Case Study

Focus and win: Nestlé China ice cream turnaround (B)

8 pages
December 2014
Reference: IMD-7-1637

“The ice cream business in China has been in the red for 14 years. We want you to turn it around.” Daniel Lutz, the head of Nestlé’s ice cream business in China, still remembered the moment he received this mandate from Nestlé’s headquarters in 2011. That was a year ago and Daniel had reached his goal. Now that the low-hanging fruit was gone, Ouyang, the former national sales manager of Nestlé China’s ice cream business, took charge. Would the same strategy continue to achieve profitable growth? If so, where would the further growth come from?

Turnaround, Restructuring, Brand, Repositioning
Asia, China
Nestlé, Consumer Goods, Food and Beverage
Field Research
© 2014
Available Languages
Related material
Case clearing houses
IMD case studies are distributed through case clearing houses. In order to browse the collection and purchase copies please visit the links below.

The Case Centre

Cranfield University

Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Email [email protected]

Harvard Business School Publishing

60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]

Asia Pacific Case Center

NUCB Business School

1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]


Research Information & Knowledge Hub for additional information on IMD publications

Discover our latest research
IMD's faculty and research teams publish articles, case studies, books and reports on a wide range of topics