| HBS Case Collection
Describes the organization and operations of the Handleman Co., an intermediary in the music industry that buys recorded music and resells it to mass retailers such as Wal-Mart. The company provides distribution, inventory management, retail merchandising, and category management to its retail customers. It differentiates itself by keeping track of trends in the music industry and ensuring that the trends in music popularity translate to the appropriate assortments in each retail store. Recounts the changes that Handleman has made in organizational structure, processes, and system to support its business. Describes the challenges facing the president of the entertainment division in light of increasing product proliferation, price pressure, the need for growth, and the advent of online music.
Keywords: Business Organization;
Growth and Development;
Business or Company Management;
Problems and Challenges;
Risk and Uncertainty;
Hammond, Janice H., and Kevin Dolan. "Handleman Company." Harvard Business School Case 605-024, April 2005.