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The CKGSB Case Center

  • The rise of local shampoo brands was hard on P&G, but the company eventually emerged victorious. What's the inside story?
    Keywords:
    shampoo, market entry, competition, marketing strategy, local brands, business model, innovation
    Case advisor: Liao Jianwen

    In the "easy entry" shampoo industry, Procter & Gamble has always taken the lead. But during its history, the company has also encountered some formidable opponents. Since 1988, when the first bottle of Head & Shoulders shampoo arrived in China, until 1995, P&G had virtually no competitors other than Unilever, its traditional industry rival. However, P&G had no way to foresee the emergence of several local Chinese competitors.

  • How did Wang Zhentao persuade his family to leave the family firm?
    Keywords:
    shoes, manufacturing, family business, business model, professional managers
    Case advisor: Teng Bingsheng

    In 1989, Wang Zhentao founded the predecessor to the Aokang Group, the Yongjia Olin shoe factory. After 20 years of development, this company became one of the largest footwear manufacturers in China. By 2007, the company had 40 billion RMB in sales, 20,000 employees, three major manufacturing bases, and more than 3,000 chain stores. However, business was not always so good.

  • From mail-order to the mall
    Keywords:
    retail, strategy, transformation, e-commerce, outlets
    Case advisor: Teng Bingsheng

    Domestic mail-order giant Mecox Lane's development was not all smooth sailing. After launching in 1996 its performance was lackluster, with the company even reaching the edge of bankruptcy at one point. With the arrival of Gu Beichun, Mecox Lane came back to life, and since then the company has continued to grow rapidly.

  • From Bricks and Mortar to Online Business
    Keywords:
    retail, online, e-commerce, outlet
    Case advisor: Teng Bingsheng

    By 2008, 360Buy's sales had reached 360 million RMB, occupying nearly half of China's online retail market. However, less well-known is the fact that 360Buy's roots were not online retail, but rather real brick-and-mortar retail. This case study explores in detail the business model adopted by 360Buy as well as the unique business philosophy of the Liu Qiangdong himself.

  • An Overview of China's Mobile Phone Industry
    Keywords:
    mobile phone, market, consumer
    Case advisor: Liao Jianwen, Teng Bingsheng

    To supplement "K-Touch: Business Model Transformation (A)," this case study discusses the evolution of the mobile phone industry from the perspective of people's ever-changing needs.

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