The case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiation. The case describes how two opposing initial positions converged towards a contract that met most of both parties’ objectives.
Value selling at SKF Service (A): Tough buyer confronts strategy
Summary
Faced with growing competition and commoditization of its core aftermarket business for industrial bearings, SKF develops a sales tool to document,...
2014 THE CASE CENTRE AWARD WINNER (Overall Winner)
Best-selling
Case Study
Reference
IMD-5-0751
Copyright
©2009
Copyright owner
IMD Copyright
Available Languages
English
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Value selling at SKF Service (B): Facing a tough buyer
Summary
This case is the follow up to Value Selling at SKF (A) and updates the students on important decisions and events. The President of the Service div...
2014 THE CASE CENTRE AWARD WINNER (Overall Winner)
Reference
IMD-5-0752
Copyright
©2009
Copyright owner
IMD Copyright
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
Value selling at SKF Service (C): Meeting John Elliot
Summary
The case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiati...
2014 THE CASE CENTRE AWARD WINNER (Overall Winner)
Reference
IMD-5-0756
Copyright
©2010
Copyright owner
IMD Copyright
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
Consumers love local brands. That's good news for family businesses
Summary
Consumer preferences are increasingly favoring brands with a strong local identity. The reasons for this trend include environmental concerns and challenges in our fast-paced, interconnected world. Global crises -- such as the COVID-19 pandemic, c...
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Marketing to women: Four tips for avoiding pitfalls
Summary
More than 80% of purchases are made by women. But reaching, interacting with, and converting female consumers is a challenge for most companies. You can get through the maze of marketing to women by using these four guidelines.
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The AI paradox: Will generative AI enhance or destroy the business model of 99designs.com? (Cartoon case)
Summary
99designs.com is a global platform connecting freelance designers with potential clients. The case study examines the potential impact of generative AI on 99designs’ business model. The platform uses a crowdsourcing approach that invites designers...
Reference
IMD-7-2505
Copyright
©2024
Copyright owner
IMD Copyright
Industry
Manufacturing, Graphic Design
Available Languages
English
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Culture wars: creating ‘buzz’ without being branded a failure
Summary
While it’s tempting for business leaders to think they can safely navigate a divisive cultural and political landscape, it’s a fool’s errand.
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Should Unilever pivot from being purpose-led?
Summary
The case study delves into strategic transformation and leadership transitions at Unilever since 2009. Unilever has been an industry leader of business sustainability. Paul Polman was a pioneer who introduced the idea that, by addressing social and environmental problems, a company can unlock new growth opportunities. Polman launched a 10-year Sustainable Living Plan with three objectives: to enhance health and well-being, livelihoods and environmental sustainability. Alan Jope followed in Polman’s path and launched a novel plan for the new decade called The Unilever Compass, focused on sustainability. Unilever took a strategic turn during Jope’s tenure and asked the brands to use their products to solve social issues. He called this “purpose-led branding,” which confused investors. They believed social branding would take the company’s focus away from growth. Tensions were high at Unilever and resulted in a change in leadership. The company wants to focus on growth, which raises questions about the future of corporate sustainability at Unilever.
Reference
IMD-7-2578
Copyright
©2024
Copyright owner
IMD Copyright
Organization
Unilever
Industry
Consumer Goods
Available Languages
English
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Contabilizei: Freeing entrepreneurs from Brazil’s tax complexity
Summary
The case focuses on Contabilizei, a Brazilian startup providing online accounting services for small and medium-sized enterprises (SMEs). The case study delves into the challenges faced by the company’s founder and CEO, Vitor Torres, as he navigated Brazil’s complex social and economic landscape. Issues such as Brazil’s byzantine tax system, disparate educational quality and accessibility, and the high cost of doing business in the country are explored. Despite these barriers, Contabilizei demonstrated impressive growth, transforming digital innovation into standardized services. However, the rise of competitors and persistent profitability concerns prompt Torres to thoroughly explore future strategies to maintain market leadership and improve financial performance. The case provides an in-depth analysis of Brazil’s entrepreneurial ecosystem, examining its business, educational, legal and infrastructural realities and their implications for startups as well as the difficult step for startups to become established companies.
Reference
IMD-7-2546
Copyright
©2024
Copyright owner
IMD Copyright
Organization
Contabilizei
Industry
Finance and Insurance, Financial Services
Available Languages
English
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Metalshub: A steely approach to launching a B2B metal trading platform
Summary
Few Business to Business (B2B) marketplaces have succeeded. Metalshub has successfully combined a software platform as a service, with a marketplace matching supply and demand for raw materials used in the Metals and Mining industries. Through innovative pricing and business models, the company has managed to scale its operations in a short timeframe.
Reference
IMD-7-2457
Copyright
©2024
Copyright owner
IMD Copyright
Organization
Metalshub
Industry
Materials, Metals and Mining
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
Euro 2024 Sponsorship - Chinese Brands
Summary
Leading Chinese companies are preparing to take advantage of exposure and opportunities as top sponsors and suppliers to the UEFA EURO 2024 Men’s Soccer Tournament (Euro 24) — played by European teams thousands of kilometers away from China.
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A marketing playbook for sustainable products
Summary
Marketing campaigns for sustainable offerings often fail, leaving businesses with products that do not sell. How can companies reach customers more effectively?
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Nespresso: Strategy reset for growth: The youth market (Abridged)
Summary
Nespresso, the global leading brand in portioned coffee, is facing an existential threat. The company’s current market base, which consists primarily of aging consumers, is likely to decline in the medium to long term. To compensate for the certai...
Reference
IMD-7-2574
Copyright
©2024
Copyright owner
IMD Copyright
Organization
Nespresso
Industry
Consumer Goods, Coffee
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications