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GINO SA:
Distribution
Channel
Management
GINO SA WHAT IS IT
Gino SA is one
of the largest
burner
manufacturers
and exporters
in the world .
WHO R
THE
PLAYERS?
DAVID ZHOU-
JEAN-MICHEL PIERRE-
HENRY GONG -
JINGHUA-
FEIMA-
WHAT IS
THE
PRESENT
SITUATION
Zhou is confused whether or not to proceed
with the project.
OBJECTIVE
ANALYSING
THE
SITUATION
CHOICES
BEFORE
GINO SA
DECLINE FEIMA’S OFFER1.
ADVANTAGES
DISADVANTAGES
2.ACCEPT FEIMA’S OFFER TO INDUSTRIAL SEGMENT AND
OTHER SEGMENTS REMAIN WITH JHINGUA
ADVANTAGES
DISADVANTAGES
.
.
Accept FEIMA as JINGHUA’s customer3
ADVANTAGES
DISADVANTAGES
.
DECISION
ACCEPT FEIMA’S
OFFER FOR
INDUSTRIAL
SEGMENT AND
OTHER SEMENTS
REMAIN WITH
JHINGUA
DECISION
ANALYSIS
RECAP
1.slideshare.net2.Flickr.com3.Hbr.org4.Compfight.com
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