Report on Exchanges - INSEAD CALT

Thomas advises to further discuss with BOTH potential sponsors before deciding…De : Thomas.Henn@gdfsuez-energie.de [mailto:Thomas.Henn@gdfsuez-energie.de]Envoyé : mardi 4 juin 2013 09:09Dear Albert,After watching the short film my intuitive opinion is that the session suggests a situation of timepressure with very limited options. But is this really the case for Eagle Racing / Gianluca? Is it reallytrue for Gianluca that he has to take a decision based on limited information?Eagle Racing should rather ask for further discussions with their both potential sponsors in order tofind out,* if BAUER is really selling arms or even more interesting if the public believes they do so (andtherefore BAUER has a negative image what would disqualify them as a sponsor)* if there are further options which could be negotiated:** e.g. non exclusive term also with BAUER** e.g. if Goodbridge may allocate their 10 mio / year budget differently and may sponsor in the firstyear 18 mio (and in the second 6 mio and again 6 in the third year) to give Eagle Racing more time tolook for another sponsor in the second year.** e.g. if maybe a bank loan could fill the missing gap of 8 mio in the first year** if Goodbridge may also could bring in some VIP contacts to further acquire sponsorshipKind regards,Thomas…whilst Isabelle, without hesitation, decides for Goodbridge…De : LANDROT Isabelle [mailto:isabelle.i.landrot@renault.com]Envoyé : mardi 4 juin 2013 09:40GoodBridge… Jacques too prefers the Goodbridge deal, but also recommends to try to get moreinformation on Bauer …De : Jacques.Veerman@mail.ing.nl [mailto:Jacques.Veerman@mail.ing.nl]Envoyé : mardi 4 juin 2013 12:58Dear Albert,I watched the video and per this email I want to give my intuitive opinion:- Gianluca should insist that they do a proper further investigation into Bauer’s situation. Are theremore facts available?- He also should look at a formal policy on doing business with such partners.- For now, my intuition tells me that the risk is too high to give exclusivity to one partner. If thepartner is going into default the whole sponsorship is at risk.It’s better to spread the risk cross different partners.- Also I believe that Goodbridge fits better with the mission/strategy of Eagle Racing.Kind regardsMet vriendelijke groet,Jacques VeermanING Finance Bank OIB/Controller CBS/RBI/GSAAA/INSEAD/062013 - 4