MBA ISMS ANSWER SHEETS

www.answersheets.in info.answersheets@gmail.com info@answersheets.in +91 95030-94040 Sales and Distribution Management Case 2 :- Service Differentiation at British Airways           Since, 1990s international airlines saw increasing competition and providing services became a major factor to differentiate and a key to success. Carriers lost billions of dollars and needed to raise the airfares. Some airlines executives believed that improved service package would make increased fares more acceptable to the customers. Adopting this approach, companies started focusing on services rather than competing on price dimension. No one did it better than British Airways and in an annual poll conducted by a magazine, business travelers rated British Airways as providing the best service. British Airways has come a long way since 1982 when it lost $1 billion, an industry record. When Colin Marshall took over CEO in 1983, everyone i...

www.answersheets.in info.answersheets@gmail.com info@answersheets.in +91 95030-94040 Sales and Distribution Management Case 2 :- Service Differentiation at British Airways           Since, 1990s international airlines saw increasing competition and providing services became a major factor to differentiate and a key to success. Carriers lost billions of dollars and needed to raise the airfares. Some airlines executives believed that improved service package would make increased fares more acceptable to the customers. Adopting this approach, companies started focusing on services rather than competing on price dimension. No one did it better than British Airways and in an annual poll conducted by a magazine, business travelers rated British Airways as providing the best service. British Airways has come a long way since 1982 when it lost $1 billion, an industry record. When Colin Marshall took over CEO in 1983, everyone i...

www.answersheets.in info.answersheets@gmail.com info@answersheets.in +91 95030-94040 Sales and Distribution Management Case 6 :- Haier Brand           Haier is the world’s 4 th largest white goods manufacturer and one of China’s Top 100 electronics and IT companies. Haier has 240 subsidiary companies and 30 design centers, plants and trade companies and more than 50,000 employees throughout the world. Haier specializes in technology research, manufacture, trading and financial services. Haier’s2005 global revenue was RMB103.9 billion (USD12.8 billion). Guided by business philosophy of CEO Zhang Ruimin, Haier has experienced success in the three historic periods – Brand Building, Diversification and Globalization. At the 21 st anniversary of founding of the Haier Group December 26, 2005, Haier announced its 4 th strategic development stage of Global Brand Building. In 1993, Haier brand was officially recognized as a ...

www.answersheets.in info.answersheets@gmail.com info@answersheets.in +91 95030-94040 Sales and Distribution Management Case 4 :- Wahaha – Taking the Fizz out of the Giant Cola Brands           Ehen Zong Qinghou, a Chinese farm worker, started a company of beverages and ice creams with two retired teachers in 1987, hardly anyone could have imagined that this company could give sleepless nights to global giants such as Coca-Cola and Pepsi Co. But the new company, Wahaha, the pride of many contemporary Chinese consumers, has managed to do just that. Wahaha, one of the leading homegrown Chinese beverage brands, had revenues of US$1.37 billion (11.4 billion yuan) and profits of US$162.7 million (1.34 billion yuan) in 2004. Wahaha, which is meant to mimic the sound of a baby laughing, demonstrates clearly what great brand stories are made of. The company started small, and in 1991, it merged with the state-owned Hangzhou Ca...

www.answersheets.in info.answersheets@gmail.com info@answersheets.in +91 95030-94040 Sales and Distribution Management Case 3 :- First Citizen Club           When customers in an outlet of Shoppers’ Stop pick up a pair of Florsheim shoes, they leave behind a distinct trail. The purchases made up a First Citizen Club (FFC) member are under the store’s microscope. Shoppers’s Stop wants to know what brand of shoes you like to wear. This process aims at building bridges to both its customers and suppliers, or perhaps even other manufacturers. Shoppers’ Stop uses customer preferences to gather valuable market reach data. Ajay Kelkar, senior manager marketing services says, “We are looking at the various ways in which we can work with our brands and customers.” In India, Shoppers’ Stop is one of the first major chains that is working on ways to manage its customer related information to gain competitive advantage. Arvin...

www.answersheets.in info.answersheets@gmail.com info@answersheets.in +91 95030-94040 Sales and Distribution Management Case 6 :- Haier Brand           Haier is the world’s 4 th largest white goods manufacturer and one of China’s Top 100 electronics and IT companies. Haier has 240 subsidiary companies and 30 design centers, plants and trade companies and more than 50,000 employees throughout the world. Haier specializes in technology research, manufacture, trading and financial services. Haier’s2005 global revenue was RMB103.9 billion (USD12.8 billion). Guided by business philosophy of CEO Zhang Ruimin, Haier has experienced success in the three historic periods – Brand Building, Diversification and Globalization. At the 21 st anniversary of founding of the Haier Group December 26, 2005, Haier announced its 4 th strategic development stage of Global Brand Building. In 1993, Haier brand was officially recognized a...