Preparation Questions for Cases

Preparation Questions for Cases (Summer 2011)

* These questions are for your information only. You should add any other important issue(s) in preparing the case discussion.

1. Xerox: Book-in-Time (Case # 599-119)

1) What value does BIT create in the Distribution Value Chain for books?

2) Who will benefit from Book-in-Time? Who will be threatened?

3) What are the strategic options for Xerox? Pros and Cons of each?

4) What Should Xerox Do?

2. Cisco Systems (Case # 505-006)

1) How have Cisco's channel evolved in the last 10-15 years? Why have they evolved that way?

2) What grade would you give Cisco for managing that evolution? Good or bad? Why?

3) Against the background of your answer to questions #1 and #2, how should Cisco distribute VoIP products? Through Voice VARs? Data VARs? Or both?

4) What are your reactions to the "Pyramid" model advanced in Figure 3 of the case? What is the core concept of the model? Is there an alternative evolutionary model that Cisco should adopt?

3. Natureview Farm

1) How has Natureview succeeded in the natural foods channels?

2) What are the two primary types of growth strategies under consideration by Natureview Farm?

3) How do the three options compare financially in terms of yearly revenue, gross margin, required investment, and profit potential?

4) What are the strategic advantages and risks of each option? What channel management and conflict issues are involved? Finally, which option do you recommend?

4. Callaway Golf (Case #501-019)

1) What are the strategic resources of Callaway? How valuable are these resources? How have changes in the market affected the value of these resources?

2) What channel management problems have emerged because of the shorter product life cycle?

3) What are the cost/benefits of shortening the product life cycle? Lengthening the product life cycle?

4) Describe how you would integrate product planning (i.e., life cycle), retail management programs, and consumer communication plans.

5. Soren Chemical

1) What is the addressable market size for Coracle?

2) Why is Soren