English
Español Did you know that the R. Queraltó Group is a Seville-based firm formed more than one-hundred years ago and at the same time has undergone a radical overhaul? Did you know that its invoicing in 2017 amounted to 9.6 million euros with most of those coming from on-line sales? Almost fifty attendees were able to discover this and more at the Open Day recently organized by the Instituto Internacional San Telmo to divulge first-hand the syllabus of its Executive MBA along with the methodology that this business school uses in all of its programs: The Case Study Method.
In so doing, the attendees could see, through the address given by Professor José Luis García del Pueyo, author of the case “Queraltó.com: Multi-channel operations to achieve orthopedic sales” and its creator, Francisco Abad, CEO at Queraltó, as the Group shifted its sales focus from direct dealings with hospitals, healthcare centers, elderly care homes etc. through a team of professional sales staff, to seek out new commercialization channels following the economic downturn it experienced in 2008.
Professor García del Pueyo outlined the manner in which, almost 10 years later, the Queraltó Group had managed to become a financially sanitized company, with a presence in more than 27 countries, with 9,000 references, more than 300 manufacturers forming its history, and an enthusiasm for talent-spotting. The secret to its success: 900 of its 1,000 daily orders handled come from digital channels.
This was merely an example of the type of cases studied in the San Telmo Executive MBA, in which more than 300 sessions are held with cases devised by the teaching staff of this business school, and featuring appearances of the same in some of the sessions.
