Report on Exchanges - INSEAD CALT

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…unlike Peter, who suggests finding out more about the allegations on Bauer…De : Peter Thomsen [mailto:PTH@FLSMIDTH.COM]Envoyé : mercredi 5 juin 2013 15:39HiI would suggest Gianluca to quickly look into the rumors about Bauer. Maybe even confront Bauerwith the rumors.Best regards,Peter ThomsenSenior Vice PresidentDirect +45 36 18 20 07 · Mobile +45 30 93 20 07 · Fax +45 36 18 15 47peter.thomsen@flsmidth.comSteven advises to sign with Goodbridge…De : Parewyck Steven [mailto:Steven.Parewyck@bekaert.com]Envoyé : jeudi 6 juin 2013 02:07Dear Dr. Angehrn,To my opinion Gianluca should opt for GOODBRIDGE’s offer.Best regards,Steven Parewyck…Frederic analyses the situation and both options before finally advising Gianluca to signwith Sir Ralph and to explore together further opportunities…De : Frederic Marijsse @ home [mailto:frederic.marijsse@gmail.com]Envoyé : jeudi 6 juin 2013 06:57Dear Mister Angehrn,please find hereafter my understanding of the situation and my advice to Gianluca,What does Eagle Racing need?Given its track record and its recent achievement, Eagle Racing needs a new main sponsor to furtherdevelop its business and potentially, a few more in order to diversify its sources of funding and gainaccess to a portfolio of investors and sponsors.Eagle Racing needs reliable and stable partners.Given that its main sponsor has cancelled its participation, Eagle begins to feel the pinch and couldexperience some shortage if it doesn’t manage to raise sufficient funding or credit facilities. However,one should call for the facts and not get confused with feelings and short-termism.1) Sir Ralph Winfield and the Goodbridge companyIs a happy, enthusiast, passionate kind of person.Says he actually wants to sponsor EagleAAA/INSEAD/062013 - 6
Sir Ralph takes time to see if he could go along with the people of eagle, all the small talk part is allabout knowing each other and sensing the possibility of long term partnership (values, spirit..)Money, terms or conditions are not discussed during the first meeting with Sir Ralph (he relies onBenjamin for the details).The deal could be signed of at 10MEUR/yearMaybe there’s a potential for more and maybe Winfield could introduce Eagle to other partners tojoint the adventure.2) Walter Smith and Bauer IndustriesOne could say he hardly cares about racing.It is more a way for him to offer some kind of VIP-experience for his prospects or business partners.One could question its reliability and interest over timeThe deal is not sealed yet, but he utters a lot of demands and there’s little room for negotiation, everyword looks like a take it or leave it offer.Eagle could become in thrall to Bauer industries exclusive sponsorshipHe makes a rather conditional commitmentThe company is already involved in some mediatic turmoil that could reflect adversely on thecompany and its partners.What if allegations are confirmed? Not every body would agree with selling goods in a breach of anUN resolution, except maybe for some kind of Russian investors..3) Advice to GianlucaPolitely decline Walter Smith’s offer while being neutral.Explain that as long as the suspicions aren’t waived, eagle couldn’t enter in a business relationshipwith him.Explain Eagle want to enter in a balanced partnership and that the terms and conditions he proposesare not in the vain of the partnership Eagle seeks.Secure the deal with Goodbridge and expose the situation to Sir Ralph Winfield to see if it could bepossible to find other sponsors.Imagine How to leverage the Goodbridge sponsorship, etc..Kind regardsFredericAAA/INSEAD/062013 - 7
Page 1 and 2: EagleRacing Simulation ExchangesGMP
Page 3 and 4: Individual RepliesDiederik is the f
Page 5: Shahid announces that he did not re
Page 9 and 10: Depending on the past nego with Goo
Page 11 and 12: me represents a risk to the image t
Page 13 and 14: …after finally receiving the emai
Page 15 and 16: …now Edson joins the discussion a
Page 17 and 18: …Edson would like to get some fee
Page 19 and 20: …allowing Frank to send the final
Page 21 and 22: Two Truths and a LieHi. Let me intr
Page 23 and 24: Peter agrees to sign with Bauer…D
Page 25 and 26: I am afraid I can’t join you in y
Page 27 and 28: …allowing Vincent to send the fin
Page 29 and 30: Financial security for3 yearsEthics
Page 31 and 32: The practical organization of our w
Page 33 and 34: I have added my comments to Rose’
Page 35 and 36: - Does the contract with Eagle’s
Page 37 and 38: Kind regardsRoseCriteriao requiring
Page 39 and 40: Isabelle joins the team and explain
Page 41 and 42: oLeveraging : networking through pa
Page 43 and 44: What will be the value of the brand
Page 45 and 46: Current issues and subsequent risks
Page 47 and 48: …now she suggests a meeting agend
Page 49 and 50: If Frederic and Diederik do not add
Page 51 and 52: TEAM 4I try to activate the team by
Page 53 and 54: … Peter continues the game and su
Page 55 and 56: With regard to my opinion on the ca
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From above I would conclude that th
Page 59 and 60:
Bernard too agrees to the Team Lead
Page 61 and 62:
We are all in same boat reg Episode
Page 63 and 64:
No matter what, we should probably
Page 65 and 66:
…Thomas also joins the Goodbridge
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With the limited knowledge that we
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