Teaching note for product W44017.

Sunil Jain, CEO of Kenstar, an Indian home appliance manufacturer, needed to finalize the sales strategy for the 2024 festive season. His key challenge was resolving the conflict between online and offline sales channels. E-commerce platforms offered discounts, boosted sales volume, and helped clear stock, but this affected Kenstar’s sales team, who struggled to meet offline sales targets because retailers were buying products from online platforms .....more

In June 2021, Mumbai-based WhatKnot Wedding Photography faced a critical decision between pursuing high-value celebrity weddings or maintaining their focus on mid-size clients. A potential celebrity wedding contract posed a significant opportunity for both revenue and exposure. However, this venture required extensive senior management involvement, redirection of resources, and potential strain on existing client relationships. The company’s co-founders .....more

Teaching note for product W36379.

<p style="color: rgb(197, 183, 131);"><strong> AWARD WINNER - First Place in the Innovation & Entrepreneurship Management Stream in the 2023 Case Hub Case Writing Competition at AUB</strong></p><br>In May 2021, the founder of Yardstick Educational Initiatives Private Limited, a provider of experiential learning programs in India and the United Arab Emirates, was facing various business challenges. The company .....more

Teaching note for product W27114.

Teaching note for product 8B20A069.

Kamal Kapoor, a cotton shirting fabric wholesaler based in Delhi, India, was unable to decide whether or not to continue his business. Retailers had been procrastinating regarding their outstanding payments and international suppliers offering exclusive goods were asking for advance payments. Domestic suppliers had disintermediated the channel by directly approaching retailers or launching their own retail brands. In addition to these challenges, .....more

The director of JMD Oils, an edible oils firm, is considering the strategic options to drive his company to the next level of sales and profitability. The business has been showing a steady performance, but he feels that it could improve substantially. To increase profits, the director could increase sales volumes or increase gross margins. An increase in volume could be achieved by increasing the geographical footprint, which would require setting .....more

Teaching note for product 9B15M055.