Product details

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. 505-057-1
Subject category: Marketing
Published by: Babson College
Originally published in: 2005
Version: 17 May 2005

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

Related