Case Detail

Case Summary

UPS Supply Chain Solutions

Case Number: 5-205-251, Year Published: 2006

HBS Number: KEL177

Request PreviewBuy

Authors: Robert Dewar; Jeff Schumacher; Hayagreeva Rao

Key Concepts

Market Segmentation, Marketing Strategy, Post-Acquisition Integration, Branding, Human Resources Management, Competitive Strategy


The case describes how UPS created UPS Supply Chain Solutions, an entirely new business, with carefully selected target market segments for which unique and extensive value offerings were designed. To build this business UPS made numerous acquisitions and subsequently successfully resolved post-acquisition integration challenges in compensation, information systems, personnel policies, and organizational culture.

Number of Pages: 19

Extended Case Information

Teaching Areas: Management, Organizational Behavior, Strategy

Teaching Note Available: Yes

Geographic: Global

Industry: Package Delivery/Logistics

Organization Name: UPS

Organization Department: Supply Chain Solutions

Organization Size: Large

Year of Case: 2005