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  • November 2012 (Revised July 2012)
  • Supplement
  • HBS Case Collection

Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis

By: Frank V. Cespedes and Alex Godden
  • Format:Print
  • | Language:English
  • | Pages:2
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Abstract

The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative pushchair (baby stroller) and, a year later, are looking for an order from a large retailer. The case requires students to prepare, deliver, and evaluate Sullivan's sales calls on two important retail buyers, Sam Cartwright of Mothercare and Anthony Pierce of John Lewis. The main case provides relevant background information about Faraway's market opportunity, business model economics, and scaling requirements. The (B) case provides information about Sam Cartwright's view of his job and supplier issues. The (C) case does the same for Anthony Pierce.

Keywords

Entrepreneurship; Management; Sales; Marketing; Consumer Products Industry; United Kingdom

Citation

Cespedes, Frank V., and Alex Godden. "Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis." Harvard Business School Supplement 813-106, November 2012. (Revised July 2012.)
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About The Author

Frank V. Cespedes

Entrepreneurial Management
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Related Work

    • March 2014
    • Faculty Research

    Andrew Sullivan and Faraway Ltd.

    By: Frank V. Cespedes
    • November 2012 (Revised July 2012)
    • Faculty Research

    Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis

    By: Frank V. Cespedes and Alex Godden
Related Work
  • Andrew Sullivan and Faraway Ltd. By: Frank V. Cespedes
  • Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis By: Frank V. Cespedes and Alex Godden
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