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Case | HBS Case Collection | September 2018

ProdEng: Services for Oil & Gas Extraction

by Frank V. Cespedes, Maria Fernanda Miguel and Mariana Cal

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Abstract

In 2016 unforeseen Oil and Gas industry-wide demand slump drove ProdEng’s average service rates down by more than 37%, with EBITDA margins falling from 50% to 24% in the second half of 2016. Although the Partners remained optimistic about ProdEng’s long-term fundamentals and management team, the short-term challenges required that they act rapidly. However, they had divergent views on the path forward. Should they stay the course and focus on their core competencies or should they rethinking their approach to sales and driving profitability via spot contracts in a highly uncertain time?

Keywords: entrepreneurship; Sales; marketing; pricing; strategy; Entrepreneurship; Sales; Marketing; Price; Strategy; Latin America; Argentina;

Language: English Format: Print 28 pages Educators

Citation:

Cespedes, Frank V., Maria Fernanda Miguel, and Mariana Cal. "ProdEng: Services for Oil & Gas Extraction." Harvard Business School Case 819-003, September 2018.

About the Author

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Frank V. Cespedes
MBA Class of 1973 Senior Lecturer of Business Administration
Entrepreneurial Management

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More from the Author

  • Article | Top Sales Magazine | February, 2019

    Sales Managers Must Manage

    Frank V. Cespedes

    Citation:

    Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February, 2019).  View Details
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  • Case | HBS Case Collection | December 2018

    Soybean Production in Argentina: The Duhau Group

    Jose B. Alvarez and Mariana Cal

    Crop-planning was affected by macroeconomic factors including international disputes, commodity prices, local tax and agricultural policies, etc. Enrique and Alejandro Duhau, co-owners of the Duhau Group, analyzed these factors, as well as technical and financial aspects, as they planned their 2019/2020 production. The Duhau Group was an agribusiness holding with $112 in revenues for 2018. That year, the Group harvested 112,000 hectares, produced 46,000 liters of milk a day, and 64,000 cattle were fattened at its feedlots.

    Keywords: trade negotiations; soybeans; production; trading; Agribusiness; Decision Making; Plant-Based Agribusiness; Decision Choices and Conditions; Decisions; Economics; Macroeconomics; Goods and Commodities; Government and Politics; International Relations; Trade; Agriculture and Agribusiness Industry; South America; Argentina;

    Citation:

    Alvarez, Jose B., and Mariana Cal. "Soybean Production in Argentina: The Duhau Group." Harvard Business School Case 519-033, December 2018.  View Details
    CiteView DetailsEducators Related
  • Case | HBS Case Collection | September 2016 (Revised October 2018)

    LabCDMX: Experiment 50

    Mitchell Weiss and Maria Fernanda Miguel

    There were probably 30,000 public buses, minibuses, and vans in Mexico City. Though, in 2015, no one knew for certain since no comprehensive schedule existed. This was why el Laboratorio para la Ciudad (or LabCDMX) had spawned an effort to generate a map of the labyrinth system that provided an estimated 14 million rides a day. Gabriella Gómez-Mont, the lab’s founder and director, had led her team in a project to crowdsource the routes from volunteer riders in what came to be known as Mapatón CDMX. After four pilots and a two-week “mapping marathon” later, she wondered exactly what to make of the lab’s 50th experiment? Was Mapatón successful?

    Keywords: public entrepreneurship; experimentation; lean startup; government; innovation; crowdsourcing; Open Data; transportation; Mexico; Mexico City; Entrepreneurship; Social Entrepreneurship; Innovation and Invention; Innovation Leadership; Government Administration; Transportation; Transportation Industry; Mexico City; Mexico;

    Citation:

    Weiss, Mitchell, and Maria Fernanda Miguel. "LabCDMX: Experiment 50." Harvard Business School Case 817-031, September 2016. (Revised October 2018.)  View Details
    CiteView DetailsEducatorsPurchase Related
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