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Thumbnail image for product with reference number IMD-7-2119
Amazon in B2B - Friend or Foe? Rethinking Grundfos's European Distribution Channels
Case
-
Reference no. IMD-7-2119
Subject category: Strategy and General Management
Authors: Stefan Michel (International Institute for Management Development (IMD)); Kristian Hollund (International Institute for Management Development (IMD)); Bent Jensen (International Institute for Management Development (IMD)); Morten Jørgensen (International Institute for Management Development (IMD)); Imane Karboussi (International Institute for Management Development (IMD)); Jesper Gedsø Smith (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2020
Version: 20.03.2020
Length: 20 pages
Data source: Field research
Topics: Strategy diamond; Key success factor; Core competency; Strategy; Distribution; Digitalization; Business model; Value chain; Five Forces Framework
Share a link: https://casecent.re/p/169819
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Abstract

The 'Amazon in B2B - Friend or Foe' case describes a possible entry of Amazon B2B to the European Heating Ventilation and Air Condition (HVAC) industry. The case addresses questions like core competencies, Industry attractiveness, disruption, building and sustaining a competitive advantage. The readers can discuss how Grundfos should react to the growing online distribution channel and if the current Grundfos distribution model sustainable. Where the main objective is to come up with fourdistribution model alternatives that Grundfos can implement and choose the one that Grundfos shall pursue and argue why the model is chosen.

Time period

The events covered by this case took place in 2019.

Geographical setting

Region:
Europe

Featured companies

Amazon
Turnover:
USD 4.2 billion
Industry:
Mechanical engineering
Grundfos
Thumbnail image for product with reference number IMD-7-2119-T
Amazon in B2B - Friend or Foe? Rethinking Grundfos's European Distribution Channels
Teaching note
-
Reference no. IMD-7-2119-T
Subject category: Strategy and General Management
Authors: Stefan Michel (International Institute for Management Development (IMD)); Kristian Hollund (International Institute for Management Development (IMD)); Bent Jensen (International Institute for Management Development (IMD)); Morten Jørgensen (International Institute for Management Development (IMD)); Imane Karboussi (International Institute for Management Development (IMD)); Jesper Gedsø Smith (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2020
Version: 20.03.2020
Length: 14 pages
Data source: Field research
View full details

About

Abstract

The 'Amazon in B2B - Friend or Foe' case describes a possible entry of Amazon B2B to the European Heating Ventilation and Air Condition (HVAC) industry. The case addresses questions like core competencies, Industry attractiveness, disruption, building and sustaining a competitive advantage. The readers can discuss how Grundfos should react to the growing online distribution channel and if the current Grundfos distribution model sustainable. Where the main objective is to come up with fourdistribution model alternatives that Grundfos can implement and choose the one that Grundfos shall pursue and argue why the model is chosen.

Settings

Time period

The events covered by this case took place in 2019.

Geographical setting

Region:
Europe

Featured companies

Amazon
Turnover:
USD 4.2 billion
Industry:
Mechanical engineering
Grundfos

Related

Thumbnail image for product with reference number IMD-7-2119-T
Amazon in B2B - Friend or Foe? Rethinking Grundfos's European Distribution Channels
Teaching note
-
Reference no. IMD-7-2119-T
Subject category: Strategy and General Management
Authors: Stefan Michel (International Institute for Management Development (IMD)); Kristian Hollund (International Institute for Management Development (IMD)); Bent Jensen (International Institute for Management Development (IMD)); Morten Jørgensen (International Institute for Management Development (IMD)); Imane Karboussi (International Institute for Management Development (IMD)); Jesper Gedsø Smith (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2020
Version: 20.03.2020
Length: 14 pages
Data source: Field research
View full details