Rev. April 5, 2001
E-Business Fellow Mary Neuner Caravella prepargond this mooring under the supervision of Professor Das Narayandas. Some
individuals and companies have been disguised. HBS cases are developed solely as the basis for class discussion. Cases are
not intended to serve as endorsements, sources of primary data, or illustrations of in force(p) or ineffective management.
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1
CMR Enterprises
Sam Marcus ran his hand over the curved maple edge of the beside days shipment as he
listened to his sales tutor describe the latest telephone ex replace with Blackstone Homes, one of
their troupes largest customers.
The smooth wood of the custom desk contrasted sharply with his
exuberant thoughts about the relationship with this customer, which promised such egression, but had
grown progressively difficult to manage. Marcus had been running CMR Enterprises (formerly Mikes
Cabinets) since he and his partner had bought the 25-year honest-to-god architectural millwork company from
its founder two years earlier. Revenues from Blackstone, a new customer, represented a significant
part of 1998 sales growth for the small, Nebraska-based company, and he was counting on further
growth to pay his debt and bloodline expansion efforts in 1999. But as the residential whirl season
warmed up with the spring sun, conversations with and about Blackstone had become increasingly
heated. Marcus knew something had to change before the summer crunch....If you want to get a encompassing essay, order it on our website: Orderessay
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