Ivey Publishing

Product Details

Clearwater Seafoods - B2C in China
Product Number:
9B13A025
Publication Date:
08/29/2013
Revised Date:
08/29/2013
Length:
12 pages (8 pages of text)
Product Type:
Case (Field)
Source:
Ivey
Clearwater Seafoods, a Canadian shellfish enterprise, has four decades of experience in business-to-business (B2B) marketing. It harvests seafood, processes it and markets it in bulk to large restaurant chains worldwide. The company wants to pursue growth by marketing seafood directly to individual consumers (B2C) in China. The transition from B2B to B2C raises three fundamental questions. How can the company develop and deploy a go-to-market business model with Chinese grocery retailers? How can it balance its focus on margins with the Chinese retailers’ focus on revenues? How can Clearwater establish differentiation as a source of competitive advantage in seafood retailing in China?
Learning Objective:
  • To introduce students to how a large global corporation manages, in one of its key subsidiaries, the transition from B2B marketing to B2C marketing.
Issues:
Disciplines:
Marketing,  International
Industries:
Retail Trade
Setting:
China, Large, 2013
Intended Audience:
MBA/Postgraduate
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
$4.50 CAD / $4.25 USD Digital Download
Associated Materials
Translations: Simplified Chinese (12 pages)
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