360’d the United t I’ve had so far. Avan Nourish

Challenges
Products Divis this month, States. t-Garde
ion started
pushing for since the vice But everyone in Land sees
Neighbor: them. president of on’s
2 1 4I’ve heard of 360’s
review3syste Avant-Gar
de’s
m. How do , but the biote
REV. JANUARY 22, 2010 they actually chno logy firm wher

A unit manager at a diversified technology company must decide

Alex: It’s basic play out? e I work sticks
customers—tha ally a feedback tool. to a tradit ional
t’s why it’s You
called a 360°. get input from super
I’d bet you Feedback from visors, peers
my everybody , direc
and my temp last dollar I know exact , not just your t reports, even

whether to request $2 million in project funding from the division have no excuser—360’s should be anon ly what Sam will tell
On my first es—Sam hired me
day, he said
he knew I’d
ymous, but
to shake up
the
me.
I know who I’ll hear the jazz abou
Sam asked
boss.

t my style
SH Neighbor: make wave product team and launcfor input about me. I
RICHARD G. HAMERME s and that was

VP. Meanwhile, the VP must decide whether to shut down the unit.
h
So what IS
your style at OK with him. products quickly.
ELIZABETH COLLINS ____________
______ work?
____________
______

n, Old Division
Professor Larry ____________
not as an endorseE. Greiner, Univer ____________

Stone Finch, Inc.: Young Divisio

ment, a source sity of Southern Califor ____________
____________

[8 pages plus exhibits.] #4168 L

of primary nia, and Elizabe ____________
This case, though data, or an th Collins prepare
based on
illustration
of effective
____________
references to or ineffective d this case solely as ____
actual compan real events, is fictiona management. a basis for
ies in the narratio lized, and class discuss
n. any resemb ion
Copyright
in his
back Harvar office chair, lance to actual and
and CEO of Stone Finch, Inc., sat
© 2008 Harvar persons or
d Business d Business entities is coincid
In January 2009, Jim Billings, president vice
in a retrievasenior Publish School Publish
from Eli Saunders, ing, Boston, ental. There
MA 02163, ing. To order copies or
A crisis was brewing, as an email 2095
l are occasio
otherwise—wisystem, used in a spreads nal
contemplating his next move. Products was the foundation of sion heet, or transm
thout the permis
or go to http:// request permis
www.hbsp.har sion
Products Division, confirmed. Water of HarvarW itted in vard.edu. No to reproduce materia MAY 1
president and head of the Water
Harvar Businesthe email E A RsLPublishany form or by any means— ls, call 1-800-5 , 2008
25 years. Billings dread
d .Busines part of this
been with the company more than
s Publishing S A S ing.
SER electronic, publication may be reprodu 45-7685, write

the company, and Saunders had

is an affiliate mechanical,
ofHHarvar
E A T dHBusines photocopying, ced, stored
ER BE s School.
CKHA
recording,
or
again: M

Calveta Dining Services, Inc.: A Recipe for Growth? Jim, I must register my grave concerns
with the way things are operating.
In considering
Thomas
G
Power, O reen:
When the firm purchased
I’ve supported you in the past.
my perspective, bear in mind that , in 2000 and integrated it as a second
division, focused
your company, Goldfinch Technologies was appropriate and
on consulting “solutions,” I told
R. L. Stone that I thought the decision
ffice Polit
The company founder’s son has a directive from his father to that you looked like a talented, even inspiring leader. Then in 2004 you embraced the incubator
I gave my support with a strong
note of caution, fearing ics, and a Car
concept of “strategic subsidiaries.”
eer in Cri
My caution
unanswered questions for our organization. the funding Another
that the concept presented too many
sis
discussions about long day
you and I have had numerous that usu
double revenue within five years—but he must also maintain was well founded. Since 2004,
and basic tenets of the strategic
represent an engine of innovation,
subsidiaries. I agree with you
and they do create a buzz in the
that these subsidiaries do
industry. But in the long
cow to feed a proliferating number
of
ally
in Boston preceded a migoffice had drawn
,
at the
believe tha the brisk air ma raine. As he stepto a close. Thoma
de
been pro t in five short mo him catch his ped outside Dy s Green felt the
g division as a cash
term, using my manufacturin
Calveta’s distinctive pro-employee culture. subsidiaries is an unsustainable
strategy for Stone Finch.

I write this email because I am

staring at the resignations of three
of my top salespeople.
the Water Products division
moted
celebrate
vice pre
sid
nth
to his s his breath . It
his one-ye new position dream promotion was now Februa ys’ corporate his temples
ar annive in Septem had turned
namic pulsin
Displa
ry 5,
g in
headqu
into a dis 2008. Green cou arters
as I’ve said for the past two years, Davis had ent, Shannon Mc rsary with the ber, he was a
Morale is plummeting because, three decades of delivering compan risi aste ld
markets. Our brand, built over did not yet to see Donald, y. His bos ng star. Now, r. When Green not
enthusiast eye to eye on two scathing em
[9 pages plus exhibits.] #4261 is no longer a leader in any of our
superior products, lies in tatters.
those who remain?
The sales force is speaking with their feet. What should I tell
either ove ical
stic or out
wo
sales for
ails
rly optimi ly endorse the rk styles or marke criticizing Gre Davis, had sent
t trends.
s, Fra nk
en’s per
he would
be lucky
the
had
to
right fab ecasts ma Tension formance division
from Water Bef
were legitimate, Billings realized, and these latest departures had ore he left rica tion s. de by Davis. had also . Green
and
Saunders’s concerns
talent was also leaving the Solutions
Division, which Billings was cer
tain that for the day, Gre Green felt risen when Gre
Products were worrisome. A-level a report indicating that eight people clea Da vis was en had reread the forecasts en
Just that morning, he had seen r to Gre
run before taking the CEO’s job. had resigned in the past three months. time to rec en that his pos setting him up the series were
in Solutions ition as to be dis of emails
fast-tracked for advancement for his per tify the situatio a mis regarding
n. McDo senior market spe sed. Davis’s
Clayton Industries: Peter Arnell, Country Manager for Italy ______________________________
______________________________
and writer Elizabeth Collins prepared
______________________________
______________________
this case solely as a basis for class
HBS Professor Richard G. Hamermeshor an illustration of effective or ineffective management.
mind, Gre spective on his
discussion and not as an
e his job
per
mute hom
nald had
do to sav en started his com formance and emailed a forma s in jeopardy.
how
cialist wa
l req
most rec his performance
ent email
He did nothad made it
and
data, . e and beg he was going to uest to him tha hav
endorsement, a source of primary
t afterno e much
The country manager of a U.S.-based HVAC company must solve
occasional
entities is coincidental. There are an to ana improve
resemblance to actual persons or on, asking
This case, though based on real
references to actual companies in
events, is fictionalized, and any
the narration. Co mpany an lyz e what we the situation.
nt wrong With this
School Publishing. To order copies or request permission
write
to reproduce materials, call 1-800-545-7685,stored d In dustry Ba and what he in
ckgroun
may be reproduced,
Copyright © 2008 Harvard Business harvard.edu. No part of this publication
MA 02163, or go to http://www.hbsp. any means—electronic, mechanical, photocopying, recording,Dynam
or could
d
a range of problems that go against the firm’s strategic plans. Automate ic Displays wa
Harvard Business Publishing, Boston, form or by
spreadsheet, or transmitted in any
in a retrieval system, used in a
s
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of Harvard Business Publishing.
otherwise—without the permission
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[7 pages plus exhibits. Student and instructor spreadsheets available.]
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of primary r W. Earl Sass ________
data, or er
an illustratiand Heather Beck
________
on of effec ham prep
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#4199 L
________
s to actu
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Copyrigh es in the
narration nalized, and any ssion and ________
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Harvard © 2008 Harvard . resemblan
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*Reviews available to Premium Educators

 brief cases

NEW! Raleigh & Rosse: Measures to Motivate Exceptional Service Atlantic Computer: A Bundle of Pricing Options
U.S. luxury goods retailer Raleigh & Rosse is sued by its employees A leading player in the high-end server market develops a software
for encouraging “off the clock” hours. At the center of the lawsuit tool that allows its new server to perform four times faster. How
is the famous Raleigh & Rosse performance measurement system should the firm price the new product bundle?
previously thought to be the core of the retailer’s success. [7 pages plus exhibits.] #2078 L
[8 pages plus exhibits.] #4353
Classic Knitwear and Guardian: A Perfect Fit?
The CMO of a private-label, non-fashion knitwear manufacturer
considers partnering with another company to produce a new
international business
line of high-margin, insect-repellent clothing.
NEW! Bella Healthcare India [6 pages plus exhibits. Student and instructor spreadsheets available.]
Bella Healthcare India has evolved from a manufacturing facility #4217 L
of cardiology equipment into its own research and development
center. After a failed joint product development effort with its Clean Edge Razor: Splitting Hairs in Product Positioning
parent company in the U.S., is the Bella Bangalore team ready to A product manager struggles to position a new razor either as a
launch a new product specifically for the Indian market? “niche” high-end razor or as a razor for the average consumer.
[10 pages plus exhibits. Student spreadsheet available.] #4440 [7 pages plus exhibits. Student and instructor spreadsheets available.] #4249

NEW! Kent Chemical: Organizing for International Growth NEW! Cottle-Taylor: Expanding the Oral Care Group in India
With a global expansion strategy in place, the president of Kent The director for oral care products in India develops a marketing
Chemical International proposes a third reorganization effort after plan for 20% growth in India—but her boss wants 30% growth.
two failed attempts to better align his business with its U.S.-based The new plan must factor in differences between rural and
parent company. urban consumers and the acceptance of modern dental
[8 pages plus exhibits.] #4409 standards across India.
[9 pages plus exhibits. Student and instructor spreadsheets available.]
NEW! Levendary Cafe: The China Challenge #4350
Levendary Cafe has grown from a small restaurant into a $10
billion business with international expansion plans. Its new CEO, Culinarian Cookware: Pondering Price Promotion
Mia Foster, must prove herself—and her first order of business is to Faced with ambiguous results from a price promotion, a cookware
address concerns about the Levendary China expansion plan. manufacturer must decide whether a new promotion will damage
[10 pages plus exhibits.] #4357 its premium brand or improve brand awareness and stimulate sales.
[6 pages plus exhibits.] #4057 L
NEW! Meli Marine
An inter-Asian container shipping company faces an important The Fashion Channel: Market Segmentation
strategic decision after an acquisition opportunity presents itself— The new senior vice president of marketing for The Fashion
if the board purchases larger ships, should the company enter the Channel is preparing to recommend a new market segmentation
global Asian-North American shipping business? program.
[7 pages plus exhibits. Student and instructor spreadsheets available.] [7 pages plus exhibits. Student spreadsheet available.] #2075 L
#4426 L

Flare Fragrances Company, Inc.: Analyzing Growth

United Cereal: Lora Brill’s Eurobrand Challenge Opportunities
A division VP for a multinational breakfast foods company A perfume manufacturer with decreasing sales growth considers
must decide whether to make a new cereal the first branded introducing a new line of perfume or expanding distribution.
cereal product for the European division and how to create an [7 pages plus exhibits. Student and instructor spreadsheets available.]
organizational structure to support the new product strategy. #4550 L
[7 pages plus exhibits.] #4269

Giant Consumer Products: The Sales Promotion Resource

Allocation Decision
In an effort to boost sagging sales, the frozen food division of a
marketing consumer product company undertakes a risky trade promotion.
Students analyze data on past promotions and consider the risks
Alpen Bank: Launching the Credit Card in Romania
and returns of the new promotion.
A bank considers launching a credit card business in Romania.
The firm rejected the idea earlier because of poor economic [7 pages plus exhibits. Student and instructor spreadsheets available.]
#4131 L
conditions, but the country is emerging from a recession and
incomes are rising.
[6 pages plus exhibits. Student and instructor spreadsheets available.]
#4559 L

Learn more on our web site: L Audio Version Available

hbsp.harvard.edu
 2177
APRIL 1
1, 2008

LARRY E
. GREIN
E R
ELIZABE
TH COL
LIN S

A Day in the
Driving in Life of Alex Sander:
the Fast Lan
e at Landon
Care Pro ducts
Sweat dripp
5:25 A.M.
Mountain Man Brewing Company: Bringing the Brand to Light
ed onto the

A brewing company brews just one beer, popular among blue-

cardiovasc handlebar
ular
condominium workout, while carry s of Alex Sander’s StairM
Alex was complex with ing on a conve aster. Sand
the a neigh rsation er was half
Products, Inc., newest, and youngest,bor who was climbing in the fitness cente an hour into
a
a cosmetics prod stead r of the
products comp uct manager in the ily on his own StairM downtown
collar workers. Faced with declining sales, the CEO considers
with Land
on, Alex had any headquart Toiletries Divis aster. At 32,
Landon had successfull ion
been acqui y rebra ered in Conn
3 2 1 4 red by Avant-Gar nded two national skin ecticut. In of Landon Care
Alex: I’m 22, 2010
de, a multi
billion-dollar care products.just over one year
J A N U A R Y getting my first Euro In Janua
R E V . have pean beaut ry 2007,

launching a light beer to attract younger drinkers.

the time 360° performan y company.
product launc to waste on this exerc ce review today
h, the most ise. I need from my boss,
Landon as
their ticket challenging marketing every second to focusSam Glass. But I don’t
Marketing
Departmen to market share in assignmen on my new
Consumer t is being 360’d the United t I’ve had so far. Avan Nourish

[7 pages plus exhibits. Student spreadsheet available.] #2069 L

Products Divis this month, States. t-Garde
ion started
pushing for since the vice But everyone in Land sees
Neighbor: them. president of on’s
I’ve heard Avant-Gar
review syste of de’s
m. How do 360’s, but the biotechno
they actually logy firm wher
Alex: It’s basic play out? e I work sticks
custo ally a feedb to a traditional
G. HAME R M E S H
mers—that’s ack tool. You
RICHARD why it’s called get input from

ision
NS a 360°. Feedb super visor

ision, Old Div

ELIZABET
H C O L L I
I’d bet you ack from every s, peers,
my
and my temp last dollar I know exact body, not just direct reports, even

Inc.: Young Div

your boss.
have no excuser—360’s should be anon ly what Sam will tell

Stone Finch, Natureview Farm

me. I’ll hear
On my first es—Sam hired me ymous, but
I know the jazz
said he knew to shake up the prod who Sam asked for about my style
day, chair,
in his office he
back uct team input abou
Finch, Inc., sat Saund r vice I’d make wave
Neighbor senio
ers,: So s and that was and launch prod t me. I
CEO of Stone from Eli what IS of ucts quickly.
Billin gs, president and ng, as an email ____________ the found ation your style at work OK with him.
cts was ____________
ry 2009, Jim
A Vermont-based organic yogurt is the leading brand sold into
?
In Janua . A crisis was brewi Water Produ
med. email
the______
gs read
his next move r Products Division, confir
____________
years . Billin
Profess ____________
more than 25
or Larry
contemplating not as an endorseE. Greiner, Univer ____________
head of the Wate been with the company ment, a source sity of Southern Califor ____________
president and
of primary nia, and Elizabe ____________
had
and Saunders
This case, though data, or an th Collins prepare ____________
illustration
ering __________
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based on real
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natural foods stores. The VP of marketing must decide whether

references to
s are opera ting.actual companies events, is fictionalized, management. a basis for
the way thing firm purchasednarration.
in the and any resemb class discuss
again: Copyrightthe ion and
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Jim, I must regist in mind that I’ve suppo and integrated it as a otherw secon
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ht the aced the incub of Harvard itted in any vard.edu. No to reprodu ce materials,
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your company, ” I told r. Then in s Publishing fearing
cautio n, ing. electronic, may be reprodu , write
“solutions, ing leade note of
is an affiliate mechan ced,
on consulting like a talented, even inspir my support with a strong
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n of Harvard Business School. pying, recordistored
d organ izatio n. My cautio ng, or
that you looke .” I gave for our the funding
egic subsidiaries wered questions discussions about
concept of “strat presented too many unans
[9 pages plus exhibits. Student spreadsheet available.] #2073 L
nume rous iaries do
pt I have had these subsid
that the conce ed. Since 2004, you and with you that in the long
iaries. I agree buzz in the industry. But
was well found of the strategic subsid do create a number of
proliferating
and basic tenets e of innovation, and they a cash cow to feed a
engin as
represent an ing division .
my manufactur le strategy for Stone Finch .
term, using top salespeople
subsidiaries is
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se, as I’ve said
meting becau our markets. Our brand,
for the
resign ations of three of my
staring at the past two years, the Water
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“Natureview Farms is a well written, compact case. It is
Morale is plum of ing with their feet. What
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is no longer
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those who remai
cts, lies in tatter
s. The sales force

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tures from Wate
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precise and enables me to deliver multiple objectives for
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s job. Just that morn
in Solutions had
resigned in the past three months.

____________
__________
my session, like trade margins, channel choice, channel
fast-tracked for ____________ ______ not as an on and

conflict etc. Students who have worked with this case have
____________ class discussi
____________ as a basis for
____________ d this case solely
____________ h Collins prepare ve management.
____________ and writer Elizabet There are occasion
al
____________ Hamermesh of effective or
ineffecti
coincidental.
r Richard G. an illustration or entities is
HBS Professo source of primary data, or to actual persons
endorsement,
a resemblance
lized, and any write

given it a good review.”

events, is fictiona call 1-800-545-7685,stored
based on real n. ce materials, be reproduced, g, or
This case, though companies in the narratio permiss ion to reprodu ion may
references to
actual copies or request part of this publicat pying, recordin
ing. To order vard.edu. No ical, photoco
Busines s School Publish go to http://www.hbsp.har means— electronic, mechan
2008 Harvard or by any
Copyright © Boston, MA 02163, in any form or
s Publishing, spreadsheet, or transmitted
Harvard Busines in a Business Publish
ing.
system, used
in a retrieval ion of Harvard
hout the permiss
otherwise—wit

Harvard Busines
s Publishing is
an affiliate of
Harvard Busines
s School.
–Review on the HBP for Educators web site*

New! P.V. Technologies, Inc.: Were They Asleep at the Switch?

A leading manufacturer of photovoltaic inverters used in solar
energy technology receives a bad evaluation from its largest
customer. The company must consider the consequences to
Harrington Collection: Sizing Up the Activewear Market its reputation while considering four possible responses
In the wake of slumping sales and sagging profit margins, a leading to the situation.
manufacturer and retailer of high-end women’s apparel must
[9 pages plus exhibits. Student and instructor spreadsheets available.]
decide whether to expand into the high-growth activewear market. #913505
[7 pages plus exhibits.] #3258 L

Reed Supermarkets: A New Wave of Competitors

Manchester Products: A Brand Transition Challenge The VP of marketing at a high-end supermarket chain must decide
A furniture company acquires a powerful brand but can use the how to meet challenging corporate targets. Options include
name for only three years. The VP of marketing must transition retreating from price competition and focusing on quality or
the power of the new brand back to the company. embracing private-label brands and competing aggressively on
[7 pages plus exhibits. Student and instructor spreadsheets available.] price. Contains an optional quantitative assignment.
#4043 L [11 pages. Student and instructor spreadsheets available.] #4297

MedNet.com Confronts “Clickthrough” Competition Reliance Baking Soda: Optimizing Promotional Spending
A web site that provides free health information relies on The new domestic brand director for an old and established
advertising sales. The company creates a strong case for achieving product must create a marketing budget that delivers a profit
better results by advertising on “niche” web sites instead. increase of 10%. Students weigh the value of advertising and the
[8 pages plus exhibits.] #2066 L benefits of a price increase for a mature brand.
[6 pages plus exhibits.] #4127 L
Metabical: Positioning and Communications Strategy “Reliance Baking Soda is a very teachable case for both
for a New Weight-Loss Drug
undergraduate and graduate students. It is a classic problem
The marketing director at a pharmaceutical company must
in product marketing—how to boost sales of a mature, rather
consider the strategy for launching a new weight-loss drug. Poor
positioning in the competitive market could spell disaster. boring product that doesn’t generate a lot of excitement. It’s a
[7 pages plus exhibits.] #4240 L great exercise for students—MBA students get it because they
usually have had the experience, and it’s a learning tool for
undergraduates—not every product they are going to work on
Metabical: Pricing, Packaging, and Demand Forecasting
Recommendations for a New Weight-Loss Drug will be exciting.”
The marketing manager prepares to launch a new weight-loss drug –Review on the HBP for Educators web site*
and must select the optimal packaging size for a typical course of
treatment, determine pricing, and develop demand forecasts. Rosewood Hotels and Resorts: Branding to Increase
[7 pages plus exhibits. Student and instructor spreadsheets available.] Customer Profitability and Lifetime Value
#4183 L A small firm runs 12 individually branded luxury properties.
New leadership considers whether the firm should emphasize
the corporate identity and make Rosewood a corporate brand.
[6 pages plus exhibits. Student spreadsheet available.] #2087 L

*Reviews available to Premium Educators

 brief cases

Saxonville Sausage The Morrison Company

The leading product lines at a sausage manufacturer are all A developer and manufacturer of radio frequency identification
experiencing declining revenues, with the exception of an Italian tags (RFIDs) experiences a dramatic increase in sales. The increase
sausage product. A marketing manager takes carefully sequenced exacerbates existing manufacturing problems and leads to shipping
steps to determine the product’s positioning. delays and inadequate inventory on hand.
[7 pages plus exhibits.] #2085 [7 pages plus exhibits. Student and instructor spreadsheets available.] #4564

Soren Chemical: Why Is the New Pool Product Sinking? Scientific Glass Incorporated: Inventory Management
A chemical firm launches a water clarifier for residential swimming Excess inventory at a glass manufacturer is tying up capital needed
pools and is surprised by poor sales. The marketing manager to fund the company’s expansion. The inventory manager must
suspects the go-to-market strategy may have been flawed. develop a more effective strategy.
[7 pages plus exhibits. Student and instructor spreadsheets available.] [8 pages plus exhibits. Student and instructor spreadsheets available.]
#4188 L #4208 L

The Springfield Nor’easters: Maximizing Revenues

in the Minor Leagues
The marketing director of a new minor-league baseball team must organizational behavior
interpret survey research to determine optimal ticket pricing to
NEW! BoldFlash
boost attendance and help break even in the first year.
A manufacturer of flash memory devices misses a new product
[7 pages plus exhibits.] #2510 L
development opportunity when groups in the mobile division
refuse to work together. A new leader makes a number of
TruEarth Healthy Foods: Market Research for a New Product organizational changes to improve the product development
Introduction process, but there are signs that the changes didn’t go far enough.
A healthy-foods company wants to build on its successful whole- [8 pages plus exhibits.] #4438 L
grain pasta by introducing a similar concept for pizza. Students
must decide whether to bring the new product to market.
Campbell and Bailyn’s Boston Office: Managing the
[7 pages plus exhibits. Student spreadsheet available.] #4065 L
Reorganization
The regional sales manager at a securities brokerage firm
reorganizes his generalist salespeople to increase sales of
specialized, higher-margin products. Can the organization
operations management
still respond to external changes in the securities industry?
NEW! Bayonne Packaging, Inc. [7 pages plus exhibits.] #2182 L
A printer and paper converter specializes in delivering innovative
packaging solutions for its customers. Despite tripling sales, Engstrom Auto Mirror Plant: Motivating Through
the firm posted its first loss in more than 10 years. The VP of Good and Bad Times
operations must analyze the production process and recommend Following a large-scale layoff, a supplier of automotive mirrors
improvements. combats low morale and productivity by adopting an incentive
[8 pages plus exhibits. Student and instructor spreadsheets available.] #4420 plan. Several years later the plan stops producing payouts and
the plant manager must consider revising it.
NEW! Bergerac Systems: The Challenge of Backward Integration [6 pages plus exhibits.] #2175 L
A manufacturer of veterinary diagnostic instruments relies on
two suppliers for the plastic cartridges used in a range of blood
Jamie Turner at MLI, Inc.
chemistry tests. The CEO, concerned about inconsistent deliveries,
Set in an industrial lighting company, this Brief Case describes
considers acquiring one of the suppliers or expanding existing
the evolution of an interpersonal mismatch between a previously
capacity.
successful manager, Jamie Turner, and his new boss.
[5 pages plus exhibits. Student and instructor spreadsheets available.] #4381
[9 pages plus exhibits.] #4254

FoldRite Furniture Company: Planning to Meet a Surge in

New! Johannes Linden: Managing the Global Executive
Demand
Committee
A furniture company improves manufacturing quality and efficiency
In the wake of an unexpected drop in manufacturing costs, the
by developing stylish, environmentally friendly products. A new
director of a large Swiss appliance manufacturer must convince
plan is needed to meet demand, control costs, and mitigate risk.
his global executive committee to revise revenue forecasts and
[8 pages plus exhibits. Student and instructor spreadsheets available.]
sales targets for the upcoming year.
#4555 L
[9 pages plus exhibits.] #913509

Learn more on our web site: L Audio Version Available

hbsp.harvard.edu
Martha Rinaldi: Should She Stay or Should She Go? Treadway Tire Company: Job Dissatisfaction and High Turnover
Martha Rinaldi, an assistant product manager at Potomac Waters, at the Lima Plant
a leading beverage company, is frustrated by her relationships with Management at a tire manufacturing company confronts job
her boss and a coworker. She considers returning to a previous dissatisfaction and a high turnover rate among line foremen. The
employer. This case explores the challenges of building power and HR director must analyze the problem and provide an action plan.
credibility in a new job and managing relationships with superiors. [6 pages plus exhibits.] #2189 L
[10 pages.] #4310

MediSys Corp.: The IntensCare Product Development Team

A medical equipment maker develops an innovative system Sales
for monitoring intensive care patients. The development team DBK: The Power of Direct Sales
struggles with design, its production schedule, and a The sales representatives at Designs by Kate sell private-label
competitive threat. jewelry at hosted parties. They also recruit new sales reps.
[7 pages plus exhibits.] #4059 L Sales have started to decline and the company must revisit
“The case illustrates how interpersonal and strategic issues are the commission structure in order to determine whether it is
intertwined and how addressing each in isolation at best only still effective.
[7 pages plus exhibits. Student and instructor spreadsheets available.]
solves half the problem. My more experienced students identify
#4284
with the issues in the case. The less experienced students are
sometimes surprised to see how dysfunctional teams can be.
The teaching note is very useful.”
–Review on the HBP for Educators web site* Service management

NEW! Comfort Class Transport: Does Customer Service

RL Wolfe: Implementing Self-Directed Teams
Need an Overhaul?
A plastic pipe manufacturer introduces self-directed teams.
Customer satisfaction with the drivers at a limousine company is
Three years later, the plant outperforms the firm’s other plants
high and management plans to expand into new markets. However,
and the production director seeks to understand why.
underperformance in the customer service call center could
[6 pages plus exhibits.] #4063 L
threaten the company’s future.
[7 pages plus exhibits. Student and instructor spreadsheets available.] #4374
Stone Finch, Inc.: Young Division, Old Division
To stimulate innovation and growth within a new division, an
Playa Dorada Tennis Club: Expansion Strategy
aggressive CEO milks the firm’s cash cow, an old manufacturing
A beach resort in Florida faces a growing seasonal demand for
unit. The old unit soon faces key employee departures and
tennis services. The director of tennis operations analyzes court
sinking morale, and the newer unit runs into similar difficulties. capacity and pricing structure as he considers plans for expansion.
[7 pages plus exhibits. Student spreadsheet available.] #3214 L
[7 pages plus exhibits. Student and instructor spreadsheets available.]
#4221 L
TerraCog Global Positioning Systems: Conflict and
Communication on Project Aerial Porcini’s Pronto: Great Italian Food Without the Wait!
A high-tech firm that develops consumer GPS products is The management of an Italian restaurant chain considers launching
surprised by a competitor’s innovative product. The firm pursues a new chain of lower-cost restaurants. The vice president of
development of a competing product, but cost projections threaten marketing must analyze three expansion strategies: build and
to scuttle the project. operate the new chain, create a franchise, or consider syndication.
[6 pages plus exhibits.] #2184 L
[9 pages plus exhibits. Student and instructor spreadsheets available.] #4277

Thomas Green: Power, Office Politics, and a Career in Crisis NEW! WrapItUp: Developing a New Compensation Plan
A promising young marketing manager must resolve a deepening A restaurant chain based in California offers sandwiches made
conflict with his boss. The employee was promoted rapidly but fails with fresh, healthy ingredients. Management pilots a profit-sharing
to understand the demands and boundaries of the job. program at two restaurants in order to address high employee
[6 pages plus exhibits.] #2095 L turnover, decreasing customer satisfaction, and flat revenue growth.
“My undergrads in a Leadership course get involved with this [7 pages plus exhibits. Student spreadsheet available.] #4362
case discussion. The case seems to generate strong opinions
about the principal characters, who should do what, and who
should have done what … and why. Power, influence, career
progression, managing up, political behaviors, leadership …
all of these topics surface in this discussion. Recommended!”
–Review on the HBP for Educators web site*

*Reviews available to Premium Educators

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