Subject category:
Marketing
Published by:
Aalto University School of Economics (formerly HSE)
Abstract
In October 1994, Mr Tapio Mattila, sales manager of Valmet, Board Machinery Unit, located in Tampere, was considering entering the Indian market. He had recently visited India and learned of a significant sales opportunity there. Valmet Corporation, the world''s leading paper and board machinery supplier, had production facilities and service activities in almost all the important market areas in Western Europe, North America, Asia and Australia. Approximately 15 per cent of the world''s paper was produced on Valmet machines. The company''s net sales were FIM 8.3 billion in 1994, of which FIM 5.4 billion came from paper and board machinery sales. The corporation employed approximately 12,000 persons, of whom one third worked outside Finland. Mr Mattila was trying to determine whether the project might be a suitable alternative when entering the Indian market and whether an agreement with Mechano, one of the significant paper machine companies in India, would be in Valmet''s best interests.
About
Abstract
In October 1994, Mr Tapio Mattila, sales manager of Valmet, Board Machinery Unit, located in Tampere, was considering entering the Indian market. He had recently visited India and learned of a significant sales opportunity there. Valmet Corporation, the world''s leading paper and board machinery supplier, had production facilities and service activities in almost all the important market areas in Western Europe, North America, Asia and Australia. Approximately 15 per cent of the world''s paper was produced on Valmet machines. The company''s net sales were FIM 8.3 billion in 1994, of which FIM 5.4 billion came from paper and board machinery sales. The corporation employed approximately 12,000 persons, of whom one third worked outside Finland. Mr Mattila was trying to determine whether the project might be a suitable alternative when entering the Indian market and whether an agreement with Mechano, one of the significant paper machine companies in India, would be in Valmet''s best interests.