Subject category:
Marketing
Published by:
Babson College
Version: 17 May 2005
Length: 9 pages
Data source: Field research
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Abstract
This is the first of a six-case series (505-057-1 to 505-060-1, 505-108-1 and 506-062-1). In 2005, Exa SA of Geneva, Switzerland, provided cleaning solutions through a process using minute granules of calcium carbonate to strip and decontaminate exterior surfaces. Exa manufactured and sold both the cleaning substance and the machines that propelled it onto the target surface. Exa had entered the US market in 2000 after having developed sales in Europe with a focus on graffiti removal. Exa found many competitors in the US. The company worked with manufacturers? representatives but had difficulty finding a single partner able to represent them successfully. Exa was looking for a partner who would be able to cover the entire US market. This case is suitable for courses in marketing strategy and global marketing.
Location:
Size:
USD1 million
Other setting(s):
2005
About
Abstract
This is the first of a six-case series (505-057-1 to 505-060-1, 505-108-1 and 506-062-1). In 2005, Exa SA of Geneva, Switzerland, provided cleaning solutions through a process using minute granules of calcium carbonate to strip and decontaminate exterior surfaces. Exa manufactured and sold both the cleaning substance and the machines that propelled it onto the target surface. Exa had entered the US market in 2000 after having developed sales in Europe with a focus on graffiti removal. Exa found many competitors in the US. The company worked with manufacturers? representatives but had difficulty finding a single partner able to represent them successfully. Exa was looking for a partner who would be able to cover the entire US market. This case is suitable for courses in marketing strategy and global marketing.
Settings
Location:
Size:
USD1 million
Other setting(s):
2005