Posts Tagged ‘ Estrategia comercial ’

When sales are doing badly here, they do well somewhere else

Portada Paradigmes 4

Introduction Internationalisation of distribution becomes an important matter in times like the present, characterised by a steep downfall of domestic consumption together with fierce competition. Never before was the sentence more true that says: «When sales are doing badly here, they do well somewhere else». Some years ago, it was enough to have testimonial...
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The Fall and Return of Pokémon

The Fall and Return of Pokémon IESE (España) In 2000, the Pokémon franchise saw its glory begin to fade. Gone was the idea that Pokémon would become a classic toy rivalling the likes of Barbie and Donald Duck. Those responsible for the franchise were forced to rethink their strategy to re-enter the child and...
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Starbucks: Addressing the Dangers of Success

Comín, Marta; Nueno Iniesta, José Luis IESE (España) In 2008 the Starbucks chain of cafés was having to face an unprecedented crisis. Its accelerated growth was beginning to threaten the company’s sophisticated image. Should they try and check this growth, or on the contrary, should they consider breaking into new sectors of the market?...
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The Recession: How to Come Out on Top

The Recession: How to Come Out on Top

Summary A company’s response to the crisis will be defined by whether it has made preparations long before the crisis hits. The first thing firms need to do is assess how prepared they are for the recession. If the company has diligently laid the groundwork and meets the criteria set out by IESE Prof....
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Zinio: “Byting” into a Paper World (Condensed)

In the late summer of 2006, Raúl Suárez, managing director of Zinio Spain, was talking with Joan Solà, CEO of AccesoGroup, about how they could make Zinio into a profitable and viable business in Spain. As CEO of AccesoGroup (a prominent media intelligence and analysis company within Spain), Solà had signed a franchise deal...
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Santander-Serfín: Revitalizing the Payment Systems Business

In June 2001, Ramón Tellaeche, director of products and marketing at Banco Santander Serfín in Mexico, was considering the commercial strategy which the means of payments division should follow over the following months in order to achieve its ambitious commercial objectives. Marcial Portela, general manager of Grupo Santander’s Americas Division, had set the objective...
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Managing Customer Value

For most companies, their clients are their most valuable asset: it is very expensive to capture them, and, if they are retained, they will generate profits for the rest of their relationship with the firm. In this sense, Client Value is a measure which assesses the sum of future discounted benefits of a client,...
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After the Wall

José L. Nueno and John A. Quelch; wrote this article published in IESE Insight, February 1992 Go to publication: http://www.ieseinsight.com/fichaMaterial.aspx?pk=4846&idi=1&origen=1&ar=12&buscador=2&keywords=&autores=Quelch%2C+John+A.&titulo=&referencia=&fPublicacionMesInf=&fPublicacionAnyoInf=&fPublicacionMesSup=&fPublicacionAnyoSup=&idiomaB=&idiomaBT=&area=&tipo=&tipoT=&publicadoPor=&catedra=&idioma=1
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