15.833  Business-to-Business Marketing (H2)

Reminder: project paper and peer feedback due today

Dear 15.833 class,

A kind reminder for submitting today on stellar your final project paper and the peer feedback.

Thank you all, have a great break!

Christian

Announced on 09 December 2009  10:09  a.m. by Christian Zerbi

New material posted on Stellar

Dear 15.833 class,



We have posted on Stellar some new material:



- Value Project Oral Presentation Guidelines

- Arrow Takeaways – Slides and Handout

- CMR Takeaways – Slides and Handout



Best regards,

Christian

Announced on 03 December 2009  8:19  p.m. by Christian Zerbi

Clarification for the Arrow Electronics case

Dear 15.833 class,

Some teams have asked for hints about how to "calculate the impact on Arrow's profitability under different scenarios if it were to work with Express." Please note that there are several ways to approach this and hence exact numbers are not important as long as you get some sense of the "margin impact." Exact numbers will depend on the assumptions you will make. Make realistic assumptions and get a reasonable sense of the impact of your actions.

You can break Arrow's sales into a 2x2 as follows:

1. Arrow sales to Relationship and Transactional customers. Transactional is given as 25% of $2.31b as per page 8. The balance can be relational customers
2. Total Arrow sales divided into VA sales and BAS sales as per Exhibit 7
3. Page 6 give gross margins for BAS as 22.5% (average of 20 and 25%) and VA as 12.5% average. We have BAS sales (.867 b) and VA sales numbers (1.443 b) from Exhibit 7. You can use these to compute “Base Case overall margin percentage.”
4. You can calculate margin under optimistic (example: 100% transactional goes through Express and so gives 6% fees)”and pessimistic scenario assumptions
5. You can compare base case margin % to that under “Optimistic and “Pessimistic” scenarios

Once again, please note that exact numbers are not important as they are dependent on your assumptions. Also, the margins are only one input into your overall decision regarding how Arrow should respond to Express.

*** Please note that page numbers may be slightly different in your version of the case, please adjust accordingly. ***

Best,
Christian

Announced on 23 November 2009  7:57  p.m. by Christian Zerbi

Late arrivals

Dear 15.833 class,

We have observed that some of the students are arriving late to class. Please notice that this behavior disturbs your fellow classmates and disrupts the class discussion. In accordance with Values@Sloan, we strongly encourage you to arrive on time by 10:05 am. If you have any personal reasons for being late, please don’t hesitate to talk with Professor Chatterjee.

-Christian

Announced on 20 November 2009  12:34  p.m. by Christian Zerbi

Sample Final Project posted on Stellar

Dear 15.833 class,

We have just posted on Stellar an example of final project: this is the Boeing example that was shared in class on 11/09. The two documents (project paper and calculation sheets) can be found under Materials->Team Project.

As a reminder, please help your peers - fill-up the skincare survey distributed in class today and bring it in class next Monday. It is fine to get the survey filled by a friend.

See you next Monday!
Best,
Christian

Announced on 19 November 2009  12:46  p.m. by Christian Zerbi