The CEO of Lenox-Martell, the leading independent soda distributor in eastern Massachusetts, must decide whether to sell the business, continue to grow its existing line, or diversify into fitness equipment. The company's customers, primarily independent bars and restaurants, have a high failure rate. As a result, the number of delinquent accounts has increased proportionate to the growth of the company. The company faced approximately two customer .....more

Village Automotive is a rags to riches story that describes leadership from the perspective of an entrepreneur who has built a highly successful automobile retail business. As the owner reaches retirement age, he is faced with decisions about growth, succession and strategy. At the same time, the case considers the changes taking place in the automobile industry and the different business approaches taken by the owner and his son-in-law.

Teaching note for product 9B04M039.

GigaNet, Inc. describes the effort of a 20 year computer industry veteran to transform a small telecommunications engineering firm into a viable networking technology company. Faced with an uphill battle to convince venture capitalists to invest in the company after the founders decided to seek funding from third tier venture firms, he finally wins $30 million in new investment from a consortium of high quality investors. Before the deal is finalized .....more

After an ill-fated acquisition of a Linux development company, Pronix finds itself in a financial crisis that could lead to bankruptcy. The board has decided to recruit a new chief executive officer from outside the company who has experience turning around enterprise software companies and strategic business units. Despite its flagging performance, Pronix produced some of the most advanced enterprise software available and was one of the few suppliers .....more

A successful executive at a U.S. wholesaler has resigned his position to pursue an MBA. Shortly after beginning the program, he is contacted by a former business associate, the owner of a family-owned wholesale distribution company who asks for help in turning around the company where sales have fallen dramatically and which is close to insolvency. Although the former executive is interested in the challenge, he needs to consider the feasibility of .....more

A successful executive at a U.S. wholesaler has resigned his position to pursue an MBA. Shortly after beginning the program, he is contacted by the owner of a family-owned wholesale distribution company, a former business associate, who asks for help in turning around the company which is facing foreclosure. The former executive demonstrates his skills in leading a company from crisis to solvency. This is a supplement to Millennium Wholesale Distributors .....more