Report on Exchanges - INSEAD CALT

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Vincent would like to further negotiate with both possible sponsors but if he has to take adecision right now, he prefers to sign with Bauer…De : BERCOVICI Vincent [mailto:Vincent.BERCOVICI@galderma.com]Envoyé : jeudi 6 juin 2013 10:54Hello,Great to meet you and I really enjoyed the video because that is not something I do not deal with at ALL inmy current position (Global Marketing Director).So as the brief said, my straightaway gut feeling :I would prepare for more options to secure the Business (take calculated risks). If I were Giuanluca I would Ask Joep to deal with Bauer non exclusive deal alternative at 10M€ Ask the BD girl to come up with a 2 nd sponsor in addition to the deal with the Brit guy if it stays at10M€ Myself would go directly to the British guy and bargain exclusivity (do not remember if it was thecase or not for the 10M€ deal) at a higher rate : 18M€. or mention that if the deal at 10M€ wasexclusive it is no way.Now if you tell me decision needs to be taken NOW with no discussions possible I would go for BAUER anduse 3M€ to build PR activities to defend reputation/prevent more spill over and prepare back-up plansready to sign.Talk to you soon.Vincent.…and after reflecting on Joep’s unpreparedness, Rose advises Gianluca to further discusswith Sir Ralph…De : rose.delannoy@gdfsuez.com [mailto:rose.delannoy@gdfsuez.com]Envoyé : jeudi 6 juin 2013 12:13Dear Professor,Please find below my reactions on what Gianluca should do are: Recall ethics and value (devalue) of (tarnished) brand name even if it is not written in firmpolicy reports of the company Urgently correct Joep’s unpreparedness by :o requiring full check on Bauer as well as on recent press allegations(why was it not done considering that it is one of the last 2 potentials forsponsorship)o requiring working on financials in relation with an exclusive offer(nb unpreparedness from Joep – should have an file for exclusivity and margin fornegotation)o checking with CEO for his views on Bauer (as was done for goodwill)(NB. Why asking CEO on Goodwill and not mentioning Bauer?)o require to go back to Bauer to indicate that proposal needs further working beforethe company can come back to him(NB. Why did Joep accept a WE delay for “negotiating” a complete new proposalwhen he negotiated several weeks with goodwill?;why Joep did not do research on his WE for such potential major deal impact?)AAA/INSEAD/062013 - 8
Depending on the past nego with Goodwill, possibly check with Goodwill if they wouldadapt/improve their offer taking into consideration that the company might consideranother exclusive proposalBest regards,Rose de Lannoy…in line with Annie, who emphasizes Sir Ralph’s passion for racing…De : He Xiaohong (BMC) [mailto:He.Xiaohong@bekaert.com]Envoyé : jeudi 6 juin 2013 15:18Dear Professor ANGEHRN,This is Annie from Bekaert.My intuitive opinion about what Gianluca should do:Turn down the cooperation with Bauer, as avoiding risk is the most important thing for the healthydevelopment of company, further more, he agrees with Jennifer that the CEO of Goodbridge is theexactly right partner they would cooperate with, as he loves racing.Then he should try to sign a 3 or 5 years contract (the longer the better) with Goodbridge on followingSunday with the down payment of first 2 years sponseship fee. Then it will solve the finance problemin the company for the moment. Then Joep should work harder to find other sponsors which loveracing too.Thanks and best regards,AnnieBekaert Management (Shanghai) Co., Ltd.Tel: +86/21/22197301Fax: +86/21/22197300Mobile: +86/13817808119he.xiaohong@bekaert.comhttp://www.bekaert.com…now Frank shares his clear decision for Goodbridge, as Bauer does not correspond to theideals of sport…De : Huerter, Frank [mailto:Frank.Huerter@federalmogul.com]Envoyé : jeudi 6 juin 2013 15:30Dear Mr. Angehrn,Thank you for providing the link to Episode 1.It is certainly a very interesting business situation that Gianluca is facing which, no surprise, I havenever in before. This makes is it even more interesting and I look forward to the group’s and yourview later this month.My intuitive position:A company that finances themselves to a huge extent by sponsoring needs to be very cautious whomthey select as their sponsors. A racing company that appeals to private individuals (and alsoespecially to children & families) symbolizing success in sports must not be sponsored by a businessAAA/INSEAD/062013 - 9
Page 1 and 2: EagleRacing Simulation ExchangesGMP
Page 3 and 4: Individual RepliesDiederik is the f
Page 5 and 6: Shahid announces that he did not re
Page 7: Sir Ralph takes time to see if he c
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
Page 57 and 58: From above I would conclude that th
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Bernard too agrees to the Team Lead
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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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Report on Exchanges - INSEAD CALT

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