Decision Making at the Top - Sapanish

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El estudio del caso fue realizado siguiendo las etapas de descripción, diagnóstico y prescripción. Si bien las recomendaciones de carácter general se encuentran en la prescripción, es posible encontrar alguna recomendación particular sobre algún hecho en la etapa de descripción.

DESCRIPCION DE LOS HECHOS All-Star Sport en una empresa fundada en Tampa, Florida en 1988, cuyo principal negocio es la venta de artículos deportivos.

El negocio se expandió rápidamente durante los primeros años de su existencia generando gran crecimiento anual en las ventas y en las utilidades de los accionistas.
Debido al gran crecimiento alcanzado, la empresa creo 3 divisiones bien diferenciadas: U.S. Superstores que consistía en una cadena de tiendas minoristas ubicadas a lo largo de todo Estados Unidos, All-Star International que se dedicaba a operar tiendas en Canadá, México y Brasil y finalmente otra división dedicada al negocio de la venta de artículos deportivos por catalogo.
El negocio de venta de artículos deportivos por catalogo comenzó en 1990 con la creación de All-Star Express y creció rápidamente.

Con el propósito de atender el mercado de los colegios, equipos deportivos y otras organizaciones que solían realizar grandes compras de productos deportivos estandarizados y personalizados, fue que en 1995 All-Star Sports adquirió dos empresas mayoristas de artículos deportivos que también se dedicaban al negocio de la venta por catalogo y cuyos principales clientes pertenecían al mercado que pretendía atender All-Star Sports.

All-Star Catalog División (ASC) es el resultado de la conjunción de All-Star Express y las dos nuevas empresas adquiridas por el grupo.

A los efectos de crear una red nacional de negocios de ventas y entrega de artículos deportivos por catalogo, ASC adquirió otras cuatro importantes empresas regionales mayoristas de artículos…...

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