Case_In_Point_7th_Edition_Page001_183_2

Recommendations

Info

That’s a very interesting graphI If bur client has 8 millibn custbmers, the average cbst percustbmer is higher than the average revenue per custbmer, thus resulting in a lbssI Let’s takethem bne dy bneIOur client is experiencing declining average revenues per custbmerI There are severalhypbtheses why this might de happeningI As the dank was grbwing, it was acquiring newcustbmers that are nbt as prbfitadle as the initial custbmersI Fbr example, instead bf signingup mbre dbctbrs, lawyers br cbnsultants, it is nbw signing up students br dlue cbllar wbrkersthat dbn’t prbduce as much revenue, thus resulting in the bdserved decline in averagerevenues per custbmerIOn the cbst side, the average cbst per custbmer is staying cbnstant, instead bf decliningI Wecan see that there are little br nb ecbnbmies bf scaleI Pbtential reasbns dehind this wbuldimply that as the dank was adding new custbmers, the cbsts were alsb increasingprbpbrtibnallyI– That’s great - and accurate. Due to the incentive structure, which rewarded new customeracquisition, branch managers have added customers that were not as profitable as the initial ones.In addition, the bank has aggressively expanded its branch structure and has increased the numberof tellers to accommodate the increased number of customers. What should the bank do?Well, nbw that we have diagnbsed the main reasbn fbr the decline in prbfits as a cbmdinatibnbf newer, less prbfitadle custbmers and the prbpbrtibnal increase in cbsts, we can prbpbse asblutibnI A simple dut nbt ideal sblutibn wbuld de tb eliminate the additibnal, less prbfitadlecustbmers while simultanebusly reducing the numder bf dranches and tellers tb dring us tbthe initial prbfitadilityIA secbnd, detter sblutibn wbuld include twb cbncurrent apprbachesI First, we shbuld try tbincrease average revenues per custbmer, and secbnd, we shbuld decrease average cbsts percustbmerI In increasing the revenues, we wbuld cbme up with new prbducts that wbuld resultin increased interest incbmeI We can alsb increase the fees we charge bur custbmersI Indecreasing cbsts, we cbuld attempt tb clbse bff bur least prbfitadle dranches and reduce burteller persbnnelIMy prbpbsed sblutibn, hbwever, will prbduce even detter resultsI I prbpbse segmenting burcurrent custbmers intb several custbmer tiers and adjusting the service level, and implicitly,the cbsts accbrding tb the custbmer tierI Fbr example, high net wbrth individuals wbuld haveunrestricted access tb persbnal dankers and new services wbuld de tailbred tb their specificneedsIAt the bther end bf the spectrum, bur client shbuld educate the students adbut the denefits bf
using cheaper delivery systems like ATMs br bnline servicesI They wbuld still have access tbthe tellers; hbwever, we wbuld limit their free access tb twb free teller visits per mbnthI Afterthbse visits, we cbuld start charging 30 pesbs per visit br arbund $3USI In effect, we wbuldadjust bur service delivery mbdel dased bn the custbmer’s value tb the dankI This wbuldachieve dbth bur gbals bf increasing revenues, dy detter addressing the needs bf eachcustbmer segment, and reducing cbsts dy redirecting the lbwer value custbmers tb thecheaper servicing channelsI– Okay, good.Type bf case: Prbfit and lbss, marketing, custbmer segmentatibnCbmments: What started but as a prbfit and lbss case quickly changed intb a marketing /custbmer segmentatibn caseI The student did a gbbd jbd analyzing the chart and came upwith a numder bf gbbd pbssidle sblutibns fbr the clientI
Page 2 and 3:
AMAZON REVlEWSSecret to success —
Page 5 and 6:
CQ INTERACTIVEThe most advanced onl
Page 8 and 9:
AckndwIebgmentsSpecial thanks are d
Page 10 and 11:
DedicationTo my closest friends: Er
Page 12 and 13:
Five C’s and Four P’sBCG Matrix
Page 14 and 15:
2 : The InterviewRelax, it’s wors
Page 16 and 17:
+ Questions About YouThe first part
Page 18 and 19:
Interviewers remember stories and a
Page 20 and 21:
9. You’ll work on multiple projec
Page 22 and 23:
+ Possiole Math QuestionThey may as
Page 24 and 25:
+ Your QuestionsThe last part of th
Page 26 and 27:
+ The Grand Finale: Why Should I Hi
Page 28 and 29:
First Rouno TeIephone InterviewsThe
Page 30 and 31:
+ Stress lnterviewsWell, they’re
Page 32 and 33:
+ A¡vice for lnternational Stuoent
Page 34 and 35:
3 : Case QuestionsA case question i
Page 36 and 37:
+ Case PreparatibnCase questions ca
Page 38 and 39:
[ 1. Listen to the Question ]Listen
Page 40 and 41:
[ 3. Summarize the Question ]After
Page 42 and 43:
[ 5. Ask Clarifying Questions ]You
Page 44 and 45:
[ 7. Hold That Thought for “One A
Page 46 and 47:
[ 9. Work the Numbers ]If possiqle,
Page 48 and 49:
[ 11. Be Creative and Brainstorm ]S
Page 50 and 51:
[ 13. Bring p r tre w and o S u mri
Page 52 and 53:
The Bags ¦f p ¦§¨There are thre
Page 54 and 55:
U S.If you tried to answer this que
Page 56 and 57:
A PIs called “widgets,” which o
Page 58 and 59:
N C aseei se nu m er b Aases:E very
Page 60 and 61:
DuPont has just invented a lightwei
Page 62 and 63:
problem with each 5uestion.Students
Page 64 and 65:
Trends over time are generally show
Page 66 and 67:
Wrona: What has been going on with
Page 68 and 69:
+ The Trou!"e p rh tMathDo you have
Page 70 and 71:
+ The Summary and The Final SlideIn
Page 72 and 73:
4 : The #vy Case System©
Page 74 and 75:
You may want to read through the fo
Page 76 and 77:
[ 1. Summarize the Question ]This s
Page 78 and 79:
[ 3. Ask Clarifying Questions ]As w
Page 80 and 81:
+ The 12 CaTe Scena: OTh
Page 83 and 84:
[ 2. %n&ustr1 2nao1st s Pw uestt An
Page 85 and 86:
[ 3. Mergers an1 2 : sP O hw nsA Pi
Page 87 and 88:
[ 4. Developing a New Product ]Ques
Page 89 and 90:
[ 5. Pricing Strategies ]Question:
Page 91 and 92: [ 6I Growth Strategies ]Question: X
Page 93 and 94: P ustomersWho are our customers?How
Page 95 and 96: [ 9. ,ncreasin2 :aoes tP weskiAnS C
Page 97 and 98: [ 11I .mproving the Bottom Line: Pr
Page 99 and 100: To learn more about a typical Profi
Page 101 and 102: N t w =uc P roPP rw c t H ow ay? P
Page 103 and 104: 5 : ADDitiEnal anD Tools : Oat P Er
Page 105 and 106: [ Five C’s TCF1 2 : OWhat h ido y
Page 107 and 108: + BCG MatrixIn 1998, Wiley Press pu
Page 109 and 110: The high-share, high-growth product
Page 112 and 113: + The Value ChainIn his 1985 book C
Page 114 and 115: + An Aristoteli1n 2r1 :eo ortAristo
Page 116 and 117: + “Pf” Scenarios to RememberSal
Page 118 and 119: + Business Case pi1 s• If you eve
Page 120 and 121: 6 : Practice Cases
Page 122 and 123: + HarRey-Davidson®Interviewer: Our
Page 124 and 125: Interviewer: Yes, garb is merchandi
Page 126 and 127: based. Harley can raise the prices
Page 128 and 129: + Case StartsMany people struggle w
Page 130 and 131: CasesCS1: Palm Tree Plantation Expo
Page 132 and 133: CS2 Hong Kong Video Games NotesSumm
Page 134 and 135: CS4 XCV TechnologySummarize the cas
Page 136 and 137: CS6 GIoYaI MZtor CarsSummarize the
Page 138 and 139: CS8 ltalian C\1 2 tT:hian]TtSummari
Page 140 and 141: + Case ^n_eTpevel :1. T eT ian c n
Page 144 and 145: One example might be to look to see
Page 146 and 147: co: n i f efinition o ’ r T of hi
Page 148 and 149: F : T rtrute t k fi1 re ort : lat I
Page 150 and 151: + Coke ®Case 4: Coca-Cola® is try
Page 152 and 153: - Interesting. Thanks.Type of case:
Page 154 and 155: are people willing to pay? And is i
Page 156 and 157: ) e.onkT .oulk pe Uo3 l a joint ten
Page 158 and 159: p te lrsm o m t owould r u c do is
Page 160 and 161: p tew lour T am m toAer ore- mrT t
Page 162 and 163: I’m going to do part of this thro
Page 164 and 165: + Cow Brothers Premium Ice CreamCas
Page 166 and 167: - The supermarkets carry five at a
Page 168 and 169: - Can be used for thinning hair as
Page 170 and 171: /et.s talk au w i o st-based n w pr
Page 172 and 173: + Wireless WorriesCase 1 1 2 : O h
Page 174 and 175: tt tells m e toat ueoule T ito Aedi
Page 176 and 177: + Cowwege MaiwCase 1 2 : O xient h
Page 178 and 179: - How else can students get the wor
Page 180 and 181: w h i c h es gm e ia vl ie tless t
Page 182 and 183: Well, first we have the membership
show all

Case_In_Point_7th_Edition_Page001_183_2

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?