David Weinstein

Emeritus Professor of Marketing
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Verbeek Packaging Worldwide (A): The TotPet France Account

By  David Weinstein,  Alain Debenedetti,  Katrina Bens
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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,  Packaging and Containers

    Region Europe

    View case

    Verbeek Packaging Worldwide (A): The TotPet France Account

    Add to cart
    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.
      View case

      Verbeek Packaging Worldwide (B): The TotPet France Account

      By  David Weinstein,  Alain Debenedetti,  Katrina Bens
      Add to cart
      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,  Packaging and Containers

        Region Europe

        View case

        Verbeek Packaging Worldwide (B): The TotPet France Account

        Add to cart
        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.
          View case

          Verbeek Packaging Worldwide (C): The TotPet France Account

          By  David Weinstein,  Alain Debenedetti,  Katrina Bens
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          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,  Packaging and Containers

            Region Europe

            View case

            Verbeek Packaging Worldwide (C): The TotPet France Account

            Add to cart
            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.
              View case

              Verbeek Packaging Worldwide (D): The TotPet France Account

              By  David Weinstein,  Alain Debenedetti,  Katrina Bens
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              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,  Packaging and Containers

                Region Europe

                View case

                Verbeek Packaging Worldwide (D): The TotPet France Account

                Add to cart
                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.
                  View case

                  Verbeek Packaging Worldwide (E): The TotPet France Account

                  By  David Weinstein,  Alain Debenedetti,  Katrina Bens
                  Add to cart
                  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,  Packaging and Containers

                    Region Europe

                    View case

                    Verbeek Packaging Worldwide (E): The TotPet France Account

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                    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.
                      View case

                      Note on the CRM Industry 2004

                      By  David Weinstein,  Arieh Lazar
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                      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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                        Note on the CRM Industry 2004

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                        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.
                          View case

                          Nissan Motor Co., Ltd. (A): The Hakone Pilot

                          By  David Weinstein
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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 Motor Co., Ltd. (A): The Hakone Pilot

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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.
                              View case

                              Nissan Motor Co., Ltd. (B): The Hakone Pilot

                              By  David Weinstein
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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

                                View case

                                Nissan Motor Co., Ltd. (B): The Hakone Pilot

                                Add to cart
                                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.
                                  View case

                                  ABN North America

                                  By  David Weinstein,  Charles N. Le Ray
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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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                                    ABN North America

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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.
                                      View case

                                      Amro Handelsbank

                                      By  David Weinstein,  Frances Lashen
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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

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                                        Amro Handelsbank

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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.
                                          View case
                                          Industrial Marketing