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Columbia Casebook 2006

Columbia Casebook 2006

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Published by simplythecase
Consulting case interview casebook from Columbia Business School.

Get more casebooks at www.simplythecase.com
Consulting case interview casebook from Columbia Business School.

Get more casebooks at www.simplythecase.com

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Published by: simplythecase on Jan 16, 2010
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04/09/2014

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Management ConsultingAssociationCase Book 2006
 
 
 
Columbia Business SchoolCase Book 20052
Table of Contents
Case 1: Bank Increasing Market Share..........................................................................................................................3
 
Case 2: Chinese Cars.....................................................................................................................................................9
 
Case 3: Health Insurance.............................................................................................................................................12
 
Case 4: Italian Paper....................................................................................................................................................16
 
Case 5: Sugar Magnolia Hospital................................................................................................................................19
 
Case 6: Private Label Sales..........................................................................................................................................24
 
Case 7: Piano Market Sizing........................................................................................................................................26
 
Case 8: Gas Stations and Convenience Stores.............................................................................................................28
 
Case 9: Megabank Underpenetration...........................................................................................................................31
 
Case 10: Heartcorp......................................................................................................................................................34
 
Case 11: Credit/Debit Card Processor.........................................................................................................................37
 
Case 12: European Motorcycles..................................................................................................................................40
 
Case 13: Street Sweepers.............................................................................................................................................44
 
Case 14: Eye Surgery..................................................................................................................................................48
 
Case 15: Meditest........................................................................................................................................................51
 
Case 16: Magazine Growth.........................................................................................................................................55
 
Case 17: CPG Company..............................................................................................................................................59
 
Case 18: Institutional Asset Manager Fees..................................................................................................................65
 
Case 19: Gumby’s Pizza..............................................................................................................................................69
 
Case 20: Magazine Growth.........................................................................................................................................76
 
Case 21: Insurance Company......................................................................................................................................80
 
Case 22: Savvy Shoes..................................................................................................................................................83
 
Case 23: New England Retail Bank.............................................................................................................................86
 
 
 
Columbia Business SchoolCase Book 20053
Case 1: Bank Increasing Market Share
BACKGROUNDFirm:
N/A
Round:
2005 Summer, First
Content:
Mainly qualitative
CASE QUESTION
Our client is a major diversified financial services firm. They have 4 lines of business
:
 
 
Checking Accounts
 
Savings Accounts
 
Loans
 
MortgagesThe bank is profitable, but the CEO is on a mission to increase overall market share while stillmaintaining profitability. He is considering increasing his sales force to accomplish this.There are 3 different categories of sales force he can choose to change
:
 
 
Branch Managers
 
Telemarketers
 
Mortgage AgentsThe CEO has come to us for advice on whether or not he should increase his sales staff, and if so, where he should be adding heads. How would you go about addressing this question?
INTERVIEWER BRIEFINGRecommended approach:
A thoughtful and complete answer to this case involves discussing the overall marketenvironment, with a look at the competition in the marketplace and the current market share breakdown. The interviewee should realize that there are 4 separate markets for distinct productsthat have different profitability characteristics. It becomes apparent that investing in some linesof business will pay off for the company more than investing in others. From there, a discussionof the economics of each of the different sales channels will drive you towards arecommendation.1.
 
Determine the competitive position of the company
 
What is the competitive position of the company in the overall market?2.
 
Assess the importance of the different lines of business
 
Where does the bank play? What is its strategy? How does it make its money?

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