Kashiwa Tubing Ltd.

Author :

David T.A. Wesley, Henry W. Lane

Pages :

8

Product Type :

Case

Reference # :

9B02M014

Teaching Note :

8B02M14

Institute:

Ivey Publishing

Setting:

USA/Nigeria/Japan, Small

Year:

2001

Keywords:

International Law; Third World; Internet; E-Commerce, Entrepreneurship, General Management/Strategy, International, Manufacturing

Summary/Abstract:

A student at a large Boston-area university would soon be completing a dual degree in Management Information Systems and Business Administration. She is the oldest child and only member of a Japanese family that spoke English and was learning to represent the family business, Kashiwa Tubing, with its international accounts. It was planned that she would eventually assume leadership of the company. During her studies she became a believer in the potential and reach of the Internet. She immediately set up a Web site for the company. Within six months, the Web site generated its first major sale, a $2.5 million order from Saudi Arabia. Recently, she had begun to negotiate a multi-million dollar deal with a Taiwanese firm. The company's Japanese headquarters recently forwarded an inquiry from Nigeria. The inquiry was from a member of the Federal Ministry of Works and Housing, proposed a business transaction that would, if successful, represent the largest single Internet order in the history of Kashiwa Tubing. Believing in personally meeting with customers and building long lasting ties, her father suggests that she should meet with this customer, even if that meant traveling to Nigeria.