1. Outside Collections, Brief Cases, Curriculum Mapping and Core Notes Update Sales Meeting Heide Abelli August, 2011

2. 2 Outside Collections Update 2011 2,964 82% 18% 2010 2,316 83% 17% 2009 1,762 82% 18% 31.4% 28.0% $(000’s) Percent of Sales Represented by Top 5 Collections 201120092010 27.7% 14.3% $(000’s) Note: Top 5 cases collections are: Ivey, Stanford, Darden, UHK, Kellogg Outside Case Collection Sales Outside Article Collection Sales

3. 3 Outside Collections Update Darden SEKN ThunderbirdStanford UHK Kellogg IMD Insead Ivey Babson 3% Other IMD Stanford 23% 6% Kellogg 12% UHK 12% Darden 13% Ivey 23% Breakdown of 2011 $ Sales by CollectionCase Collection Growth Rates 2010–2011 (based on $ sales) Outside Case Collection Breakdowns Thunderbird

4. 4 Outside Collections Update Cal Management Review Business HorizonsRotman Review MIT Sloan Management ReviewMIT Sloan Management ReviewMIT Sloan Management Review Rotman Review Business HorizonsBusiness HorizonsBusiness HorizonsBusiness Horizons 29% MIT Sloan Management ReviewMIT Sloan Management ReviewMIT Sloan Management ReviewMIT Sloan Management Review Cal Management ReviewCal Management ReviewCal Management ReviewCal Management ReviewCal Management ReviewCal Management ReviewCal Management ReviewCal Management ReviewCal Management Review 37% Breakdown of 2011 Sales by CollectionArticle Collection Growth Rate 2010–2011 Outside Case Collection Breakdowns

5. 5 Outside Collections Update Highlights Ivey has surpassed Stanford as top-selling outside case collection Both Darden and Ivey showing impressive growth Thunderbird gaining traction — now $100K collection Small, niche collections (SEKN) showing steady growth Small revenue from outside press chapter collections – continue to invest in building out Collections Added in 2011 IIMB Iese Insight Magazine Harvard Kennedy School Nacra Tsingua Collections Under Review / Pending Dartmouth Tuck USC — Marshall School

6. 6 A few notes on Brief Cases…..  Trend worth noting: more international settings for BCs  An international business case set in China and a marketing title set in India  Will continue this progress where possible  Keep BCs in mind when speaking to profs who teach undergraduate courses at the junior/senior level  These reading assignments are short—always a virtue to UG instructors  The program is seriously in need of new BC reviewers in the following disciplines:  Finance, Sevice Management, International Business  Please keep this in mind as you visit faculty this fall  Brief case sales should be stronger in Europe - additional support there would be valuable Finally…thanks for all you have done to support our brief case program Brief Case sales revenues increased nearly 50% in FY11!

7. 7 Curriculum Mapping: FY2011 Review  Second editor added to build capacity Despite increased volume -- maintained turnaround times Greater topical knowledge, more efficient repurposing of existing research and broad use of all available offerings Area now seems well-supported Increasing service popularity: volume of total requests up 43% 715 map requests in FY2010 to 1,024 map requests in FY2011 Top 50 accounts well-represented in the mix 31.7% of all FY2011 requests (325 maps vs. 163 in FY2010) Reflected and supported international sales growth 23.4% of all FY2011 requests (240 maps vs. 101 in FY2011) Reflected and supported for-profit market: 72 maps requested in FY2011 (double the 37 in FY2010)

8. 8 Curriculum Mapping: FY2011 Trends Less predictable seasonality (more non-U.S. schools) & shorter deadlines (for- profit sector) Harder to plan time available for other tasks Increased request scope/time: curriculum design, not case mapping Kaplan (Marketing pilot), Aspire (India) Sample multi-topic (syllabus) maps: Int’l Business (U Maryland): cases since 2008 Economics (Copenhagen Business School, Denmark) Seminar in Finance (Southern New Hampshire) Financial Reporting (Willamette) Corporate Finance School (Cass Business School, UK) Industrial Organization (Carnegie Mellon) Marketing has all Curriculum Mapping searches – available on site

9. 9 Curriculum Mapping: FY2012 suggestions for improvement  RSMs: The more (specific) information RSMs provide in the requests, the more efficiently and accurately the team can work  RSMs: Customer feedback on value of the service  RSMs: Manage and educate new customer expectations about turnaround times and scope of service (all case maps must be further read and evaluated in depth by the faculty expert).  RSMs: Guide customers to standard maps and map-type products: HBP course modules & textbook maps, HBS module notes, etc. Self-service model  Tech/Marketing: ongoing “wish list” for improved search speed, accuracy, and management of huge archive of searches