SESSION SCHEDULE
No.
Date
Case/Readings
Overview
1
03/26
Course introduction, Issues in Channel Management Note, Stainmaster Case, Push-Pull SMR Article
2
03/27
Stainmaster case continued, Retail Price Maintenance Antitrust Source.com Article, Issues in Channel Management Note.
3
04/01
Aqualisa Quartz Shower Case
Article write-up partners and Final project teams due on Google spreadsheet by 1.00 PM
Student Leads: Last names A through E
Module 1: Channel Design, Coordination, and Evolution
4
04/02
Cisco Case, Re-channeling Sales McKinsey Quarterly Article, Channel Audit Note
Student Leads: Last names F through J
5
04/08
Progressive Insurance Case, Managing Multiple Channels Note, Steering Customers to the Right Channels McKinsey Article
Student Leads: Last names K through O
6
04/09
Guest Speaker: Jim Weber, CEO/President Brooks Sports
SWRITE1- SWRITE2
7
04/15
Arrow Electronics Case, Designing Channels Note, Steering Customers McKinsey QuarterlyArticle, Channel Audit Note,
Project proposals due by 1.00 pm
Student Leads: Last names P through T
8
04/16
Levi’s at Wal-Mart Case, Managing Multiple Channels Note
Student Leads: Last names U through Z
9
04/22
Power of Brand in the Multichannel World, Module Wrap-up
SWRITE3-SWRITE5
Module 2: Channel Management and the Marketing Mix
10
04/23
Sorrell Ridge Case, Slotting Allowances JM Article, Push-Pull Article
Student Leads: Last names A through E
11
04/29
Snapple case
SWRITE6
Student Leads: Last names F through J
14
12
04/30
Trade Promotion SMR Article, P&G Value Pricing Article, Retailer Promotion Pass-Through Article, Promotion Effectiveness at
CVS Marketing Science Article, Vendor Incentives CPA Journal Article
SWRITE7-SWRITE10
13
05/06
H-E-B Brands Case, Retail Margins JM Article, Store Loyalty JM Article, Proliferating Private Label Portfolios JMR Article
Student Leads: Last names K through O
14
05/07
Catalina Case
SWRITE11-SWRITE13
Student Leads: Last names P through T
15
05/13
The Power of Data: From Category Management to Loyalty Programs to Shopper Marketing, Category Management Articles,
Tesco Clive Humby interview
SWRITE14
16
05/14
Guest Speaker: Kirk Hendrickson, Founder/CEO, Eye Faster
17
05/20
Hilton Honors Worldwide Case, Do Rewards Create Loyalty Article
SWRITE15
Student Leads: Last names U through Z
18
05/21
Course Wrap-Up; Power-Performance Conundrum Article
SWRITE16
Note: The final project is due by 1.00 pm on Monday, May 27
15