Tuesday, September 3, 2013

Archibald's Black & Decker (B): All Aboard For DeWalt

CHRISTEN Markus, SOBERMAN David A.
©2013 INSEAD Case Study

Having turned around the financial performance of Black & Dekcer, CEO Nolan Archibald faces a significant decline in market share in one customer segment for its flagship product, power tools, as a result of strong competition from Makita, a Japanese manufacturer. Does this problem require a change to an otherwise successful brand?

Pedagogical Objectives: To open a discussion of brands and the difference between brands and products, as well as an in-depth examination of brand positioning and brand portfolio management. Case (B) focuses on the implementation of a branding strategy through the company's sales force, allowiing for a discussion about the relationship between marketing and sales.