Describes the organization and operation of the Handleman Co., a mediator in the music industry, recorded music buys and sells it to mass retailers like Wal-Mart. The company provides sales, inventory management, retail merchandising and category management, their retail customers. It differs by tracking trends in the music industry, and ensuring that the trends in music popularity translate to the corresponding ranges in each store. Tells … Read more »

Describes the organization and operation of the Handleman Co., a mediator in the music industry, recorded music buys and sells it to mass retailers like Wal-Mart. The company provides sales, inventory management, retail merchandising and category management, their retail customers. It differs by tracking trends in the music industry, and ensuring that the trends in music popularity translate to the corresponding ranges in each store. Recounts the changes that Handleman has made in the organizational structure, processes and systems to support their business. Describes the challenges the president of the entertainment division in light of the increasing product proliferation, price pressures, the need for growth, and the advent of online music.
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Janice H. Hammond,
Kevin Dolan
Source: Harvard Business School
30 pages.
Publication Date: Apr 14,, 2005. Prod #: 605024-PDF-ENG
Handleman Co. HBR case solution

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