Colfax Corporation was young, collection pump-manufacturing companies in the United States and Europe. Intending to go public, she wanted to find a story for investors that it can grow at a rate faster than its subsidiaries historically grown in his home region and the core-client industrial markets. This case describes a specific new opportunities for growth: sales Colfax making state-owned oil companies in the Middle East, at a time when the producers were eager to add power. Designing optimal marketing system to Colfax weigh a range of issues, including global resource allocation and deployment process for client relationship building and estimates of revenue streams than investment costs. The design process was, in general, much more than "sticking sales contacts in the card." It asked readers to think along with Colfax global management team in decision-making, "How can we afford to risk our current revenue model to build new capacity in a new region in a new way? "" Hide
by Richard E. Wilson Source: Kellogg School Management 15 pages. Publication Date: March 10, 2009. Prod. #: KEL405-PDF-ENG
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