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Medium Operating Model Organizational Structure M&A Integration

French Beauty Co

#Retail & Apparel #Beauty Products
ProHub Comment

This is a classic post-M&A organizational design case that tests the candidate's ability to structure a framework comparing two opposing organizational models while incorporating quantitative revenue analysis. The case rewards candidates who can balance qualitative brainstorming about organizational trade-offs with quick financial calculations to demonstrate value creation.

Estimated Time 15 minutes
Difficulty Medium
Source Chicago Booth
50 / 100
A large French beauty products company with a revenue of $2B operates as manufacturer, seller and marketer of luxury fragrances. This company sells to high-end beauty retailers. Recently, the company has acquired a player in the ‘accessible’ beauty products industry. The acquired company manufactures, sells and markets skincare and cosmetics. Being that the two companies operate similarly along their value chains, the COO has opted to combine manufacturing, but initially keep the two sales units operating separately because the luxury sales unit and the accessible sales unit don’t have the same customers. However, the COO is interested in understanding if additional value can be realized by integrating the two sales organizations. Your goal is to help the COO determine if a leveraged or a decentralized sales organization is a valuable strategy for the company.

Clarifying Information

  1. There is an impending recession.
  2. This is a maturing industry in developed markets, but emerging markets are seeing explosive growth.
  3. A leveraged organization is the same as a centralized organization.