Case 2 Analysis: Shopify

Shopify

Case

 

Questions for Discussion:

 

6-16: Compare and contrast the nature of the business mar­ket structure and demand relative to consumer market structure and demand for Shopify’s services.

 

6-17: Discuss how a potential client for Shopify might go through the business buyer decision.

 

6-18: How does the concept of the buying center apply to Shopify?

 

6-19: How much of a threat does competition pose in Shopify’s future?

 

2

This is a B2B sale, that facilitates the B2C sale for others.

Industrial demand caused by

consumer demand.

Derived Demand

Distribution and Organizational Marketing Lecture

6

 

 

THE BUYING

CENTER

6-18

 

BUYING CENTER MEMBERS

 

Marketing- When a purchasing decision has an effect on the

marketability of the firm’s product.

Manufacturing- Responsible for determining the feasibility

& economic considerations of producing end products.

Research & development- Involved in initial development

of products & processes & set broad specifications for

components & materials criteria.

 

General management- Top management is likely to be involved when the purchase situation is unusual.

 

Purchasing- Specialists with negotiation expertise & close working relationships with suppliers. They are generally dominant decision makers.

WHO MAKES ORGANIZATIONAL

BUYING DECISIONS?

Initiators: Perceive a problem /opportunity that may require

the purchase of a new product/service.

Users: People who must use or work with the product/service,

they often influence the purchase decision.

Influencers: Provide information for evaluating alternative

products & suppliers, they play a major role in

determining the specifications & the criteria to use.

Gatekeepers: Control the flow of information to other people

involved in the purchasing process.

Buyers: They have the authority to contact suppliers &

negotiate purchases.

Deciders: The person with the final authority to make a

purchase decision.

THE BUYING CENTER

 

Initiator: Recognizes that some company problem can be

solved by acquiring a product/service.

Gatekeeper: Problem or product expert.

Influencer: “Has a say” if purchase is made or not.

Deciders: People who say “yes” or “no” to purchase.

Purchaser: Concerned with obtaining product/service.

User: Concerned with using product/service.

 

TECHNICAL BUYING INFLUENCE

 

 

Role: To eliminate alternatives

 

Characteristics: Focuses on quantifiable

aspects of product & service

Gatekeeper

Can only say “no,” not “yes”

 

Focus: Product specifications

ECONOMIC BUYING INFLUENCE

 

 

 

Role: Gives final approval

 

Characteristics: Access to money

Can release money

Veto power

 

Focus: Total organization

Bottom line

 

Competition

 

Shopify: 31% Market Share

WooCommerce (8% and gaining)

Magneto

 
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Case Study For Forecast

Case Method:

Cases provide a context for application of analytic concepts, and illustrate the issues that arise in the complex decision-making situations that typically face top-management. As in real business problems, there are no “right’’ answer for case studies that we will examine in the course, although there are correct and incorrect ways to analyze or approach them. The challenge for the student is to (1) examine the facts and the data contained in the case, (2) employ the analytical frameworks learned in earlier classes (and concurrently), (3) reach conclusions, and (4) make specific recommendations that will resolve the issues presented by the case.

To prepare for a case discussion, you should read each case and analyze the data that it presents. Texts and readings from earlier courses should be used to the extent that they assist in your preparation. A thorough preparation for discussions includes systematically (1) outlining the major issues presented by the case, (2) identifying the analytical techniques or frameworks appropriate for resolving the problem, and (very important) (3) outlining steps to implement a specific course of action that is supported by the analysis. I would strongly recommend you to review the “Note to the Student: How to Study and Discuss Cases”.

Questions to think about while reading cases:

  • What are the basic facts? What are the characteristics of the company and the market?
  • Who are the key players? What are their objectives?
  • Is there an organization in distress? Is there an undeveloped market opportunity?
  • If so, what are the symptoms? What are the measures or evidence? Are they biased?
  • Are there underlying problems or trends? What are they? How do we know?
  • Is there one transcendent problem or opportunity? What is it? How do we know?
  • What decisions need to be made? What are the alternatives for action?
  • What are the pros and cons of each alternative? How do we evaluate them?
  • Which alternative do you recommend? Why?
  • What should we learn from this case?
  • How does this case relate to the course topic? To other cases? To the reading?

Suggested Format for Case Reports:

Case reports are individual assignments. The purpose of the case report is to synthesize all the knowledge you gain in the class relevant to the case and channel it to solve an operational problem. Your case report should be less than 5 pages using 1.5 line spacing and include the following sections: Executive Summary (not more than ½ page), Background and Issues, Situation Analysis, Evaluation of Potential Solutions, and Recommendations.

The Executive Summary is a summary of the report that explains the problem and the proposed recommendations. In the Background and Issues section you describe the situation under study (do not rewrite the case) and identify the key issues addressed by the report. In the Analysis section provide the details of your analysis. You should first start with listing the assumptions made, if any. Then explain the approach taken to analyze the situation, and how you have arrived to the recommendations/findings listed in the following section (Detailed reasoning and analysis in support of your recommendations/findings should be given in an Appendix). If appropriate, you can also suggest further issues to be examined or further studies to be done. In the Evaluation section you will propose potential solutions and evaluate each of them. Finally, in the Recommendations section you should propose a set of specific actions along with the key reasons in support of your recommendations. This section will be the conclusion to your report. You may use bullets when appropriate.

The grades on the reports will be based on the logical consistency, precision and analytic structure of the paper. Specifically you should think about the extent to which the report

  • Grounds the analysis on the analytical concepts discussed in class;
  • Explicitly states the assumptions in the analysis;
  • Isolates the fundamental problems for the situation, and remains focused on these;
  • States criteria for choosing among alternative action plans;
  • Integrates the action plans with the analysis;
  • Ensures that the action plans are situation-contingent;
  • Is persuasive that the action plans are reasonable, effective and efficient.

    Student+Simple ES

    HBP Product No.: ST5WS
    UST005/WSS/1207
    Simple Exponential Smoothing Model
    MM-YY Period Sales Forecast Error Absolute Alpha = 0.4
    t St Ft St – Ft Error
    Jul-09 1 3,924 Formula
    Aug-09 2 2,619 3,924 -1,304 1,304 F2 = S1
    Sep-09 3 6,920 3,402 Ft+1 = Alpha*St + (1 – Alpha)*Ft
    Oct-09 4 5,676 Percentage Error = (St – Ft) / St * 100%
    Nov-09 5 8,348
    Dec-09 6 6,044
    Jan-10 7 6,877
    Feb-10 8 6,535
    Mar-10 9 6,395
    Apr-10 10 6,684
    May-10 11 5,414
    Jun-10 12 3,180
    Jul-10 13 4,350
    Aug-10 14 3,175
    Sep-10 15 6,935
    Oct-10 16 6,356
    Nov-10 17 8,919
    Dec-10 18 7,146
    Jan-11 19 7,763
    Feb-11 20 7,397
    Mar-11 21 7,286
    Apr-11 22 7,498
    May-11 23 6,386
    Jun-11 24 4,209
    Jul-11 25 4,825
    Aug-11 26 3,764
    Sep-11 27 7,066
    Oct-11 28 7,015
    Nov-11 29 9,535
    Dec-11 30 8,278
    Jan-12 31 8,773
    Feb-12 32 8,393
    Mar-12 33 8,288
    Apr-12 34 8,432
    May-12 35 7,455
    Jun-12 36 5,346
    MAD =
    This spreadsheet is created by Professor Ronald Lau to accompany the teaching note, Reference No.: UST005/TN/1808 (HBP Product No.: ST5T), of the case : Chinese Pharmaceuticals (HK) Limited: Effective Forecasting for Optimal Inventory Management, Reference No.: UST005/1808 (HBP Product No.: ST5). © 2012 by The Hong Kong University of Science and Technology. This publication may not be digitized, photocopied or otherwise reproduced, posted, or transmitted without the permission of the Hong Kong University of Science and Technology.

    You should exclude the data of the first two cycles (24months) when calculating the average error (Mean Absolute Deviation), as it takes time for exponential forecasting model to establish before providing an accurate demand forecast

    Student+Adaptive ES

    HBP Product No.: ST5WS
    UST005/WSS/1207
    Adaptive Smoothing Model
    MM-YY Period Sales Forecast Abolute % Error Absolute %
    t St Ft Error (in dec.) Error (in dec.) Formula
    Jul-09 1 3,924 F2 = S1
    Aug-09 2 2,619 3,924 1,304 0.498 0.498 Ft+1 = Alpha t+1*St + (1-Alpha t+1)*Ft
    Sep-09 3 6,920 3,274 Percent Error: PEt = (St – Ft) / St * 100%
    Oct-09 4 5,676
    Nov-09 5 8,348 Alpha t+1 = 0.00001, if | PE t | = 0
    Dec-09 6 6,044 Alpha t+1 = 0.99999, if | PE t | > 1
    Jan-10 7 6,877 Alpha t+1 = | PE t | otherwises
    Feb-10 8 6,535
    Mar-10 9 6,395
    Apr-10 10 6,684
    May-10 11 5,414
    Jun-10 12 3,180
    Jul-10 13 4,350
    Aug-10 14 3,175
    Sep-10 15 6,935
    Oct-10 16 6,356
    Nov-10 17 8,919
    Dec-10 18 7,146
    Jan-11 19 7,763
    Feb-11 20 7,397
    Mar-11 21 7,286
    Apr-11 22 7,498
    May-11 23 6,386
    Jun-11 24 4,209
    Jul-11 25 4,825
    Aug-11 26 3,764
    Sep-11 27 7,066
    Oct-11 28 7,015
    Nov-11 29 9,535
    Dec-11 30 8,278
    Jan-12 31 8,773
    Feb-12 32 8,393
    Mar-12 33 8,288
    Apr-12 34 8,432
    May-12 35 7,455
    Jun-12 36 5,346
    MAD =
    (MAD for last 12 months only)

    You should exclude the data of the first two cycles (24months) when calculating the average error, as it takes time for exponential forecasting model to establish before providing an accurate demand forecast

    Student+Full ES

    HBP Product No.: ST5WS
    UST005/WSS/1207
    Exponential Smoothing with Trend and Seasonality Model
    MM-YY Period Sales Level Trend Seasonality Forecast Absolute % Error Absolute %
    t St Lt Tt It Ft Error (in dec.) Error (in dec.)
    Jul-09 1 3,924 5718 0 0.686 3,924 Alpha = 0.1 Beta = 0.2 Gamma = 0.15
    Aug-09 2 2,619 5718 0 0.458 2,619
    Sep-09 3 6,920 5718 0 1.210 6,920 Initialization (1<= t <= 12) Note: This procedure helps determine the initial values of Seasonality for the first year
    Oct-09 4 5,676 5718 0 0.993 5,676 Set Ft = St Tt = 0 Lt = average of first year sales
    Nov-09 5 8,348 5718 0 1.460 8,348 It = St / average of first year sales
    Dec-09 6 6,044 5718 0 1.057 6,044
    Jan-10 7 6,877 5718 0 1.203 6,877 Formula (for t>12)
    Feb-10 8 6,535 5718 0 1.143 6,535
    Mar-10 9 6,395 5718 0 1.118 6,395 Lt = Alpha (St / It-c) + (1 – Alpha) (L t-1 + Tt-1)
    Apr-10 10 6,684 5718 0 1.169 6,684 Tt = Beta (Lt – Lt-1) + (1 – Beta) Tt-1
    May-10 11 5,414 5718 0 0.947 5,414 It = Gamma (St / Lt) + (1-Gamma) It-c
    Jun-10 12 3,180 5718 0 0.556 3,180
    Jul-10 13 4,350 5,780 12 0.696 3,924 F t+m = ( Lt + (Tt * m) ) * It-c+m (for m-step-ahead forecast)
    Aug-10 14 3,175 5,906 35 0.470 2,653
    Sep-10 15 6,935 5,921 31 1.204 7,191
    Oct-10 16 6,356 5,997 40 1.003 5,908
    Nov-10 17 8,919 6,044 41 1.462 8,813 For F13 to F36:
    Dec-10 18 7,146 6,153 55 1.073 6,433 Ft +1= (Lt+Tt)*It+1-c
    Jan-11 19 7,763 6,233 60 1.209 7,466 e.g. F17= (L16+T16)*I5 (seasonal cycle c = 12)
    Feb-11 20 7,397 6,310 63 1.147 7,191
    Mar-11 21 7,286 6,388 66 1.122 7,128
    Apr-11 22 7,498 6,450 66 1.168 7,544
    May-11 23 6,386 6,539 70 0.951 6,169
    Jun-11 24 4,209 6,705 89 0.567 3,675
    Jul-11 25 4,825
    Aug-11 26 3,764
    Sep-11 27 7,066
    Oct-11 28 7,015
    Nov-11 29 9,535
    Dec-11 30 8,278
    Jan-12 31 8,773
    Feb-12 32 8,393
    Mar-12 33 8,288
    Apr-12 34 8,432
    May-12 35 7,455
    Jun-12 36 5,346
    Average Error =

    You should exclude the data of the first two cycles (24months) when calculating the average error, as it takes time for exponential forecasting model to establish before providing an accurate demand forecast

    Student+Inv. Development

    HBP Product No.: ST5WS
    UST005/WSS/1207
    Replenishment Template of Notoginseng Capsules (Lead time = 2 months)
    Warehouse capacity of inventory 25,000 Safety stock =
    MM-YY Beginning Inventory (Book Record) Stock to be received in the month Stock in Transit (to be received in next month) Inventory Position Inventory required covering lead time & review period Order Quantity Actual Demand Forecast Demand Buffer (gift for promotion) Forecast & Buffer
    Definition (=Beg. inv. of last month + stock received – actual demand) (= Order quantity 2 months ago) (= Order quantity 1 month ago) (= Beginning inventory + Stock receipt + Stock in transit) (= Sum of forecast & buffer for the current month and lead time) (= Forecast demand over vulnerable period + Safety stock – Inventory position) Given Results from Forecast Model (= forecast*0.2) (= forecast + buffer)
    Mar-11 26,662 0 0 0 Legend 7,286 4,813
    Apr-11 0 0 0 Order 7,498 4,244
    May-11 1000 No need to order 6,386 3,727
    Jun-11 4,209 3,275
    Jul-11 4,825 3,664
    Aug-11 3,764 3,569
    Sep-11 7,066 7,833
    Oct-11 7,015 8,377
    Nov-11 9,535 11,224
    Dec-11 8,278 8,315
    Jan-12 8,773 8,328
    Feb-12 8,393 7,616
    Mar-12 8,288 7,375
    Apr-12 8,432 7,482
    May-12 7,455 6,567
    Jun-12 5,346 5,033
    Jul-12
    Aug-12
    Sep-12
    Oct-12
    Nov-12
    Dec-12
    Jan-13
    Feb-13
    Mar-13
    Apr-13
    May-13
    Jun-13
 
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Designing Value-Based Service

Assignment 2: Designing Value-Based Service

As the rate of innovation increases, companies face expanding product/service lines, shorter product and service lifecycles, and more frequent product/service transitions. All of these can bring tremendous value but also pose enormous challenges and risks.

The article “The Art of Managing New Product Transitions” by Erhun, Gonclave, and Hopman from the readings for this module includes a matrix titled “Product Factors and Risk Drivers” which focuses on Intel, a company that manufactures high-tech products. Based on your readings and research, address the following issues:

  • Redesign the product risk factor matrix so that the factors are appropriate for a services firm that delivers traditional tax accounting and audit services. For example, among the supply risks, assume that the company relies on individuals with specific knowledge of the tax law in the jurisdictions where its clients operate, be it state, federal, or foreign.
  • Now, assume that the firm wants to develop a management consultancy practice. (Alternatively, you may choose to add a legal services line instead.). Create a separate new matrix that summarizes the additional risk factors for this firm launching a management consultancy or legal services line. What additional risk factors are you adding to your matrix?
  • Explain how the business risks differ between traditional tax and audit services and management consulting services. In your opinion, what are the three biggest risks the firm faces if it diversifies into the new service line?
  • Recommend whether the firm should organically grow into a consultancy service or acquire a third party to achieve new goals. Justify your recommendations.

Develop a 10-slide presentation in PowerPoint format. Apply APA standards to citation of sources. Use the following file naming convention: LastnameFirstInitial_M4_A2.ppt.

Be sure to include the following in your presentation:

  • A title slide
  • An agenda slide
  • A reference slide
  • Headings for each section
  • Speaker notes to support the content in each slide

By Saturday, March 30, 2013, deliver your assignment to the M4: Assignment 2 Dropbox.

Assignment 2 Grading Criteria
Maximum Points
Redesigned the product risk factor matrix for a services firm that has traditionally provided tax and audit services and now wants to develop into a management consultancy.
16
Created a new matrix that summarizes the additional risk factors for this firm launching a management consultancy or legal services line. Identified additional risk factors to add to the matrix.
12
Explained how the business risks differ between these two types of services. Listed and ranked the three biggest risks if the firm diversifies into the new service line.
12
Made recommendations with appropriate justification on whether the firm should organically grow itself into a consultancy or acquire a third party to achieve its goals
12
Wrote in a clear, concise, and organized manner; demonstrated ethical scholarship in accurate representation and attribution of sources; displayed accurate spelling, grammar, and punctuation.
8
Total:
60
 
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Economic Environment 

American Apparel:

Submit your completed strategy and change management plan. It should include all critical elements of the final project, incorporating all feedback and knowledge gained in the course.

 

1 Assignment:Economic Environment

 

In 2018 I worked in a soft drinks company where they adopted the recent technology in the production to increase the production rates and the accuracy of the quality of the products. After the introduction of the technology in the company, a large number of people lost their jobs since the tech replaced the labour and was cheaper than the manual production that involved individuals directly. The technological factors are one of the external factors that are increasingly affecting the business organization. The business changes relate to the presence and the development of technology.

The technology increases the supply of the products. The increase in the supply enables the company to keep up with the demand for the soft drinks. The technology enables the company to increase the productivity and the communication between the suppliers and the consumers. The company can cut down the waste as well as keep up with the demands due to technological advancement. The technology also increased the accuracy in production due to the machinery that was more accurate than the human labour and the company was able to cut down the waste again. The company reduced its expenditure in terms of the losses incurred due to poor production.

It is important to consider the environment while thinking about the strategy change. The supply and demand within the business affect organizational ability. The demand and the supply stimulate each other impacting the prices of the goods and services in the budget. The customer’s interest in specific products exhausts the supply available and increases demand. The demand and supply of goods and services have a high influence in determining the prices of goods and services. The prices of the product are likely to fall if the supply keeps on growing and if the supply keeps on decreasing the prices are likely to keep on growing (Becker, 2017). However, with the market economy, the interest consumers, as well as the companies, produce limits product that matches the demand and the supply and it is used in determining the product development and production.

References

Becker, G. S. (2017). Economic theory. Routledge.

Introduction to Economics; Market Equilibrium and Market Forces

Macroeconomics: Crash Course Economics #5

 

2 Assignment: American Apparel

 

American Apparel Company is a clothing Manufactures Company. The company designs its clothing distributes and markets its products. It is situated in North America. It is one of the largest marketing companies situated in Northern America. The mission declaration of American Apparel Firm declares that the company is dedicated to high-quality yields, underling care, confines in the business and art, project and tech. The mission statement indicates that the company ensures they preserve the needs of the workers. The company makes Quality clothes without exploiting the workers (Moor, and Littler, 2014). Most of the company workers have indicated that they remain in the company due to the company’s mission statement. The company manufactures in the US because the states is a vivacious T-shirt arcade globally. That makes the market the most effectual residence to produce the T-shirts.

Company Vision 

The Vision declaration of the company is a commitment to High Feature Goods through Art, enterprise and tech. The company meets the mission statement through the strategies indicated in the vision statement. The company utilized the technology and passion to cope with the ethical practices within the clothing industry (Keist, 2015). The company has integrated manufacturing, distribution and creative processes that ensure that the company is more efficient in comparison to the companies that rely on the offshore subcontracting.

The company’s culture identifies an exceptional enactment and endorses the performances in the interior. The company embraces the ideas of the workers. The workers have an opinion and they impact the path of the corporation. Through the labors, the company is embraced with several ideas and a high number of innovations through the worker’s creativity. The company ensures that they maintain their worker through ethical practices. They do not exploit the workers due to the labor and transport costs that have been increasing since the company believes it is morally offensive.

Company Challenges 

The company faces challenges that affect efficiency. The first challenge the company faces is how best the company can reach its evolving customer. The supply chain has become important to consumers due to transparency (Ma, Lee, and Goerlitz, 2016). The consumer does not pay for sustainability since many consumers cannot afford which eaves the brands in a pickle. The costs are then pushed upstream on the consumers or downstream to the consumers if they are not out rightly absorbed by the brands.

The second challenge that the company faces is how to adapt to the rapidly changing sourcing environment. The apparel source series is founded on big-data gears and artificial intellect tech that are an indication of prospect for style businesses. The business is rapidly shifting in nature fetching more globalized, supply series founded, tech concentrated and data determined in nature.
References

Keist, C. N. (2015). Quality control and quality assurance in the apparel industry. In Garment Manufacturing Technology(pp. 405-426). Woodhead Publishing.

Ma, Y. J., Lee, H. H., & Goerlitz, K. (2016). Transparency of global apparel supply chains: Quantitative analysis of corporate disclosures. Corporate Social Responsibility and Environmental Management, 23(5), 308-318.

Moor, L., & Littler, J. (2014). Fourth worlds and neo-Fordism: American apparel and the cultural economy of consumer anxiety. In Cultural Studies and Anti-Consumerism (pp. 192-215). Routledge.

 

3 Assignment: Introduction and Analysis of Business Environment

 

Introduction

The company is a clothing manufacturer is in North America. It was formed by Dov Charney who a prominent businessman in the year was 1989. The company was vertically integrated and ranked as one of the top manufacturers in the North of America. He formed the company when he was just a student. By the time of its formation, the company was not really destined for greatness (Noel, 2015). The idea behind its formation was to sell t-shirts. However, even after ten years down the line the company continued to be featured in the news for many reasons. This paper aims at critically reviewing the setting of American Apparel.

Internal and External Setting of American Apparel

Despite of its initial setup, the company the company was ranked as one of the fastest growing companies in the United States. When the company was starting, it was mainly a wholesale business which was selling blankets that were manufactured ethically as well as t-shirts. Other related garments such as panties were also among the products it sold. However, it better to note that since its early days, the company was still involved in the selling of clothes that had some sexuality elements. The company capitalized on a big market. When it opened its very first store in 2003, it fast expanded its market to 11 countries having opened 143 stores in 2007 (Noel, 2015). During this time, the products of interest were mean accessories, garments. Later on, the company became synonymous with t-shirts, undergarments as well as jeans. The products were moderately an unbranded as well. The strategy it laid promoted a very high demand from young employees. The publications made during this time made it known far and beyond. The founder was as well as one of the youngest entrepreneurs of the year. By developing a strong foundation, the company was able to obtain further boost from Endeavour Corporation which bought the company.

Although American Apparel was still a new company in the United States, it managed to take on challenges emanating from the larger competitors. The success was largely attributed to its branding using free garments as well as the edgy advertisements it made. At this point the advertisements made by this company were majorly provocative characterized by girls wearing almost nothing. Although criticism from such advertisements was witnessed, this did not pull the company back from its mandate. By the year 2007, the company had developed to become the largest manufacturer of T-shirts in America (Won,Myung-Sim, 2010). It was one the companies that were exporting products that were labeled as “Made in the USA”. At this time the company managed to make sales of up to $125 million of clothing that were domestically manufactured outside the American borders. However, as company progressed, it created an internal hostile environment which subjected it actual acts dominated its markets ranging from the advertisements made to the controversies surrounding the CEO and the founder.

Conclusion

From the above context, it is evident that American Apparel had sufficiently developed its internal and external setting. The coordination that existed in the company when it begun promoted its success. The huge investments made by the company on creation of advertisements created awareness of its existence beyond the boundaries of America. Although it was surrounded by many controversial deeds, it had established a successful environment.

 

References

Noel, H. (2015). Branding Guilt: American Apparel Inc. and Latina Labor in Los Angeles. Diálogo, 18(2), pp.37-52.

Won,Myung-Sim (2010). American Apparel Industry’s Niche Market Strategy: Tween Apparel Industry. Journal of Korea Design Forum, null(29), pp.7-20.

 
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