Gino sa distribution channel management

•

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Gino SA is a large burner manufacturer that is considering an offer from Feima to take over distribution in the industrial segment. David Zhou, the leader of Gino SA, must decide whether to fully decline Feima's offer, accept the offer but keep other segments with existing distributor Jinghua, or accept Feima as a customer of Jinghua. After analyzing the advantages and disadvantages of each option, Zhou decides to accept Feima's offer for the industrial segment but keep other segments with Jinghua.

GINO SA:
Distribution
Channel
Management

Gino SA is one
of the largest
burner
manufacturers
and exporters
in the world .

DAVID ZHOU-
JEAN-MICHEL PIERRE-
HENRY GONG -
JINGHUA-
FEIMA-

Zhou is confused whether or not to proceed
with the project.

2. ACCEPT FEIMA’S OFFER TO INDUSTRIAL SEGMENT AND
OTHER SEGMENTS REMAIN WITH JHINGUA

ACCEPT FEIMA’S
OFFER FOR
INDUSTRIAL
SEGMENT AND
OTHER SEMENTS
REMAIN WITH
JHINGUA

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