From Low Cost to Global Leadership: Computime (Hong Kong) Leads Through Innovation
written by Michael J. Lippitz, fl. 2008 and Robert C. Wolcott, fl. 2008 (Evanston, IL: Northwestern University. Kellogg School of Management, 2008, originally published 2008), 14 page(s)
Details
- Abstract / Summary
- Colfax Corporation was a young, privately held collection of pump-manufacturing companies from the United States and Europe. Intending to go public, it was eager to find a story for investors of how it could grow at rates faster than its subsidiaries had historically grown in their home regions and core-customer industrial markets. This case describes a singular new-growth opportunity: selling Colfax solutions into state-owned petroleum enterprises in the Middle East at a time when these producers were straining to add capacity. Designing the optimal marketing system required Colfax to weigh a complex of issues, including global resource allocation and deployment, a process for customer-relationship building, and estimates for revenue streams versus investment outlays. The design process was, in short, far more than “sticking sales rep pins in the map.” Case readers are asked to think along with the Colfax global management team in deciding, “How much can we afford to risk our current income model in order to build new capacity in a new region in a new way?”
- Field of Interest
- Business & Economics
- Author
- Michael J. Lippitz, fl. 2008, Robert C. Wolcott, fl. 2008
- Copyright Message
- Copyright © 2008 by the Kellogg School of Management at Northwestern University
- Content Type
- Case study
- Duration
- 0 sec
- Format
- Text
- Original Publication Date
- 2008
- Page Count
- 14
- Publication Year
- 2008
- Publisher
- Northwestern University. Kellogg School of Management
- Place Published / Released
- Evanston, IL
- Subject
- Business & Economics, Social Sciences, International Business, Leadership roles, International trade, Innovation and invention, Organizational change, Manufacturing industry, Management of Companies and Enterprises, Negócios Internacionais, Negocios Internacionales, Hongkong (State), Hongkong Island, Hong Kong Island, Hong-Kong (State), Hong-Kong Island, Computime Limited, Hong Kong (State), Foreign Market Opportunity Assessment: Determining the Nature of the Market Opportunity
- Keywords and Translated Subjects
- Negócios Internacionais, Negocios Internacionales, Hongkong (State), Hongkong Island, Hong Kong Island, Hong-Kong (State), Hong-Kong Island
