A good candidate should structure this case into 3 phases.
The aim of the first phase is to identify an attractive growth field and relevant factors for a successful growth strategy. Structurally, it is advisable to separate these into qualitative and quantitative types as well as internal and external factors. If the candidate states the essential points, the necessary data will be provided.
The second phase focuses on the analysis of the data and subsequent quantification of the earnings potential. The candidate is told that the strategy's target is to expand online trading in only one country for the time being. The candidate is then asked to identify the country he/she thinks is the most attractive for this project and to determine the additional revenue potential.
Finally, in the third phase, the candidate is asked to estimate the impact of the developed strategy on different departments of the company and to define measures for the successful implementation.
Following the solution of the case the candidate is asked to communicate his/her recommendation
in three sentences to the CEO - whom he happens to meet in the elevator.
The sporting goods manufacturer TIGER SE which is broadly positioned in Germany wants to increase its sales.
The company is fully integrated along its value chain which means that the sporting goods are manufactured in-house and then sold to end consumers through its own distribution channels. In addition, TIGER SE is globally active.
To increase sales, you were hired as a consultant to develop a growth strategy and quantify it.