To Grow or Not? – Using Franchising
This brief case for a car manufacturer, explores possible expansion through franchising methods.
B2B
Franchisor and Franchisee Relationships
Students review franchising deals – are they ethical or is it a simply a case of ‘buyer beware’, where the potential franchisee should do their due diligence?
Using Trade Promotions
In this activity, students are presented with a list of trade promotion tools and choose the ones most appropriate for two different firms, with differing promotional objectives.
Impact on Positioning
This activity outlines two situations in regards to the potential impact on the firm’s positioning due to their distribution channel selection.
Should We Use a Wholesaler?
Removing the middle-man (a wholesaler) from the channel will provide a higher per unit margin for a manufacturer, but will it result in a higher profit overall?
Do Businesses Make Joint Decisions?
In this case study, this B2B firm is considering their strategic growth options. However, they are faced with two competing paths.
Making a Joint Business Decision
This group task is to reach a decision through consensus (by role-playing members of a firm’s executive management team). To complicate the decision, the three alternatives ‘benefit’ different functional departments.
Change in Retailer Relationships: Good or Bad?
In this exercise, students need to evaluate how well this manufacturer is progressing with their retailer relationships (in its micro-environment).
