Case Studies: Musical Instruments

  • Technology and Quality at Steinway Photo

    Technology and Quality at Steinway

    M. Eric Johnson, Joseph M. Hall, Ashley Martin-Golis T'08, David Pyke
    Length: 20 pages
    Publication date: 2009
    Case#: 6-0023

    For almost two centuries, Steinway & Sons set the standard for excellence in piano manufacture. This case articulates the Steinway definition of quality, how they achieved that quality, and contrasts their quality with its mass produced competitors. More importantly, this case explores the role and impact of technology on quality, showing how Steinway used new product offerings to enhance its distribution strategy and control its quality image.

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    Topics: Manufacturing, Supply Chain

    Industry: Musical Instruments

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  • Strengthening the Distribution Channel at Steinway Photo

    Strengthening the Distribution Channel at Steinway

    Robert Batt T'06, M. Eric Johnson
    Length: 22 pages
    Publication date: 2007
    Case#: 6-0027

    Few brands enjoy the quality image of Steinway & Sons. For nearly two centuries, Steinway's pianos have set the world standard in product excellence. While quality has also been the cornerstone of Steinway's manufacturing and marketing strategy, its channel strategy was less well-aligned. What were the strengths and weaknesses of Steinway's distribution network? This case examines the integration of operations and marketing strategies. It describes how Steinway used channel consolidation and new product offerings to enhance its distribution strategy and control its quality image. 

    Preview copy in PDF format (563K)

    Topics: Marketing, Sales, Supply Chain

    Industry: Musical Instruments

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