National Distilleries Corp. (A): An M&A Negotiation Role Play - Confidential Instructions for International Liquor

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By Horacio Falcao, Reza Zargham
Reference 6041
Published 24 Feb 2014
Topic Economics & Finance
Region Global
Industry Consumer Goods, Wine and Spirits

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

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National Distilleries Corp. (B): An M&A Negotiation Role Play - Confidential Instructions for National Distilleries Corp.

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By Horacio Falcao, Reza Zargham
Reference 6041
Published 24 Feb 2014
Topic Economics & Finance
Region Global
Industry Consumer Goods, Wine and Spirits

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

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National Distilleries Corp. (C): An M&A Negotiation Role Play - Confidential Instructions for Liquor America

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By Horacio Falcao, Reza Zargham
Reference 6041
Published 24 Feb 2014
Topic Economics & Finance
Region Global
Industry Consumer Goods, Wine and Spirits

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

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National Distilleries Corp.: An M&A Negotiation Role Play - General Instructions

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By Horacio Falcao, Reza Zargham
Reference 6041
Published 24 Feb 2014
Topic Economics & Finance
Region Global
Industry Consumer Goods, Wine and Spirits

This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).

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Sula Vineyards (A): Indian Wine - Ce n'est pas possible!

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By Claudia Zeisberger, Dhruv Narain, Romain Kapadia, Elizabeth Scott
Reference 5668
Published 25 Jan 2010
Topic Entrepreneurship
Region Asia
Industry Venture Capital, Food and Beverages Production, Wine and Spirits

The case focuses on the risks and rewards of early-stage investing in a successful emerging market consumer start-up (i.e. non-tech), from seed funding in 2004 to raising expansion capital in 2019. We observe the founder of Sula Vineyards, a winemaker from the Nasik Valley in India, as he makes decisions about external fundraising. Case (A) takes the seed investor perspective.

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Sula Vineyards (B): The Entrepreneur's Dilemma - Managing Investor Exits

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By Claudia Zeisberger, Maninder Minhas
Reference 5668
Published 30 Sep 2019
Topic Entrepreneurship
Region Asia
Industry Venture Capital, Food and Beverages Production, Wine and Spirits

The case focuses on the risks and rewards of early-stage investing in a successful emerging market consumer start-up (i.e. non-tech), from seed funding in 2004 to raising expansion capital in 2019. We observe the founder of Sula Vineyards, a winemaker from the Nasik Valley in India, as he makes decisions about external fundraising. Case (A) takes the seed investor perspective.

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Sula Vineyards (C): Series E and Beyond - What Next? The Ownership Conundrum

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By Claudia Zeisberger, Maninder Minhas
Reference 5668
Published 30 Sep 2019
Topic Entrepreneurship
Region Asia
Industry Venture Capital, Food and Beverages Production, Wine and Spirits

The case focuses on the risks and rewards of early-stage investing in a successful emerging market consumer start-up (i.e. non-tech), from seed funding in 2004 to raising expansion capital in 2019. We observe the founder of Sula Vineyards, a winemaker from the Nasik Valley in India, as he makes decisions about external fundraising. Case (A) takes the seed investor perspective.

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ArArAt Brandy: Transforming a Legend into a Modern Icon

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By Amitava Chattopadhyay, Vadim Grigorian
Reference 5660
Published 25 Aug 2014
Topic Marketing
Region Europe
Industry Food and Beverages Production, Wine and Spirits

Ararat, the largest brand of brandy in Russia, with an enviable 32% market share and a long history, is one of the jewels in Pernod Ricard Russia’s alcoholic beverage portfolio. After a recent product update, five key questions need to be answered: 1. Which consumer segment(s) should Ararat be targeted at? 2. What should be the brand platform? 3.

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Crafting Winning Strategies in a Mature Market: The US Wine Industry in 2001

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By W. Chan Kim, Renee Mauborgne, Jason Hunter, Brian Marks, Wayne Mortensen
Reference 5626
Published 31 Jul 2009
Topic Strategy
Region North America
Industry Food and Beverages Production, Wine and Spirits

The case entitled ‘Crafting Winning Strategies in a Mature Market: The US Wine Industry in 2001’ examines the competitive environment of the US wine industry in 2001, prior to [yellow tail]’s launch. The case demonstrates how the industry was overcrowded, highly competitive, and increasingly squeezed at the distribution and retail stages of the supply chain.

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Robert Mondavi Corporation in France (A)

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By Gordon Redding, Charlotte Butler
Reference 5203
Published 10 Jan 2004
Topic Strategy
Region Europe
Industry Food and Beverages Production, Wine and Spirits

In the late 1990s, Robert Mondavi Corporation, a major US wine company based in California, was seeking to expand its international presence by setting up an operation to produce wine in southern France. After failing to find a suitable partner it adopted a green field strategy, targeting an area of undeveloped land in the Languedoc village of Aniane for purchase.

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