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Case | HBS Case Collection | April 2011 (Revised January 2015)

The Eleganzia Group

by Elie Ofek, Elena Corsi, Bharat Sajnani, Sorina Casian-Botez and Francesco Tronci

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Abstract

Eleganzia Group management faces tough decisions heading into the summer of 2010. With tourism on the decline due to the global economic recession, General Manager Giannuzzi must decide how to set prices at the Forte Village Resort, the Group's most well-known property. His management team is further divided on whether the pricing model at the resort should change to being all-inclusive (as opposed to one where guests are charged for each additional activity or dining option on a pay-as-you-go basis), and whether to convert a large number of the 4-star rooms into 5-star suites. Recently acquired properties, such as the Castel Monastero in Tuscany and the Maddalena Hotel & Yacht Club in north Sardinia, pose a branding challenge. Can all the properties, including the Forte Village, be successfully brought under one umbrella brand, namely, Eleganzia? Moreover, what should the character of each these new properties be?

Keywords: pricing; Pricing strategy; Customer Management; branding; Customer Relationship Management; Price; Luxury; Business Strategy; Brands and Branding; Accommodations Industry; Travel Industry; Italy;

Language: English Format: Print 29 pages EducatorsPurchase

Citation:

Ofek, Elie, Elena Corsi, Bharat Sajnani, Sorina Casian-Botez, and Francesco Tronci. "The Eleganzia Group." Harvard Business School Case 511-115, April 2011. (Revised January 2015.)

Related Work

  1. Teaching Note | HBS Case Collection | May 2012

    The Eleganzia Group (TN)

    E. Ofek

    Citation:

    Ofek, E. "The Eleganzia Group (TN)." Harvard Business School Teaching Note 512-073, May 2012.  View Details
    CiteView DetailsPurchase Related
  2. Case | HBS Case Collection | April 2011 (Revised January 2015)

    The Eleganzia Group

    Elie Ofek, Elena Corsi, Bharat Sajnani, Sorina Casian-Botez and Francesco Tronci

    Eleganzia Group management faces tough decisions heading into the summer of 2010. With tourism on the decline due to the global economic recession, General Manager Giannuzzi must decide how to set prices at the Forte Village Resort, the Group's most well-known property. His management team is further divided on whether the pricing model at the resort should change to being all-inclusive (as opposed to one where guests are charged for each additional activity or dining option on a pay-as-you-go basis), and whether to convert a large number of the 4-star rooms into 5-star suites. Recently acquired properties, such as the Castel Monastero in Tuscany and the Maddalena Hotel & Yacht Club in north Sardinia, pose a branding challenge. Can all the properties, including the Forte Village, be successfully brought under one umbrella brand, namely, Eleganzia? Moreover, what should the character of each these new properties be?

    Keywords: pricing; Pricing strategy; Customer Management; branding; Customer Relationship Management; Price; Luxury; Business Strategy; Brands and Branding; Accommodations Industry; Travel Industry; Italy;

    Citation:

    Ofek, Elie, Elena Corsi, Bharat Sajnani, Sorina Casian-Botez, and Francesco Tronci. "The Eleganzia Group." Harvard Business School Case 511-115, April 2011. (Revised January 2015.)  View Details
    CiteView DetailsEducatorsPurchase Related

About the Author

Photo
Elie Ofek
T.J. Dermot Dunphy Professor of Business Administration
Co-Unit Head, Marketing
Marketing

View Profile »
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More from the Author

  • Case | HBS Case Collection | August 2019 (Revised October 2019)

    Paradigm Capital Value Fund

    Luis M. Viceira and Elena Corsi

    Karl Jan Erick Hummel had founded Paradigm Capital Value Fund in 2007 together with Columbia Business School Professor Bruce Greenwald, an expert in value investing and now chairman of the fund. The fund followed the principles of value investing to their target universe: publicly traded companies with market capitalization between €100 million and €4.5 billion based in Germany, the Nordic countries, the UK, and Ireland. Hummel and Greenwald believed they had developed an investing edge in that universe, ignored by large U.S.- and UK-based funds, through deep research and by locating their headquarters close to companies and their management. Hummel and his team of six analysts were based in a small suburb of Munich, Germany. Paradigm Capital Value Fund was highly concentrated, with 60% of its assets invested in four stocks, and held its positions for long periods of time. Hummel had to decide if it was time to divest from one of their main investments, a German manufacturer of rollover car washing systems, and instead invest in a German truck equipment supplier. At the same time, Hummel was concerned by how to grow the fund.

    Keywords: Investment Activism; Investment Portfolio; Financial Management; Growth and Development Strategy;

    Citation:

    Viceira, Luis M., and Elena Corsi. "Paradigm Capital Value Fund." Harvard Business School Case 220-014, August 2019. (Revised October 2019.)  View Details
    CiteView DetailsEducatorsPurchase Related
  • Teaching Note | HBS Case Collection | October 2019

    CIR Group: Passing Wealth through the Generations

    Lauren Cohen, Christopher J. Malloy and Elena Corsi

    Teaching Note for HBS No. 219-060.

    Citation:

    Cohen, Lauren, Christopher J. Malloy, and Elena Corsi. "CIR Group: Passing Wealth through the Generations." Harvard Business School Teaching Note 220-038, October 2019.  View Details
    CiteView DetailsPurchase Related
  • Teaching Note | HBS Case Collection | August 2019

    Autonomous Vehicles: Smooth or Bumpy Ride Ahead?

    Elie Ofek

    Teaching Note for HBS No. 520-008.

    Citation:

    Ofek, Elie. "Autonomous Vehicles: Smooth or Bumpy Ride Ahead?" Harvard Business School Teaching Note 520-027, August 2019.  View Details
    CiteView DetailsPurchase Related
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