Ssangyong Corporation, a major Korean general trading company (GTC) needed to refocus its trading business to better adapt to the current environment. The Korean manufacturers' departure-from-traders phenomenon had led to fierce competition among traders, and weakened GTCs' bargaining power over manufacturers. The first issue requiring resolution was whether and how Ssangyong's existing product-market portfolio might be redefined. A second .....more

Looking for a creative option to promote 3M products to medical professionals, a 3M Chile sales manager developed the idea of a first-aid kit or "botiquin" that could be used as a promotional gift. 3M Chile launched the product with a limited promotional budget. Sales quickly exceeded their expectations. Now 3M Chile must decide whether a more aggressive promotional campaign will work. (This case is a sequel to 3M Chile - Health Care Products .....more

Ssangyong Corporation, a major Korean general trading company (GTC) needed to refocus its trading business to better adapt to the current environment. The Korean manufacturers' departure-from-traders phenomenon had led to fierce competition among traders, and weakened GTCs' bargaining power over manufacturers. The first issue requiring resolution was whether and how Ssangyong's existing product-market portfolio might be redefined. A second .....more

Jeff Young, president and sole shareholder of National Flag Distributors, must decide what changes are necessary to keep his business competitive in the marketplace. Market analysis, financial analysis, preparing an advertising strategy, adding a product line and contribution analysis are all considered. The company is a distributor of flags, banners and pennants in Canada and a new player in the competitive market.

The vice-president sales of a Canadian wholesale distributor of hardware products must present his proposal to change the sales force compensation program from straight salary to straight commission and to change the travel expense reimbursement from costs incurred to a flat annual budgeted amount per territory. There would be a three-year phase-in period but not all sales people would benefit nor be able to cope. The teaching objectives are to consider .....more

A bank branch manager is evaluating an application from Fisher Electric Inc. for a line of credit. The company has a recent record of growth and profitability, and in order to continue to grow it must obtain new financing. The company's fortunes are tied to the cyclical swings in the construction industry. Students are provided the opportunity to evaluate the performance and competitive position of an expanding business and to estimate a firm's .....more