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In September 2016, Apple prepared to launch a new version of its flagship product, the iPhone 7. The new product, termed “the best, most advanced iPhone ever,” was priced at three times its cost in the U.S. market. However, Apple had witnessed an 18 per cent year-on-year dip in iPhone revenues in the first calendar quarter of 2016, dragging down Apple’s revenues for the first time in 13 years. The leader in the smartphone market was ousted from its number one position in fiscal year 2016 by the Samsung Group, which had a 20.5 per cent market share. A multitude of factors had caused a dip in the sales of iPhones in the United States and China—Apple’s key markets. Apple was now eyeing India, the third-largest smartphone market in the world, to replicate its China growth story. The India launch of the iPhone 7 was planned for October 7, 2016. The base model was priced at the equivalent of over US$900, about 39 per cent higher than the U.S. phone price. Did Apple have the pricing power to charge more than three times the cost of the iPhone in the Indian market? What would be Apple’s best pricing strategy in a market like India? How could Apple grow its revenues and profits in one of the fastest-growing smartphone markets in the world?

In 2017, the director of Laurs & Bridz Pharmaceuticals Private Limited (an Indian pharmaceutical manufacturer) was working to expand the company throughout India and increase sales revenue by 2020. However, the director recognized two obstacles: the lack of employees and the absence of a dedicated human resources department. The company needed to create human resources systems and processes to manage a sales force. The director needed to quickly decide on the selection recruitment policies, consider the best recruitment sources for sales personnel, and determine the competencies of the company’s sales force, while factoring in the various aspects of sales-performance evaluation, the sales-training processes, and the timing of regular sales training periods. What strategy should the CEO use to set up the company's human resources department?

This case discusses the question of the inheritance of power and entrepreneurial spirit in the family run Xinjiang Yier High Technique Agriculture Company and its wine brand and subsidiary Xinjiang Xiangdu Winery Co. Ltd. (Xiangdu). In 1998, the company’s founder took her family to break new ground for growing grapes in the vast expanse of the Gobi Desert. In 2002, she founded Xiangdu, and the company’s focus gradually shifted from grape growing to wine making and upgrading the grape processing infrastructure. In June 2016, having reached age 65, the founder called a senior management meeting to discuss a number of challenges that Xiangdu was facing. After her departure, could Xiangdu continue to achieve great success? Should the founder fulfill her husband’s last wish to make Xiangdu a public company? How should Xiangdu move forward?

The London, Ontario, social enterprise For the Love of Laundry was founded in 2014 with the intention of selling homemade, eco-friendly soaps and using the profits to fund free laundry events in the community. In 2017, the founder's goal was to increase the scale of the business and its social impact. She needed to decide how to structure the organization to increase its scale while maintaining control of its strategic direction.<br><br>The founder compared the pros and cons of the four organizational structures available for social enterprises in Canada—for-profit organization, non-profit organization, registered charity, and co-operative—to decide which option would best suit the organization. She wanted to ensure that the organization’s social aspect remained central while she sought funds to increase its scale. She needed to balance the triple bottom line, but with a primary focus on the social component. She also needed to consider the importance of corporate identity for social enterprises in the scaling process.

In the summer of 2017, with over half of the United States and a growing number of other countries allowing the use of either medical or recreational marijuana, Mountjoy Sparkling was entering a huge market. Its product, sparkling water infused with marijuana, was targeting consumers who did not like to smoke and wished to avoid the generally high level of sugar in most marijuana edibles. The company faced all of the operational challenges of a start-up, while navigating the legal, financial, and logistical obstacles unique to the marijuana industry. The founder was seeing demand increase. He was seeking venture capital to fund the growth necessary to get big enough fast enough to survive in a market with many competitors and constantly changing regulatory frameworks. He needed to make at least five strategic decisions in terms of product mix, market selection, and distribution.

In mid-June 2011, the Chinese president of the China–Benin joint venture Benin Textile Company (Compagnie Béninoise des Textiles, or CBT) was deeply worried about the supply of cotton in Benin. Since 2009, CBT had faced significant challenges in obtaining a reliable cotton supply. In 2010, the company had already placed its cotton orders, but local Beninese cotton producers were unwilling to deliver cotton at the earlier agreed-on price due to the rising market price. CBT was forced to stop production for five months and could not deliver on numerous contracts. The president of CBT was unsure whether to stay in West Africa and if so, how to improve the cotton supply situation. He had four options: maintain the status quo and hope for improvements, withdraw from West Africa, buy cotton contracts from other countries, or invest in cotton production. Which would be the best option for his company?

By July of 2016, the craft brewery Steel String had established a successful pub in downtown Carrboro, North Carolina, near the University of North Carolina at Chapel Hill campus. With an active craft-brewing scene, North Carolina had lots of people looking for good, local beer in bars, restaurants, and bottle shops. Therefore, it was not surprising that Steel String had faced fierce competition from other craft breweries in their first few years of operation. However, the three owners’ determination led to continued growth, which allowed them to hire three other regular employees and several bartenders who worked one or two shifts per week. However, at the start of 2017, the co-owners had been grappling with several questions: Should they invest in the machinery and labour to start bottling their beer? Should they consider different pricing strategies? And finally, what ways could they give back to their community through their social responsibility efforts?

As a well-established Chinese garment brand, Yangtzekiang Garment Limited (YGM) and its related retail business, YGM Trading Limited, faced the challenges of a labour shortage, stagnant productivity, and the transformation of the traditional garment industry. As China was rapidly developing, Chinese companies were facing new challenges and needed to consider strategies to ensure more sustainable development. In March 2015, the executive chairman of YGM needed to transform the company and develop a sustainable strategy of innovation and transformation that would lead it forward in these new circumstances.

In May 2014, Honda Canada was planning to relaunch the Honda Fit—its entry-level car. The purpose of the relaunch was to kick-start growth in sales of the Honda Fit, which had fallen from 14,836 units in the launch year of 2008 to 9,512 units in 2013. The target customer group was an up-and-coming demographic cohort known as millennials. Honda Canada's manager of Customer Conquest Management was mandated with strategizing and executing the relaunch. She had to make two core decisions: How should Honda Canada connect with millennials, and what communication medium should it choose to reach them?

In June 2016, the Institute of Corporate Directors (ICD) appointed Rahul Bhardwaj—an accomplished executive and director with a long, successful track record in the business, community, and non-profit sectors—to lead the national association for board directors. The self-proclaimed “governance geek” sat down with Ivey Business School Professor Gerard Seijts to discuss what boards must do to help firms navigate turbulent waters. With improvements in boards following the Enron, Volkswagen, and Wells Fargo scandals, Bhardwaj sees more of a board focus on corporate culture than ever before: “The need to be more careful about what you reward has been brought to the forefront of governance thinking.” He says the biggest public misconception about a board’s governance role is that it is a cushy job. Given the increased complexity of the director role, the speed with which a crisis can develop, and the challenges created by technological and political disruption, the level of engagement required for directors has increased dramatically. It used to be fairly common for a director to serve on four or five boards, but today that seems hard to justify. Finally, Bhardwaj sees Canadian companies as the most trusted in the world, because trust in firms from other nations has fallen.

Appointed president and CEO of the Royal Bank of Canada in 2014, McKay is leading Canada’s biggest bank as the Digital Age and fintech revolution force the industry’s old business models into extinction. As a champion of Canada’s innovation ecosystem, McKay spearheads RBC’s support for and partnerships with universities, start-ups, and accelerators, particularly in technologies such as artificial intelligence and blockchain. McKay sat down with Ivey Business School Professor Gerard Seijts to discuss how his organization is harnessing disruptive forces to reimagine banking. McKay sees two major macro drivers of disruption in our time. First, we’ve entered the platforms era in which people’s lives are interconnected via social media, e-commerce, online entertainment, workplace networks, etc. The second is climate change, which impacts how societies organize and feed themselves. Creating transformational change in response to a crisis, McKay claims, is relatively easy, and yet creating a sense of urgency when business is thriving is difficult. Some of RBC’s most successful products over the past 10 years have come out of employee surveys. RBC’s old way of working was a matrix, with everyone focused on their roles, but it has flattened the organization and created agile teams that are cross-functional and own the entire process, and where everybody has input across a project’s journey. Ultimately, McKay does not see machines and automation as a threat, but cautions that continuous learning must be entrenched in formal education programs.

According to research into what makes leaders great, executives can leverage the power of music to improve performance while taking a taxi or flying on a plane, or even in the shower. “Having established the importance of leader character for sustained excellence in organizations,” says Ivey Business School Professor Mary Crossan, “the next frontier is researching how to activate and develop character on a daily basis.” Crossan has been exploring how music can activate dimensions of character that may lie latent. In particular, Ivey has been exploring how music can exercise the character dimension of humility and its associated behaviours in future leaders. But while Crossan’s research explores the positive and negative impacts that music can have on character development, she notes that it is misguided to think that one person’s positive playlist will work for another individual. The key to deploying music for leadership development is reflection and self-awareness. Indeed, you first must adequately explore the current state of your strength of character to determine imbalances among your character dimensions. This can be done using a Leadership Character Insight Assessment tool developed by Ivey researchers in partnership with SIGMA Assessment Systems. You then design a song library to promote character dimension balance based on what moves you emotionally in the areas that require development.

In 2014, Randy MacEwen was named CEO of Ballard, where he leads the company’s focus on providing innovative clean energy solutions with fuel cell vehicles. In 2017, Ballard became the first fuel cell company to power buses for more than 10 million cumulative kilometres. In this Ivey Business Journal interview, MacEwen talks with Ivey Professor Gerard Seijts about the leadership skills needed to navigate disruptions in today’s changing business environment. With the exception of the United States, MacEwen says, we have global consensus on the need to keep the global temperature increase by the end of the century below 2 degrees Celsius. That will require deep de-carbonization and major transformation in the energy, transportation, and industrial sectors. The need to reduce carbon-dioxide emissions and improve air quality is driving the trend to electrify propulsion systems in cars, buses, and trains. There’s also a push to make vehicles lighter and equip them with autonomous driving. These efforts are complicated by the trend of transportation as a service. Yet another disruptor is China. Significantly, these mega-trends are not temporal; they are global and converging. MacEwen explains how Ballard reflected on its cultural values and distilled them to five: “Listen and Deliver” (customer centricity); “Quality”; “Inspire Excellence” (urgency, passion, and showing leadership); “Row Together” (trust); and “Own It” (accountability).

The world needs great leadership like never before. And contrary to popular belief, strength of character can be developed. This article explains why people tend to underestimate the need for leader character and overestimate their personal strength of character. In a recent executive development course, participants from a company took the self-assessment version of the Leadership Character Insight Assessment. The authors noticed that an inordinate number of respondents had self-assessed as 5 out of 5 on all dimensions. These results were at odds with the briefing received from the company’s CEO before the workshop. The CEO had serious concerns about his employees’ performance. After experiencing a change in senior management, the company had moved from a hands-on, command-and-control leadership style to a more open, collaborative approach. After the shift in leadership, employees still functioned in silos, with little collaboration. Despite these problems, participants believed that their self-reported character assessments were true. This allowed the authors to “start an excavation for self-awareness.” As part of an experiment agreed to by the CEO and a pre-selected participant, the authors bullied this participant. This offered an opening for a discussion on the interconnected dimensions of leader character. How was it acceptable to watch and do nothing while a colleague was bullied? Developing character is different than developing competencies. It is like strengthening your body by working out. Unlike physical training, however, there is no limit to how much we can exercise character.

Hop Compost (Hop) was a Canadian start-up that took food scraps destined for landfill and converted them to an organic, highly nutrient compost using novel, licensed technology. The company was approaching the end of its first year and facing two decisions. First, it had to decide whether to pursue third-party accreditation for its environmental and social impact. The accreditation would demand time and money but could help Hop with its growth plans. Second, the company’s founder wondered how to position Hop’s environmental and social impact to appeal to potential investors, who would be primarily interested in financial returns.

The family-run Balaji Wafers Pvt. Ltd. (Balaji Wafers), a savoury snack manufacturer, had adopted a phased strategy in taking on the likes of global multinational corporation PepsiCo in India, an emerging economy. After operating successfully for more than three decades in western India, Balaji Wafers was planning to grow and to go national with forays into north and south India. Balaji Wafers had a strong foothold in western India, where in Gujarat and Maharashtra it had left PepsiCo’s brand Lay’s far behind; however, growing nationally would require more investments, robust business strategy, and marketing acumen. In pursuing growth, should Balaji Wafers expand nationally, or should it strengthen its leadership position in its home territory?

A new analyst has been asked to forecast the upcoming dividends for Singapore Airlines Limited. However, unlike most dividend-paying firms, which typically maintain stable, transparent, and simple dividend policies, Singapore Airlines maintained an opaque, complex, and irregular pattern of dividends. Further, the company did not respond to requests for information about expected dividends or the company's dividend policy. The analyst decided to gather historical data about the company and its competitors to gain insights on Singapore Airlines’ dividend policy and to forecast its upcoming dividend.

Profit-making corporations returned cash to investors through dividends or share repurchases. Market participants referred to the fraction of the profits paid to shareholders in the form of dividends as the "payout ratio." However, a large number of firms have never paid a dividend. For instance, over the past decade, more than half of the listed firms in the United States neither paid a dividend nor repurchased shares. For example, only 20 per cent of firms on the Singapore Stock Exchange consistently paid dividends over the past decade, with similar proportions observed in both US and European stock markets. The percentage of dividend-paying firms plummeted to a record low of 17 per cent in 2000. In fact, most of the "new economy" firms such as Amazon, Facebook, and Google, reinvested their entire savings. This note describes rational dividend theories, behavioural dividend theories, and outlines the four categories of dividend strategies followed by firms.

It is difficult to find evidence that Canada’s finance sector is serious about keeping up with the fintech revolution happening in other parts of the world. Of particular concern is the fact that Canada is falling behind in robo-advice solutions. A major reason for this is a fear of a killing off of industry jobs. But in reality, the future of the advice sector won’t be dominated by robots. It will be a hybrid market in which human advisors use digital techniques to gather data and generate recommendations faster and more objectively than they do today. The conclusion that financial advisors are moving to a “behavioural-based” world was laid out in Financial Advice in Canada: A Way Forward, an Ivey paper written with Ivey’s Scotiabank Digital Banking Lab. With the industry about to change, the following five things need to happen: 1) finance education needs to include more behavioural (and not just technical) skills; 2) regulators need to change their licensing and proficiency requirements to include more skills in interpreting and explaining numbers; 3) firms need to add to their hiring criteria a new component that demonstrates a candidate’s capacity to learn and deliver behavioural-based insights; 4) existing advisors need to go back to school to be as up to date as new recruits; and 5) product providers (e.g., fund companies) will need to nudge their value propositions.

When appointed chief executive in 2014, Mary Barra was tasked with completing the company’s post-bankruptcy recovery while shifting GM’s strategic gears. Shortly after, GM’s restructuring was threatened by a defective ignition switch scandal linked to over 100 deaths. In this Ivey Business Journal interview, topics include the automobile industry’s new trend towards software validation (with an emphasis on constant upgrades and minimum viable products), versus the old approach of mechanical validation (with an emphasis on heavy retesting and seeking initial perfection). Barra has been surprised by autonomous driving, and says that due to emerging technologies, workers of all education levels must be prepared to change careers multiple times. When GM faces a crisis, she assembles a team guided by three principles: doing the right thing for customers, being honest and transparent, and doing everything possible to ensure the issue never recurs. Barra has seen significant positive movement in terms of corporate responsibility versus when she attended business school in the late 1980s, and sees an opportunity for business scholars to study the importance of long-term perspectives over short-term results.