Abstract: While competition in China was based almost solely on cost, Fan knew this would not be sufficient to break into the U.S. market-especially in Suns' business, where the price of failure was high. Consequently, he decided to obtain the certifications needed to ensure Suns' product would match U.S. standards.
This gamble paid off as OEM customers were attracted by Suns like Honeywell and Otis Elevator. Choice point and a main issue in the case is activated by Suns taking over the exclusive supply of foot switches to Grainger, a leading electronics catalog. Fan must now decide what approach to take in the assembly and whether to compete or collaborate with ProSwitch.
The Journey West Expanding a Chinese Business to the U.S. case study solution
PUBLICATION DATE: March 01, 2014 PRODUCT #: BAB250-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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