Med-Mart: Transitioning the Business Model (C)

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Compact case

Supplement

Reference no. E163C

Subject category: Entrepreneurship

Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Erin Cunningham Yurday (Stanford Graduate School of Business, Stanford University)

Published by: Stanford Business School

Originally published in: 2003

Version: 14 July 2003

Length: 1 pages

Data source: Field research

Topics: Sales compensation; Sales management; Sales agents; Entrepreneurship; Strategy implementation; Business models

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Abstract

This is supplemental material to (E163A) 'Med-Mart: Transitioning the Business Model (A)', and (E163B), and should be handed out in class as discussion progresses. The results, one year later, of Med-Mart CEO Peter Kelly's revised business strategy and new sales compensation plans are presented for consideration.

Location:

Northern California

Industry:

Home medical supply

Size:

200 employees, USD18 million revenues

Other setting(s):

1995