Tomato Jos: launching a tomato paste brand in Nigeria

2022 ◽  
Vol 12 (1) ◽  
pp. 1-16
Author(s):  
Jaco Maritz ◽  
Mark Peters
Keyword(s):  
Business Strategies ◽  
Small Scale ◽  
Executive Education ◽  
Content Type ◽  
Academic Level ◽  
The Usa ◽  
Tomato Processing ◽  
Small Scale Farmers ◽  
Education Courses ◽  
Strategy Marketing

Learning outcomes The teaching objectives of the case are as follows: to develop an understanding of the scope and complexity of strategy and marketing; to examine what is meant by purpose, direction, objectives and consider how these might be set and used; to help students think and act in a strategic way; to give faculty the opportunity to illustrate the strategist’s and marketer’s toolbox, namely, tools and frameworks, such as Porters 5 Forces – The attractiveness of the industry, Porter’s Generic Marketing Strategies, strengths, weaknesses, opportunities, threats analysis, the 4P’s – with a focus on product and distribution. The case is intended for use in MBA and Executive education courses in strategy, marketing and leadership. The case offers relevant experiences and instructive lessons in formulating and implementing business strategies. The case highlights the importance of contextual leadership intelligence and competence in enabling entrepreneurial business activities. Case overview/synopsis Tomato Jos (Nigeria) is a large tomato processing business in Kaduna, Nigeria. Nigeria is the second-largest producer of tomatoes in Africa, with Egypt as the largest. The country ranks 14th overall as a world producer. In Africa, and specifically Nigeria, there is a strong push to support small-scale farmers as a source of employment creation, as well as meeting the needs of food security. The CEO, Mira Mehata, is an ex-pat graduate from the USA with strong Agri sector experience. The business has received extensive support from the Kaduna Government as the business has secondary objectives to assist small-scale farmers in the region. Farmers need consistent off takers and reasonable set prices to see a return on their investment and Tomato Jos plays that role of being the middle-man. This results in less wasted produce – the bane of farmers globally. The price for fresh tomatoes is about three times that of processed tomatoes IE in paste or sauce – so that is an added challenge for farmers to see the value in processed tomatoes. The business currently has a 2% Market Share in Nigeria with a target of 10% over the next five years. The business so far has invested three billion Naira and plans a further five billion Naira over the next few years. The business is seen as a high-profile success story with a supportive eco-system with a push from both the Nigerian Government and some major private sector players example Dangote. Complexity academic level The case is intended for use in MBA and Executive education courses in Strategy, Marketing and Leadership. Supplementary materials Teaching notes are available for educators only. Subject code CCS 11: Strategy.

Egan’s Irish Whiskey: a story of heritage and renewal

2021 ◽  
Vol 11 (2) ◽  
pp. 1-23
Author(s):  
Wendy Du Plessis ◽  
Mark Peters
Keyword(s):  
Learning Outcomes ◽  
Customer Value ◽  
Distribution Channel ◽  
Business Strategies ◽  
Executive Education ◽  
Strategic Choices ◽  
Content Type ◽  
Marketing Intelligence ◽  
Education Courses ◽  
Strategy Marketing

Learning outcomes The learning outcomes of this paper is as follows: to give faculty the opportunity to illustrate the strategist’s and marketer’s toolbox, namely, tools and frameworks such as the McKinsey 7S model. Porter’s generic marketing strategies. Strengths, weaknesses, opportunities and threats analysis. Political, economic, social and cultural, technological, environment and legal – external macro analysis. The case is intended for use in MBA and Executive education courses in strategy, marketing and leadership. The case offers relevant experiences and instructive lessons in formulating and implementing business strategies. The case highlights the importance of contextual leadership intelligence and competence in enabling entrepreneurial business activities. The case gives students the opportunity to apply a strategic framework to marketing communications, competitive analysis and branding with a new brand and a new name in a first world economy. The case helps students understand that: successful companies are a success because of their people and leadership, proactive thinking and constantly looking for new opportunities will make you a leader in the market, up-to-date competitor and market analysis are paramount in making the winning decision, staying true to one’s business philosophy and company values build a reputable organization, the importance of creating partnerships and healthy relationships with the distribution channel, the concept of competitive advantage, the concept of differentiation, focus and cost leadership and the concept of value and understanding customer needs. Case overview/synopsis The Egan’s Whiskey case offers students a unique opportunity to discover the important, yet grass-root, strategic decisions made by a high-quality alcohol product in a very competitive, well-known brand dominated the market, the USA. The case focuses specifically on issues related to strategic choices and implementation, brand, reputation, leadership, strategic marketing decision-making, customer/retail relationships, customer value and the importance of good marketing intelligence. There are some good examples of out-of-the-box thinking. History reveals that companies with the strongest brands, most proactive leadership, innovative marketing ideas, superb marketing intelligence and deepest relationships with their consumers are the pillars of success. The very assets that define these leading companies provide benchmarks for upcoming organizations. Being complacent and having poor leadership and vision in an ever-demanding customer-driven and competitive environment is a recipe for failure. Organizations and their leadership teams need to start thinking systematically, proactively and strategically about their place in competitive markets and take quick actions to mitigate risks and miss opportunities before they become reality. This case reveals the importance of understanding your strategic landscape, your market, your competitors, your customers, quick thinking and actions and having a rolling strategic plan, which is adaptable. Complexity academic level The case is intended for use in MBA and Executive education courses in strategy, marketing and leadership. Supplementary materials Teaching Notes are available for educators only. Subject code CSS 11: Strategy.

Titan Company Limited: growth strategy

2021 ◽  
Vol 11 (3) ◽  
pp. 1-38
Author(s):  
K. S. Manikandan
Keyword(s):  
Growth Strategy ◽  
Executive Education ◽  
Limited Growth ◽  
Content Type ◽  
Post Graduate ◽  
Academic Level ◽  
Company Limited

Complexity academic level Post-graduate; Executive education; Under-graduate. Supplementary materials Teaching notes are available for educators only. Subject code CSS 11: Strategy.

Examining the impact of political candidates on hotel revenue

2019 ◽  
Vol 3 (1) ◽  
pp. 36-53
Author(s):  
Amanda Belarmino ◽  
Elizabeth A. Whalen
Keyword(s):  
Design Methodology ◽  
The State ◽  
Small Scale ◽  
Structured Interviews ◽  
Political Candidates ◽  
Bandwagon Effect ◽  
Content Type ◽  
Political Candidate ◽  
The Usa ◽  
The Impact

Purpose The purpose of this paper is to examine the impact of a charismatic political candidate on hotel revenue in the USA, particularly in their home states, through the lens of the bandwagon effect. Previous researchers have found that political primaries have a significant impact on hotel revenue due to travel to those states; however, there has yet to be an examination of the impact of popular political candidates on hotel revenue. Design/methodology/approach This research examined the impact of Bernie Sanders’ campaign on hotel revenue in the state Vermont due to the relatively stable demand experienced in that market. First, the researchers used forecasting methodology and t-tests to determine if there was a significant increase in hotel revenue during the time of the Sanders’ campaign for the state and for Burlington, Vermont, his campaign headquarters. Then, eight semi-structured interviews were conducted with hoteliers in Vermont to determine if the Sanders’ campaign was responsible for the observed changes. Findings While the hotel revenue for the state was not significantly different than what would be expected, the hotel revenue in Burlington did see a significant increase. Hoteliers did attribute an increased awareness of the destination and some specific instances of travelers to Sanders’ campaign. Originality/value This is the first study to date to demonstrate the influence of a political candidate on hotel revenue and demonstrated that the bandwagon effect can impact hotel revenue. For hoteliers, it demonstrates that increased destination awareness can impact behavioral intentions on a small scale.

The trials and tribulations of JTH Inc.

2019 ◽  
Vol 15 (2) ◽  
pp. 88-108
Author(s):  
Mayank Jaiswal ◽  
Robert Maxwell
Keyword(s):  
New England ◽  
Business Model ◽  
Undergraduate Students ◽  
Theoretical Basis ◽  
International Competition ◽  
Dynamic Nature ◽  
Resource Based View ◽  
Content Type ◽  
Academic Level ◽  
The Usa

Theoretical basis The theoretical linkages are with dynamic nature of PESTEL analysis, Porter’s five forces, resource-based view of the firm and characteristics of an entrepreneur. Research methodology The names of the institutions and individuals involved have been disguised. However, the material facts of the case are authentic. Case overview/synopsis This case discusses strategy in the context of a crisis situation in a small business. JTH Inc. was a computer subcontract manufacturing (SCM) firm serving the New England region of the USA. The influx of international competition (mainly from China) due to recession led to significant challenges for JTH and the SCM industry. JTH was struggling and the situation was further complicated by the founder’s (Robert Maxwell) personal and emotional situation. Robert had to decide whether to keep the business running, close it down, merge with/be acquired by a competitor, innovate the business model or do something else. Complexity academic level This case is designed to target undergraduate students of Strategic Management; it may also include Entrepreneurship students. It should most probably be taught in the first half of the course after concepts such as PESTEL, Porter and resource-based view of the firm have been taught.

Scaling Girls’ Technical Education (GTE): bringing coding skills to women in Tanzania

2020 ◽  
Vol 10 (4) ◽  
pp. 1-30
Author(s):  
Kelly Alexander
Keyword(s):  
Learning Outcomes ◽  
Technical Education ◽  
Positive Impact ◽  
Social Enterprises ◽  
Business Strategies ◽  
Content Type ◽  
Mission Drift ◽  
Organisational Form ◽  
Academic Level ◽  
Award Winning

Learning outcomes The learning outcomes are as follows. Students can assess effective business strategies, determine the role of business in shaping informal institutions, understand managing issues in social enterprises, from talent management to expansion to mission drift, and develop deeper understanding of the African context. Case overview/synopsis The case presents the challenges facing the award-winning CEO/Founder of Tanzanian social enterprise Girls’ Technical Education (GTE). GTE provides technology and coding skills in Tanzania, focussing on educating women and girls. GTE has experienced significant success – expanding into neighbouring Malawi. GTE has a strong vision and mission, clearly articulated and prioritised by the Founder and his Board. Hybrid organisations, blending a social and financial mission, are expected to experience management tensions or mission drift, yet GTE seems to have avoided this. As an emerging organisational form, social enterprises – like GTE – often face hurdles regarding legitimacy and acceptance in the markets in which they operate. GTE is working to understand the Tanzanian and regional contexts and challenges in these ecosystems, seeking to influence norms and bring about positive impact. Complexity academic level Postgraduate courses including MBA, Executive Education and courses focussing on Organisation Studies, Management and Strategy. Supplementary materials Teaching Notes are available for educators only. Subject code CSS: 7 Management Science.

scholarly journals Strategic capabilities, competitive strategy, and performance among retailers in Argentina, Peru and the United States

2011 ◽  
Vol 49 (1) ◽  
pp. 139-155 ◽  
Author(s):  
John A. Parnell
Keyword(s):  
Competitive Strategy ◽  
The United States ◽  
Retail Trade ◽  
Superior Performance ◽  
Business Strategies ◽  
Strategic Group ◽  
Content Type ◽  
The Usa ◽  
Strategic Capabilities ◽  
And Performance

PurposeThis paper aims to assess the influence of strategic capabilities on the business strategy‐performance relationship among retail businesses in Argentina, Peru, and the USA.Design/methodology/approachZahra and Covin's self‐reported scale was amended and utilized to categorize businesses along Porter's typology. Strategic capability scales were adopted from DeSarbo and associates. Self‐reporting scales to assess relative competitive and objective performance in the present study were adopted from Ramanujam and Venkatraman. A survey containing these scales was administered to 277 attendees at a retail trade show in the USA. The survey – translated into Spanish – was distributed by mail and completed by 136 retailers in Peru and 163 retailers in Argentina.FindingsLinks were assessed among strategic capabilities, generic business strategies, and performance in retail businesses in Argentina, Peru and the USA. Support was found for links between the focus strategy and both marketing and linking capabilities, between the differentiation strategy and technology capabilities, and between the cost leadership strategy and management capabilities. The low cost‐differentiation combination strategy was associated with high performance in strategic groups whose businesses possess strong management and technology capabilities. These findings highlight the importance of developing strategy‐specific capabilities as a foundation for superior performance.Research limitations/implicationsThis study relied on self‐reported assessments of competitive strategy, organizational capabilities, and performance. It utilized cluster analysis, assessed only retailers, and considered only three nations.Originality/valueExtant strategic group research highlights the link between group membership and firm performance. The present study reinforces previous research. In addition, the presence of organization‐specific strategic capabilities helps to explain why some businesses outperform others in the same strategic group.

Who and what set the price of walnuts for small-scale farmers in Southwest China?

2017 ◽  
Vol 7 (2) ◽  
pp. 135-152 ◽  
Author(s):  
Mei Yan ◽  
Anne Terheggen ◽  
Dagmar Mithöfer
Keyword(s):  
Value Chain ◽  
Food Systems ◽  
Tree Planting ◽  
Small Scale ◽  
Structured Interviews ◽  
Data Set ◽  
Content Type ◽  
Village Level ◽  
Small Scale Farmers ◽  
The Village

Purpose Domestic demand for walnuts has been on the rise for the last decades. Consumption outstrips domestic production capacities, which led to increasing prices until recently. Small-scale farmers are at the centre of walnut tree planting and walnut collection efforts. Farmers are now integrated into rapidly expanding agrifood value chains. The purpose of this paper is to investigate the walnut value chain originating in Yunnan (the dominant producer of walnuts in China). The authors are especially interested in the position of small-scale farmers in the chain and the factors affecting the price that they receive. Design/methodology/approach Price and intra-chain governance information were collected through structured interviews with value chain actors like certified and conventional small-scale farmers, traders, processors, food manufacturers and wholesalers. The resultant price data set was analysed using a multiple regression analysis. Findings Timing of harvest, distance to market and sales volume are correlated with the village-level price. Farmers are in a market governance segment of the chain. Lead firms (e.g. supermarkets) are price-setters and determine the value distribution, with farmers receiving a smaller share relative to downstream actors’ shares. Research limitations/implications Improved connectivity to markets, transparency of standards and price (formation), processing and certification could improve farmers’ profits. Originality/value The authors contribute to the growing literature of value chain studies focussing on farmers’ integration into food systems at different scales. The authors investigated the price determinants at the village level and additionally provide information on an organic marketing arrangement.

Market coopetition

2019 ◽  
Vol 10 (2) ◽  
pp. 465-475 ◽  
Author(s):  
Mohd Khairulnizam Sahlan ◽  
Mohd Fauzi Abu-Hussin ◽  
Aminudin Hehsan
Keyword(s):  
Conceptual Understanding ◽  
Small Firms ◽  
Business Strategies ◽  
Small Scale ◽  
Content Type ◽  
Religious Influences ◽  
Case Methodology ◽  
Information Pattern ◽  
Conceptual Paper ◽  
The Relationship

Purpose The purpose of this paper is to explore coopetition, a strategy that combines cooperation and competition, in addressing relationships between small grocery retailers. Using coopetition as an underlying concept, this study examines how religious influences play a role in determining business strategies for grocery retailers. Design/methodology/approach This conceptual paper integrates the concept of coopetition into a definition that holds for coopetitive interactions across small-scale retailers. The study uses a qualitative multi-case methodology to gather data regarding horizontal channel relationships in retailing. A preliminary pilot study was conducted to gain a clearer understanding and develop a basic information pattern for the relationship between Halal Mart retailers and coopetition. Findings Preliminary findings have shown that halal mart retailers at Muslim marts may have involvement with four categories of business relationships (cooperation, competition, coexistence and coopetition). Originality/value This paper provides a conceptual understanding of coopetition among small firms, which have not received much focus in the literature. The addition of religiosity extends the theory of coopetition beyond activity, actors and resources.

Does weather matter? How rainfall affects credit risk in agricultural microfinance

2015 ◽  
Vol 75 (2) ◽  
pp. 194-212 ◽  
Author(s):  
Niels Pelka ◽  
Oliver Musshoff ◽  
Ron Weber
Keyword(s):  
Developing Countries ◽  
Credit Risk ◽  
Weather Data ◽  
Small Scale ◽  
Weather Index ◽  
Content Type ◽  
Weather Events ◽  
Small Scale Farmers ◽  
Linear Probability ◽  
Two Step Estimation

Purpose – Small-scale farmers in developing countries are undersupplied with capital. Although microfinance institutions (MFIs) have become well established in developing countries, they have not significantly extended their services to farmers. It is generally believed that this is partly due to the riskiness of lending to farmers. The purpose of this paper is to combine original data from a Madagascan MFI with weather data to estimate the effect of rainfall on the repayment performance of loans granted to farmers. Design/methodology/approach – The basis of the empirical analysis is a unique data set of a commercial MFI in Madagascar and weather data provided by the German Meteorological Service. The repayment performance of loans granted to small-scale farmers is estimated using a two-step estimation approach based on linear probability models (LPMs) and a sequential logit model (SLM). Findings – The results reveal that an excessive amount of rain in the harvest period of rice increases the credit risk of loans granted to small-scale farmers in Madagascar. Furthermore, the results confirm that credit features affect the repayment performance of loans. Research limitations/implications – Since the returns from weather index-based insurance (at least as a future contract) are perfectly correlated with weather events, the authors can set the effect of weather events on the repayment performance of loans equal to the effect of the returns of weather index-based insurance on the repayment performance of loans. Thus, the results imply that weather index-based insurance might have the potential to mitigate a certain part of the risk in agricultural lending. Practical implications – The focus and results of the present study are very relevant for MFIs, potential providers of weather index-based insurances as well as for farmers. The results confirm that weather events are a primary reason for the risk perception of lenders in developing countries toward small-scale farmers. Future research should, hence, concentrate on the development of index-based insurances in agricultural lending and consider interventions on different levels, e.g., insurance on the farm and the bank level. Originality/value – To the knowledge, this is the first study that combines original loan repayment data from a Madagascan MFI with weather data in order to estimate the effect of weather events on the repayment performance of loans granted to farmers. Furthermore, to the knowledge, this is the first study that uses a two-step estimation approach based on LPMs and a SLM to investigate the repayment performance in agricultural lending.

BOS Brands: challenges of internationalisation

2016 ◽  
Vol 6 (4) ◽  
pp. 1-32
Author(s):  
Christopher James Human ◽  
Geoff Bick
Keyword(s):  
Learning Outcomes ◽  
Multinational Corporations ◽  
Emerging Market ◽  
Entry Mode ◽  
Physical Distance ◽  
Executive Education ◽  
Content Type ◽  
Teaching Case ◽  
Global Brand ◽  
Education Courses

Subject area This teaching case focuses on the field of marketing, particularly, the situation of building a global brand as small and medium-sized enterprises (SME) internationalizing from an emerging market. Study level/applicability It is recommended for postgraduate and post-experience students, for example, in MBA programmes and executive education courses. Case overview This teaching case focuses on the field of marketing, particularly, the situation of building a global brand as SME internationalizing from an emerging market. It is recommended for postgraduate and post-experience students, for example, in MBA programmes and executive education courses. BOS Brands provides an interesting case on the internationalisation experience of a Born Global firm, particularly from an emerging market context. This medium-sized South African business develops, distributes and markets Rooibos-based beverages in Southern Africa and Europe, with eyes on a broader global presence. The case provides insights into the strategic decisions required to successfully take a medium-sized business into competitive foreign markets without the capital and support enjoyed by many larger multinational corporations. Among other issues, BOS Brands provides fertile ground to explore the selection of target country and entry mode, overcoming cultural and physical distance, opportunity recognition and the roles of networks and innovation. Expected learning outcomes The expected learning outcomes are to: analyse the decision-making process of the internationalising SME in terms of internationalisation factors, timing and phases and evaluation of potential target countries and entry mode options and launch marketing approach; understand the complexities of marketing in a foreign cultural and business context (including cultural and physical distance); and develop alternative marketing strategies for an entrepreneurial SME to grow internationally given limited resources. Supplementary materials Teaching notes are available for educators only. Please contact your library to gain login details or email [email protected] to request teaching notes. Subject code CSS 8: Marketing.

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