San Fabian

San Fabian Case Study

Questions for San Fabian:

1) What does San Fabian bring to its relationship with MacDowell? Do you think San Fabian has been a good distributor for MacDowell? Why?

- Experience navigating heavy corruption through the Philippines’ political and economic system

- National coverage that was partially built up to support the MacDowell product line

- Strong brand name built on decades of high-quality service and products

- Exclusive-only basis approach to distribution has allowed San Fabian to spend heavily on targeted advertising, consultations and customer support on behalf of MacDowell

o Critical since MacDowell’s products, while high quality, have a lot of product-specific installation methods that need to be implemented to ensure customer satisfaction

o San Fabian uses a highly trained, technical workforce that would be difficult for MacDowell to replicate (San Fabian also compensates them extremely well, with significant potential for commissions to equal 50-100% of base)

- Valuable relationships at all types of customers

o Retail: lists of ar...

... middle of paper ...

...he keeps them happy and ready to sign a new distribution agreement if things turn out badly. However, if San Fabian is wrong, then Jean should try to foster the types of relationships with government and commercial contacts that San Fabian has and integrate itself into the market. With regard to dealers, Brevett should leverage his experiences in Australia, but adjust his expectations accordingly given the different market dynamics in the Philippines and the fact that he might be seen as an outsider.