Product details

This is the second of a two-case series (IMD-3-0895 and IMD-3-0896). As a follow-up to the (A) case, it chronicles what happened at the company between May and July 2000, prior to the company''s sudden sale to Wal-Mart. (Instructors should note that the real name of the company is HomeWarehouse.com. The case authors intentionally disguised the identity of the company to conceal the outcome.) In the case, Richard Shane, the company''s founder and first Chief Executive Officer, explains what mistakes were made and what he has learned from running an Internet company. In particular, Shane discusses the challenges of working with venture capital firms and how Internet companies should avoid a strategy of spending unlimited amounts to acquire customers.