This case lays out Glanbia’s decision to enter the sports nutrition
business; highlights the repeatable growth model it developed around its first acquisition,
Optimum Nutrition; and describes the scaling of this model through acquisition and
innovation. The case concludes by presenting the challenges and opportunities that faced
CEO Hugh McGuire as he sought to respond to the challenges and opportunities facing the business.
At their most basic, branding and sharing what your organization stands for are about figuring out how you want your organization as a whole to be viewed by the people in your target markets. The challenge many agribusinesses face is shifting what customers already believe about the company to what the company wants them to believe.
We know that the majority of sales managers at agribusinesses are promoted from the ranks of successful salespeople. There is good logic in that. But, there are a few challenges for sales managers who come from the ranks of salespeople.
A new online course from Purdue University's Center for Food and Agricultural Business will help sales managers and advanced salespeople better understand opportunities within their sales territories and maximize leadership and coaching skills.
Early September 2015 was an exciting time for Pearse Lyons, serial entrepreneur and founder of Alltech, the Lexington, Kentucky-based animal health company. Having recently completed an acquisition that lifted Alltech global revenues to $1.6 billion,a Lyons had just announced a sales target of $100 million for Alltech Lexington Brewing and Distilling Company, the craft brewing and distilling business he founded in 1999.
BASF’s company tagline, “We create chemistry,” represents 150 years of collaboration and innovation. As Neil Bentley, director of marketing for the Crop Protection division of BASF in the United States, sat behind his desk at the company headquarters in Durham, North Carolina, he pondered how critical innovation was in developing business relationships—just as it was in developing new chemistry compounds.