Proposals to the issue of cross-selling and portfolio management products and services in the business market. Arrow / Schweber (A / S), a subsidiary distributor of electronic parts Electronics Arrow, has a portfolio of products that differ in the amount of value added by A / S. A / S uses a value-added, such as programmable logic chips as "loss leaders" to attract and retain customers. He makes money when it sells so-called "commodity" or low value-added products to the same client. Online distributor is currently offering a chance to sell Arrow products through its e-commerce site. This new channel can threaten the overall business model of the Arrow, if most of its existing customers to switch their purchases of commercial products in this new distribution channel. arrow must decide how it must respond to this challenge. "Hide
by Das Narayandas Source: Harvard Business School 20 pages. Publication Date: April 20, 1998. Prod. #: 598022-PDF-ENG
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