Publications
Publications
- August 1993 (Revised November 1994)
- HBS Case Collection
Deaver Brown and Cross River, Inc.
Abstract
Cross River makes and sells an innovative, folding baby stroller to the U.S. market. The company has broken even in its first year, selling mainly to small retailers. CEO Deaver Brown urgently wants to expand distribution to national chains and has secured appointments with the buyers of Macy's and K-Mart. What pitch should he make?
Keywords
Citation
Bhide, Amar, and Deaver Brown. "Deaver Brown and Cross River, Inc." Harvard Business School Case 394-042, August 1993. (Revised November 1994.)