Case | HBS Case Collection | May 2011 (Revised July 2015)

Ford Motor Company: Strengthening the Dealer Network

by V. Kasturi Rangan, Katharine Lee and Marie Bell


The case describes a five-year effort (2006-2011) of distribution rationalization and consolidation at Ford. The financial crisis in the second-half of 2008 forced GM and Chrysler into bankruptcy. Having completed the distribution overhaul work by 2011, its senior managers wondered how the transformed distribution channel would meet the needs of its new product strategy developed in response to the financial crisis.

Keywords: Strategy; Product; Distribution; Consolidation; Distribution Channels; Transformation; Business Processes; Auto Industry;


Rangan, V. Kasturi, Katharine Lee, and Marie Bell. "Ford Motor Company: Strengthening the Dealer Network." Harvard Business School Case 511-132, May 2011. (Revised July 2015.)