Case | HBS Case Collection | 1981 (Revised from original version)

Airframe Industry (A)

by Benson P. Shapiro and Rowland T. Moriarty Jr.

Format: Print

26 pages

Citation:

Shapiro, Benson P., and Rowland T. Moriarty Jr. "Airframe Industry (A)." Harvard Business School Case 579-057, July 1981. (Revised from original October 1978 version.)

Related Work

Supplement | HBS Case Collection | 1981

Airframe Industry (B): Spring 1978

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (B): Spring 1978." Harvard Business School Supplement 581-118, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (C): Summer 1978

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (C): Summer 1978." Harvard Business School Supplement 581-119, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (D): Fall 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (D): Fall 1979." Harvard Business School Supplement 581-120, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (E): Fall 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (E): Fall 1979." Harvard Business School Supplement 581-121, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (F): Fall 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (F): Fall 1979." Harvard Business School Supplement 581-122, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (G): December 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (G): December 1979." Harvard Business School Supplement 581-123, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (H): December 1980

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (H): December 1980." Harvard Business School Supplement 581-124, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (I): December 1980

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (I): December 1980." Harvard Business School Supplement 581-125, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (J): December 1980

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (J): December 1980." Harvard Business School Supplement 581-126, June 1981.

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Supplement | HBS Case Collection | 1982

Airframe Industry (L): Cumulative Aircraft Sales

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (L): Cumulative Aircraft Sales." Harvard Business School Supplement 582-012, March 1982.

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Supplement | HBS Case Collection | 1982

Airframe Industry (M): Aircraft Profiles (as of September 1978)

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (M): Aircraft Profiles (as of September 1978)." Harvard Business School Supplement 582-013, March 1982.

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Supplement | HBS Case Collection | 1982

Airframe Industry (N): Aircraft Profiles (as of September 1980)

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (N): Aircraft Profiles (as of September 1980)." Harvard Business School Supplement 582-014, March 1982.

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Supplement | HBS Case Collection | 1981

Airframe Industry (O): December 1981

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (O): December 1981." Harvard Business School Supplement 582-116, March 1981.

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This case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity making it impossible to accept all four. Each order represents a different mix of labor, revenues, and potential future work. The case forces the student to choose among the four orders, given limited capacity available, other business likely to come along, and the requirements of each order. The case is an updated version of Fabtek (A).

The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications for business strategy, organization, control systems, and sales management requirements. As a result, the case raises issues and analytics relevant to topics such as aligning strategy and organization, strategy implementation, and cross-functional incentive systems as well as sales management.

This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price. It is suitable for use in courses or modules in pricing, entrepreneurial management, strategy, or marketing.

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