In July 1985, the leaders of the alloy rods (which recently acquired the company through a leveraged buyout arrangement) believe that their main competitor (the company is more than 6 times higher than the alloy rods) has introduced a new product is clearly focused on the most profitable segment of the alloy. Management needs to formulate a response, and the main object of the battle will be among distributors. Provides an excellent tool for comparing very different strategies for the channel and channel management philosophy, as well as making the students need to develop marketing programs implemented within the limited financial and organization. "Hide
by Frank V. Cespedes, Ellen R. Hattemer Source: Harvard Business School 23 pages. Publication Date: April 29, 1986. Prod. #: 586046-PDF-ENG
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