This case deals with the export challenge Ferro Industries (Ferro), small businesses in the steel industry in India. Our manufacturing plant was located in the National Capital Region of Delhi. Ferro's major products are roll-forming machines, cut-to-length lines and slitting lines, the company was one of three companies in the Indian sub-continent supply on the market of such products. This case raises two fundamental questions regarding the role as an exporter of Ferro, first, at what point should the importer must pay the exporter? Second, the release of the exporter to the importer of goods until payment is received? The case illustrates the problems of export and international business for a small company, taking into account the risk of default, product prices, bargaining strategies, promotion strategy and client management strategies. It also discusses the difficulties in decision-making for export, as well as outlining the various conflict resolution methods to close the deal effectively when considering whether to adopt risks. "Hide
by Justin Paul, Shruti Gupta, Parul Gupta Source: Richard Ivey School of Business Foundation 18 pages. Publication Date: January 9, 2012. Prod. #: W11620-PDF-ENG
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