David Weinstein

Emeritus Professor of Marketing
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally.

Published 20 Dec 2013

Reference 6037

Topic Marketing

Industry Logistics and Supply Chain

Region Europe

View case
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally.

Published 20 Dec 2013

Reference 6037

Topic Marketing

Industry Logistics and Supply Chain

Region Europe

View case
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally.

Published 20 Dec 2013

Reference 6037

Topic Marketing

Industry Logistics and Supply Chain

Region Europe

View case
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally.

Published 20 Dec 2013

Reference 6037

Topic Marketing

Industry Logistics and Supply Chain

Region Europe

View case
This series of cases follows the changing relationship between Verbeek's Industrial Packaging Division with TotPet, a major French oil company, after TotPet launched a supply chain rationalization effort. As the only truly international supplier of oil drums, Verbeek assured its customers of quality, proximity and continuity of supply, while at the same time handling sales relationships locally.

Published 20 Dec 2013

Reference 6037

Topic Marketing

Industry Logistics and Supply Chain

Region Europe

View case
In 2004, the CRM software industry is going through significant transition. Industry mergers and acquisitions are narrowing the market segments where smaller software developers and service providers may operate profitably.

Published 20 Apr 2011

Reference 5794

Topic Marketing

Industry Computer Software

Region Global

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Nissan Motors Ltd. went through a spectacular turnaround led by Carlos Ghosn. Nevertheless, in spite of strong growth in new car sales, "After Sales" of automobile parts in Japan did not keep up, hurting dealer profitability.

Published 01 Oct 2006

Reference 5364

Topic Marketing

Industry Automotive Transportation/Trucking/Railroad

Region Asia

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Nissan Motors Ltd. went through a spectacular turnaround led by Carlos Ghosn. Nevertheless, in spite of strong growth in new car sales, "After Sales" of automobile parts in Japan did not keep up, hurting dealer profitability.

Published 10 Jan 2006

Reference 5364

Topic Marketing

Industry Automotive Transportation/Trucking/Railroad

Region Asia

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ABN’s world wide strategy is to serve the largest multinational companies. However it has become unprofitable. This pressure sends the branches looking for more risky loans. The case provides a description of ABN’s credit approval process details of servicing their different segments of credit customers and the dilemmas that ensue.

Published 05 Jan 2000

Reference 4420

Topic Marketing

Industry Banking

Region North America

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AMRO Handelsbank is facing a dilemma. Some managers would like to grow the private banking business while others deem the strategy unfeasible. The question focuses on the bank’s ability to lure net worth individuals away from Germany’s leading private banks.

Published 05 Jan 2000

Reference 4663

Topic Marketing

Industry Banking

View case
Industrial Marketing