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Case
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Reference no. 9-396-371
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 9 November 2018
Revision date: 19-Dec-2018
Length: 8 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy; Risk management; Risk mitigation; Employee retention
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Abstract

By 1993, Ecolab has established a dominant market position in the institutional cleaning industry. As the company's principal competitor, Diversify, drives sales aggressively, Ecolab president Al Schuman faces a choice about how best to market Ecolab's offerings. Should Ecolab's sales personnel continue to focus on building relationships first and worrying about numbers only later? Or has the time come to change the firm's approach? Even as Schuman focuses on this choice, there are some faint rumblings of internal dissension.
Location:
Minnesota
Industry:
Professional, scientific & technical services
Size:
USD1 billion revenues, 2,000 employees
Other setting(s):
1993
Teaching note
-
Reference no. 5-397-103
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1997
Version: 5 June 1998
Length: 15 pages
Data source: Field research
View full details
Case
-
Reference no. 9-319-S29
Spanish language
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 2018
Version: 9 November 2018
Revision date: 18-Sep-2019
Length: 9 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy; Risk management; Risk mitigation; Employee retention
View full details
Compact case
Supplement
-
Reference no. 9-396-374
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 18 October 2005
Length: 1 pages
Data source: Field research
Topics: Marketing strategy; Customer relationship management
View full details
Compact case
Supplement
-
Reference no. 9-397-105
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1997
Version: 18 October 2005
Length: 2 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy; Organizational culture; Sales
View full details
Compact case
Supplement
-
Reference no. 9-397-106
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1997
Version: 18 October 2005
Length: 1 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-214
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 3 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-215
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 3 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-216
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 2 pages
Data source: Field research
Topics: Marketing strategy; Customer relationship management
View full details
Compact case
Supplement
-
Reference no. 9-898-279
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 4 pages
Data source: Field research
Topics: Marketing strategy; Customer relationship management
View full details

About

Abstract

By 1993, Ecolab has established a dominant market position in the institutional cleaning industry. As the company's principal competitor, Diversify, drives sales aggressively, Ecolab president Al Schuman faces a choice about how best to market Ecolab's offerings. Should Ecolab's sales personnel continue to focus on building relationships first and worrying about numbers only later? Or has the time come to change the firm's approach? Even as Schuman focuses on this choice, there are some faint rumblings of internal dissension.

Settings

Location:
Minnesota
Industry:
Professional, scientific & technical services
Size:
USD1 billion revenues, 2,000 employees
Other setting(s):
1993

Related

Teaching note
-
Reference no. 5-397-103
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1997
Version: 5 June 1998
Length: 15 pages
Data source: Field research
View full details
Case
-
Reference no. 9-319-S29
Spanish language
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 2018
Version: 9 November 2018
Revision date: 18-Sep-2019
Length: 9 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy; Risk management; Risk mitigation; Employee retention
View full details
Compact case
Supplement
-
Reference no. 9-396-374
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 18 October 2005
Length: 1 pages
Data source: Field research
Topics: Marketing strategy; Customer relationship management
View full details
Compact case
Supplement
-
Reference no. 9-397-105
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1997
Version: 18 October 2005
Length: 2 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy; Organizational culture; Sales
View full details
Compact case
Supplement
-
Reference no. 9-397-106
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1997
Version: 18 October 2005
Length: 1 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-214
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 3 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-215
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 3 pages
Data source: Field research
Topics: Customer relationship management; Marketing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-216
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 2 pages
Data source: Field research
Topics: Marketing strategy; Customer relationship management
View full details
Compact case
Supplement
-
Reference no. 9-898-279
Subject category: Strategy and General Management
Authors: Ashish NANDA
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 18 October 2005
Length: 4 pages
Data source: Field research
Topics: Marketing strategy; Customer relationship management
View full details