IMG Worldwide and Others: IT Resource Acquisition Strategies

IMG Worldwide and Others: IT Resource Acquisition Strategies Presented By: Lucas Duffner Ashley Elinburg Eric Gosselin Dirk Lange Charlotte Prevost

International Management Group (IMG) Mark H. McCormack Former CEO † 2003

International Management Group (IMG) Robert D. KainCo-C.E.O Alastair J. Johnson Co- C.E.O

(Main) Competitors Clear Channel CC. Com (part of SFX Entertainment Inc.)

IMG Company History • Founded by Mark H. McCormack in 1960 • 1960: Mark McCormack and Arnold Palmer shake hands on an agreement that forms the foundation of IMG and sports marketing • 1964:First World Matchplay Championship staged. • 1968 IMG Broadcasting founded, Chris Schenkel signed • 1969First Model signed, Jean Shrimpton. • 1971Mark McCormack goes to Brazil and signs Pele

IMG Company History • 1973The Superstars TV Show is first staged • 1979Chris Evert and Martina Navratilova sign as clients • 1983 IMG’s first Involvement in the Olympics • 1996 Tiger Woods signs as IMG client • 1999 IMG begins representation of U.S. Olympic Committee – Salt Lake City

Company Background • World’s premier sports and lifestyle management and marketing firm • International staff of more than 2,200 people • 70 offices in 30 countries • TWI, IMG’s television division largest distributor and producer of televised sports in more than 200 countries • IMG involved (average) 11 major sports/cultural events daily worldwide

Company Background (cont.) • International Model Management • Managing music artists • TWI internet platform  worldwide leader in digital sports and entertainment

Financial Information: IMG word is a private and not a public company • No stocks in the public markets • According to Forbes.com place 184 in the largest private companies ranking According to a interview in businessweek.com with Mark H. McCormack: • “We financed [IMG's growth] out of earnings all the way. It is the way I have always thought about business, which is a very unsophisticated and a very old-world way.” • “Going public? I don't know why we would. Most people I know who have private companies that went public are sorry they did. I can read SFX's S-1s and know everything about every company they bought. I don't want to tell everybody in competition with us everything we're doing.”

OshKosh B’Gosh: Background & History • Founded in 1895 in Oshkosh, Wisconsin as a small-town manufacturer of adult workwear • Best known for it’s rugged, men’s hickory-striped bib overalls • During the early 1900’s, began making a pint-sized version of bib overalls – item finally took off when mail-order firm Miles Kimball featured the kid’s overalls in their national catalog • Encouraged Oshkosh to expand into specialty and department stores and to gradually broaden their children’s wear line

Incorporated in the State of Delaware in 1929, but company executive offices are still in downtown Oshkosh, Wisconsin, in the building where they began over 100 years ago • Currently, OshKosh’s primary business is manufacturing and marketing a contemporary and stylish line of children’s clothing • Products include bib overalls, pants, shorts, shirts, swimwear, a layette line for newborns, accessories, shoes, socks and sleepwear • Employ approximately 4700 people • Main acquisitions – 2 manufacturing facilities

OshKosh has 154 of it’s own retail stores in the U.S. • Primarily, they wholesale to hundreds of retail and department stores including, Kohl’s, Kids R Us, JC Penney, Mervyn’s, Babies R Us, Saks, May Company, and Federated Department Stores Company President, Chairman, and CEO is Douglas W. Hyde

Competitors include: HEALTHTEX

Some of their competition comes from their customer’s in-house brands: • JC Penney’s Arizona Jean Company or B.T. Kids • Dillard’s Class Club brand • New strategy for competitive advantage is to become America’s family brand by offering clothing for the entire family – they are revamping their product design and implementing price reductions • During 2003, six OshKosh Company Stores were set to open that will offer family apparel, home furnishings, accessories, and toys • In 2003, OshKosh teamed with Target to manufacture and sale a customized line of children’s clothing in Target stores called Genuine Kids

Financial Data

Question #1:Do you agree with the methods and criteria that Gergely Tapolyai of IMG uses to evaluate IT products? Why or why not? • the vendor’s stability versus ability to provide personalized services. • to ignore the positive feedback so that he can focus more on the negative feedback.

Question 2: What characteristics of the Oshkosh B’Gosh buying process should be implemented by other companies? Explain your reasoning • Work closely with end users • Meeting one company’s requirements • Asking for customer references • Let the whole team participate

Research the company providing the product or service • Do reference checks: contact the vendor’s current customers to assess service and support • Involvement of end-users • Return on Investment (ROI) Question #3: What other evaluation methods and criteria (whether mentioned in this case or not) are crucial to the IT acquisition process. Why?

IMG Worldwide and Others: IT Resource Acquisition Strategies