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Thumbnail image for product with reference number 9-394-042
Compact case
Deaver Brown and Cross River, Inc
Case
-
Reference no. 9-394-042
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); David Brown (Lancaster University Management School)
Published by: Harvard Business Publishing
Originally published in: 1993
Version: 15 November 1994
Length: 4 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Expansion; New product marketing; Personal selling; Pricing
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Abstract

Cross River makes and sells an innovative, folding baby stroller to the US market. The company has broken even in its first year, selling mainly to small retailers. CEO Deaver Brown urgently wants to expand distribution to national chains and has secured appointments with the buyers of Macy's and K-Mart. What pitch should he make?
Location:
United States
Industry:
Furniture
Size:
USD400,000 revenues, 4 employees
Other setting(s):
1971
Thumbnail image for product with reference number 5-898-246
Deaver Brown and Cross River Inc.
Teaching note
-
Reference no. 5-898-246
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); David Brown (Lancaster University Management School)
Published by: Harvard Business Publishing
Published in: 1998
Length: 12 pages
View full details
Thumbnail image for product with reference number 9-316-S03
Compact case
Deaver Brown and Cross River, Inc
Case
-
Reference no. 9-316-S03
Spanish language
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); David Deaver Brown (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 15 November 1994
Revision date: 11-Apr-2019
Length: 5 pages
Data source: Field research
Topics: Entrepreneurship; Distribution; Pricing; Personal selling; Expansion; New product marketing
View full details
Thumbnail image for product with reference number 9-813-104
Andrew Sullivan and Faraway Ltd
Case
-
Reference no. 9-813-104
Subject category: Entrepreneurship
Authors: Frank V Cespedes (Harvard Business School); Alex Godden (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2012
Version: 2 July 2014
Revision date: 29-Oct-2014
Length: 10 pages
Data source: Field research
Topics: Management; Entrepreneurship; Entrepreneurs; Marketing; Sales; Products
View full details

About

Abstract

Cross River makes and sells an innovative, folding baby stroller to the US market. The company has broken even in its first year, selling mainly to small retailers. CEO Deaver Brown urgently wants to expand distribution to national chains and has secured appointments with the buyers of Macy's and K-Mart. What pitch should he make?

Settings

Location:
United States
Industry:
Furniture
Size:
USD400,000 revenues, 4 employees
Other setting(s):
1971

Related

Thumbnail image for product with reference number 5-898-246
Deaver Brown and Cross River Inc.
Teaching note
-
Reference no. 5-898-246
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); David Brown (Lancaster University Management School)
Published by: Harvard Business Publishing
Published in: 1998
Length: 12 pages
View full details
Thumbnail image for product with reference number 9-316-S03
Compact case
Deaver Brown and Cross River, Inc
Case
-
Reference no. 9-316-S03
Spanish language
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); David Deaver Brown (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 15 November 1994
Revision date: 11-Apr-2019
Length: 5 pages
Data source: Field research
Topics: Entrepreneurship; Distribution; Pricing; Personal selling; Expansion; New product marketing
View full details
Thumbnail image for product with reference number 9-813-104
Andrew Sullivan and Faraway Ltd
Case
-
Reference no. 9-813-104
Subject category: Entrepreneurship
Authors: Frank V Cespedes (Harvard Business School); Alex Godden (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2012
Version: 2 July 2014
Revision date: 29-Oct-2014
Length: 10 pages
Data source: Field research
Topics: Management; Entrepreneurship; Entrepreneurs; Marketing; Sales; Products
View full details