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