Global Container Corporation: Creative Sales Forecasting (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Global Container (GC) is a known name in the field of plastic container manufacturer. It has containers manufactured for a variety of liquids, from beverages to industrial fluids. It has been operating worldwide through the well-organized distribution channel. Maiko Sakane, Director of New Product Development for GC during her vacation in the Bahamas got a new idea while spending time in the beach about the Snork-All to carry the equipment needed for Snorkel (diving undersea). The Snork-All is a lightweight product designed to carry necessary stuff related to Snorkel which can be snap to belt or bathing suit of the diver.

This idea of carrying container is well appreciated by most of the team member although the CEO and senior management team were not much convinced. The uncertainty of the senior members was due to different product line the company was serving. The major obstacle was to prepare marketing, and sales forecasting for the product Snork-All since Maiko was not an expert in marketing and forecasting. So the challenge is to gather knowledge about the market potential and sales probability.

SOLEX-DIGITAL: EFFECTIVE NEGOTIATION STRATEGIES (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Solex is a Digital Signage and Technology company with two decades in the field of technology based on the South of England. The company provides semiconductor-based solutions that can be integrated with surveillance and analytics options.

This case of Effective Negotiation Strategies is based on Personal Selling Process (PSP). The sales representative, Marilyn Boldt is in the negotiation process with the National Computer Company (NCC) and she is facing a hard time to take a decision whether to provide a discount which will affect the revenue of the company or to lose the negotiation which could lead the company to a better reputation. The hard time decision is due to Mr. Logan representative from NCC who is characterized as a greedy bargainer. There are two prospects in this case either to get a contract by compromising on the quality or to let go of the negotiation.

Cosair Gas Distributors: Problems with a CRM System Installation (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Cosair Gas Distributors with a fleet of 50 trucks operating 24 hours a day is oil distributor based on Houma, Louisiana to distribute the oil in 360 networks which it purchases from other vendors. Cosair has recently bought the Client Relationship Management (CRM) software. The founder of the company Riley Sayer is criticized for making a quick decision without consulting his employees about the usability of the software. He was only focused on the need for the software rather than its effectiveness. The author has indicated a need of a mediator between the management team and the employees to do the gap analysis, and what could be the best features and the best way to implement the CRM according to the business environment.

Emerging Markets: The Private Equity Challenge (Case Analysis) Global Business Strategy Mike W. Peng

Introduction

Private equity means the investment made in private companies or buying out public companies by taking them out of stock exchange. According to Peng, "The market for private equity focuses on using funds borrowed from private sources to buy out existing shareholders and make a firm private." Private equity has been controversial due to its advantage and disadvantages. Critics from developed countries have been against private equity since they argue it brings income equalities, exploit the resources and cut down the job opportunities. But in emerging markets like China, it is well accepted due to value-adding technique and value-added resources.

The private equity ensures the investment and its return on investment creating higher values for the shareholders. They work on maximizing the profit with skilled and experienced investor and appointment of the employees of highly qualified candidates. They create a financial discipline in the system to increase the profit and decrease the unnecessary expenses. Private equity work for long-term basis so that the investor gets more secured returns with less risk and capital preservation techniques.

Emerging Markets: Emerging Acquirers from China and India (Case Analysis) Global Business Strategy Mike W. Peng

Introduction

Multinational Enterprises (MNEs) opt merger and acquisition (M&A) as the primary mode to enter the foreign market due to synergies, growth, increase supply-chain, and eliminate competition. The resource-based, industry-based, and institution-based view helps MNEs to determine a strategy to enter into the new market. Chinese and Indian MNEs are also following the same concept to enter into a foreign market. Chinese and Indian MNEs have a competitive advantage in their respective home countries, China in the industry based and India in technology-based. China has the advantage of support from Government side whereas a disadvantage of suspicious actions by the host country. India does not have the advantage of support from Government side but due to being private firms government trust is high in the host country in comparison to the Chinese MNEs. Chinese and Indian MNEs conversion ratio is not in good figure though Indian MNEs leads the acquisition by 67 percent to 47 percent of Chinese MNEs. The MNEs lack the management techniques and capabilities due to which they have been criticized in post-acquisition stages.

Emerging Markets: BP, AAR, and TNK-BP (Case Analysis) Global Business Strategy Mike W. Peng

Introduction

A strategic alliance is done by the firm to explore the international resources and there is a various way to do so. According to Peng (2013), "Some of those reasons include, looking for new customers, raw materials, cheap labor, other monitory and fiscal benefits such as lower taxes, lower energy prices, host country subsidies".

BP, a western firm, has done Joint Venture (JV) with the Russian consortiums namely TNK-BP to start the business in Russia to explore oil fields of Russia and Ukraine to make it world's 3^rd largest oil producer. It is better for a firm to align with local firms and not to wholly owned business while doing business outside the home country. Every country has its own rules and regulation regarding an alliance with a foreign nation country and its compulsory for any businesses coming to Russia to have local partners. By following the industry, resource, and institution-based strategy any firm can create a strong strategy to sustain in the foreign market. BP and its strategic partners have clear miscommunication and trust between them as we can see in both episodes. BP has been trying to explore more business outside Russia in the first episode and its strategic partner AAR has denied on so. And in the second episode, BP has clearly breached the agreement in JV to have third alliance by any of the members in JV.