Med-Mart, Transitioning the Business Model (B)

Title:

Med-Mart, Transitioning the Business Model (B)

GSB Authors:

James Lattin

Mark Leslie

All Authors:

Lattin, James

Leslie, Mark

Yurday, E.

Date:

2003-07-14

Abstract:

E-163B is supplemental material to E-163A, Med-Mart: Transitioning the Business Model (A), and should be handed out in class as discussion progresses. Med-Mart CEO Peter Kelly's revised business strategy and new sales compensation plans are presented for consideration.

Collection:

Faculty Publications

Keywords:

entrepreneurship

sales compensation

sales management

sales agents

strategy implementation

business models

Publication URL:

https://gsb.stanford.edu/faculty-research/case-studies/med-mart-transitioning-business-model-b

Academic Area:

Marketing

Publication Type:

Cases