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Case from journal
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Reference no. NAC1216
Published by: NACRA - North American Case Research Association
Published in: "The Case Research Journal", 1992
Length: 12 pages
Data source: Field research

Abstract

This case analyzes the decision Toni Cironi must make over whether to conduct a factory-direct-to-consumer warehouse sale for Singer sewing machines. Cironi''s prior experience with factory sales for Viking-White makes him wary of cannibalizing his higher-markup sales, but if he doesn''t conduct the sale some competitor will.

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Abstract

This case analyzes the decision Toni Cironi must make over whether to conduct a factory-direct-to-consumer warehouse sale for Singer sewing machines. Cironi''s prior experience with factory sales for Viking-White makes him wary of cannibalizing his higher-markup sales, but if he doesn''t conduct the sale some competitor will.

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