Royce-Lytton Foods (финальный кейс на зачет) Business Assignment

The Summary.

Royle-Lytton Foods is a British producer of frozen poultry products. They are going to expand by entering new markets. The Persian Gulf, especially Kuweit might become one of the best importers of their products, because Arabs prefer poultry to other kinds of meat.

Rutherford, the Sales Manager of Royce-Lytton Foods came to Kuweit to have a meeting with Sheikh Sayid, the Managing Director of Kuweit Trading Company. KTC has many food stores all among the Arab world. The aim of Rutheford is to negotiate the terms of the delivery contract and their potential future collaboration.

II. The Problem.

Rutheford has to conclude the contract with KTC.

III. The Cast of Characters.

1. John Rutherford – European sales manager, Royce-Lytton Foods (RLF)

2. Antony Newton – Commercial Attaché, British Embassy, Kuwait

3. Sheikh Sayid – MD, Kuwait Trading Company (KTC)

4. Royle-Lytton Foods - British producer of frozen poultry products

5. Kuweit Trading Company – one of the biggest food retailers in the Gulf (also owns factories, hotels and so on)

V. The Issues.

RLF wants to enter the Arabian market but there are some cultural differences that may stand on their way.

John Rutherford wants to sign a contract with Sheikh Sayid but the amount of frozen poultry KTC wants to get seems to be very large for a trial lot.

RLF is interested in business venture with KTC but they seem to work in too slow pace.

VI. The Options.

Fully approve the offer of KTC to start the cooperation with a large lot of frozen poultry

+ -

RLF enter the new promising market l

We can face some cultural problems dealing with Arabian company

RLF increase their sells and profits

We can’t be absolutely sure that KTC is a reliable company and we don’t lose our lot of frozen poultry somewhere in Kuweit

RLF obtain good reputation among Arabian

Countries (for being a supplier for such a big company as KTC)

2. Partly approve the offer of KTC and start the cooperation with a small lot of frozen poultry

RLF enter the new promising market l

We can face some cultural problems dealing with Arabian company

RLF increase their sells and profits

We can’t be absolutely sure that KTC is a reliable company and we don’t lose our lot of frozen poultry somewhere in Kuweit

RLF obtain good reputation among Arabian

Countries (for being a supplier for such a big company as KTC)

IV. The Chronology.

Sheigh Sayid agrees to import a large batch of frozen poultry

Rutherford meets Newton again outside the hotel and they continue their conversation

Rutherford gives Sheigh Sayid a short brief on Royle-Lytton Foods company

Rutherford meats Newton outside a hotel in Kuweit and they have a brief conversation on how Arabs do business.