Verbeek Packaging Worldwide (E): The TotPet France Account Harvard Case Solution & Analysis

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

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