Product details

Share this page:
Please find below the full details of the product you clicked a link to view.
Published by:
WHU - Otto Beisheim School of Management (2014)
30 pages
Data source:
Field research


The case covers the procurement department of one of the world’s leading fast-moving consumer goods and adhesive producers: Henkel AG & Co KGaA. In January 2013, Katharina Wallace started her new job as Global Head of Polyesters, one of the top five material categories in Henkel. However, the major disadvantages for Henkel are the nearly non-competitive price levels for polyesters with the current supplier, Alpha, and the high dependency on the supplier because of a single sourcing situation for certain polyesters. As a result of these challenges, Henkel’s sales have been declining in this area for twelve consecutive months, even though the polyester market is growing overall. The sales function is putting increasing pressure on purchasing to improve the current situation, and Katharina has to define a strategy for solving the current challenges within the first quarter of 2013. Only an immediate intervention in the current supply situation will allow Henkel to achieve the ambitious targets defined in the strategy roadmap for 2013–2016: 20 billion euros of turnover by 2016. Consequently, Katharina has to mitigate the current supply situation with a clear strategy that involves all internal stakeholders, including sales, R&D, and supply-chain & operations, as well as supplier Alpha and any potential supply alternatives existing in the market.


Purchasing; Supply management; Raw material; Fast moving consumer goods (FMCG); Supplier development; Negotiation; Cross-functional collaboration
Fortune Global 500
Other setting(s):

Access this item
View our pricing guide
or to see prices.

Awards, prizes & competitions

2014 - John Molson MBA Case Writing Competition - $1000 prize winner

Reviews & usage