| Description |
1 online resource (15 pages) |
| Series |
International business online (text) |
| Summary |
Colfax Corporation was a young, privately held collection of pump-manufacturing companies from the United States and Europe. Intending to go public, it was eager to find a story for investors of how it could grow at rates faster than its subsidiaries had historically grown in their home regions and core-customer industrial markets. This case describes a singular new-growth opportunity: selling Colfax solutions into state-owned petroleum enterprises in the Middle East at a time when these producers were straining to add capacity. Designing the optimal marketing system required Colfax to weigh a complex of issues, including global resource allocation and deployment, a process for customer-relationship building, and estimates for revenue streams versus investment outlays. The design process was, in short, far more than "sticking sales rep pins in the map." Case readers are asked to think along with the Colfax global management team in deciding, "How much can we afford to risk our current income model in order to build new capacity in a new region in a new way?" |
| Notes |
Title from resource description page (viewed July 24, 2014) |
|
HBS number: KEL405 |
|
Case number: 5-408-750 |
|
This edition in English |
| Subject |
Petroleum products distribution equipment industry -- Middle East -- Case studies
|
|
Petroleum products distribution equipment industry.
|
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Middle East.
|
| Genre/Form |
Case studies.
|
| Form |
Electronic book
|
| Author |
Wilson, Richard E.
|
|
Kellogg School of Management.
|
|
