San Fabian Supply Company (Philippines)

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.

Case

Reference no. 9-582-104

Subject category: Marketing

Authors: Claudine B Malone (Harvard Business School); Neil Harrison (Harvard Business School)

Published by: Harvard Business Publishing

Originally published in: 1982

Version: 14 November 1994

Length: 18 pages

Data source: Field research

Topics: International marketing; Marketing channels; Distribution planning

Share a link: https://casecent.re/p/48124

| No reviews for this item

This product has not been used yet

View our pricing guide or login to see prices.

Abstract

MacDowell Corp, a producer of construction supplies, terminated its exclusive distribution arrangement with San Fabian Supply Co, its sole distributor in the Philippines for nearly 20 years. Paul Cheng the owner of San Fabian had to decide whether to accept MacDowell's decision or drop the line altogether. The case raises the notion of 'relationships' in channels of distribution. MacDowell and San Fabian both felt that they were better positioned to serve the end-user and increase market penetration.

Location:

Philippines