Publications
Publications
  • September 1992 (Revised July 1994)
  • Case
  • HBS Case Collection

MEM Company, Inc.: English Leather

By: Frank V. Cespedes and Laura Goode
  • Format:Print
  • | Pages:27
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Abstract

In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions concerning English Leather, the firm's major product line. The case provides data concerning consumer behavior and attitudes in the product category, as well as information concerning how changes in competition and distribution channels affect the brand.

Keywords

Change Management; Decision Choices and Conditions; Brands and Branding; Product Positioning; Consumer Behavior; Distribution Channels; Business Strategy; Consumer Products Industry

Citation

Cespedes, Frank V., and Laura Goode. "MEM Company, Inc.: English Leather." Harvard Business School Case 593-035, September 1992. (Revised July 1994.)

About The Author

Frank V. Cespedes

Entrepreneurial Management
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