In 1992, when the president of the MEM (a manufacturer of personal care products, including men’s fragrances) redirecting sales efforts and changes in sales compensation policy. All changes must also be the context of strategic decisions concerning English leather, the company major product line. The case provides data on behavior and attitudes in the product category, as well as information about how changes in competition and distribution channels … Read more »

In 1992, when the president of the MEM (a manufacturer of personal care products, including men’s fragrances) redirecting sales efforts and changes in sales compensation policy. All changes must also be the context of strategic decisions concerning English leather, the company major product line. The case provides data on behavior and attitudes in the product category, as well as information about how to influence changes in competition and distribution channels, the brand.
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from
Frank V. Cespedes,
Laura Goode
Source: Harvard Business School
27 pages.
Publication Date: Sep 28, 1992. Prod #: 593035-PDF-ENG
MEM Co., Inc.: English Leather HBR case solution