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Q3: What is the alternative?Cost and benefit analysisQ4: What is the difference between trade creditor and
5A trade creditor vs. a bank（信用销售与银行比较）A trade creditor’s size up of a firm is much the same as a bank’s size-up.Trade credit is only part of the overall marketing strategy of a firm.The interaction of the credit and the sales function may be a delicate balance. Lost sales (profit) must be weighted against bad debts in determining a credit policy.
6Analyses（分析）Background of SRI.Background of MacdonaldWhat is the Problem?What are alternative?（选择）Size-up of MacdonaldAlternative analysis
What is the Problem?The Management leveraged-buy-out of Macdonald placed a severe strain on the financial position of the company.（杠杆收购）- Deficit retained earnings.（负留存收益）Relation between the companies were good prior to the acquisition（并购）in 1993.SRI must re-examine its position, given the risk and possible collapse of Macdonald.（风险）7
What are the alternatives?Case doing business with Macdonald-Find other distributors in the region;-Acquire its own distribution company in this area.Keep doing business with Macdonald-Do nothing;-Ship goods to Macdonald on a consignment basis（委托销售）only;-Work with Macdonald to reduce the inventory（存货）of SRI’s products and the accounts receivable（应收帐款）investments. 8