This case is a 40-minute video, in three segments, with accompanying written material. It profiles a 1989 McKinsey consulting engagement for Banc One, the leading U.S. retail bank. The bank is evaluating its positioning in the indirect-auto-lending business and whether its current organizational structure is consistent with the changing environmental context of that business. The case provides an opportunity to examine the customers, competitors, and economics of the indirect-auto-lending business. Students are asked to play the role of the consultants, and to design a process for answering the key strategic questions raised. This case and related materials can be used as part of the Strategic Thinking Teaching Module. Videotape #4357, "Banc One/McKinsey," is designed for use with this case (see Videotape Bibliography).



First of three videotapes in the Banc One/McKinsey series, In this segment, viewer is introduced to Chuck Sulerzyski of Banc One and Tony Goland of McKinsey. Brief discussion of the management, competition and costumers.(May accompany, case.)