This string of cases go after the changing relationship between Verbeek's Industrial Packaging Office with TotPet, a major French oil company, after TotPet commenced a supply chain rationalization effort. As the only truly global supplier of oil drums, Verbeek assured its customers of supply of quality, closeness and continuity, while at the exact same time managing sales relationships.
With more and more international customers, like TotPet, re-engineering their buying and supply chain operations to trim down the number of providers and form international associations, the pressure built to get control of costs, which had been based on local competitive conditions and relationships.
Verbeek Packaging Worldwide (E) The TotPet France Account Case Study Solution
PUBLICATION DATE: December 20, 2013 PRODUCT #: INS402-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
Related Case Solutions & Analyses:
Digital Angel
Solectron: From Contract Manufacturer to Global Supply Chain Integrator
Managing Brands for the Long Run: Effective Brand Reinforcement and Revitalization Strategies
Appalachian Mountain Club: Transforming Governance
Optimizing Your Digital Business Model
Singapore Metals Limited, Chinese Version
iMatari
Global wine wars 2009: New World Versus Old
FLYHT: Crossing the Chasm
Bayt.com: How Bayt.com Derived a”Place Surplus” in Dubai, U.A.E.
