Telemetrix (A) – North-South Exports Lends a Helping Hand to Telemetrix: Mexico or Brazil?

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CASE STUDY. The case describes North-South Exports’ business and how it supports SMEs. It also looks at Telemetrix and its innovative, economical and eco-friendly fleet management solution: TOTAL METRIX.

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Telemetrix (A) – North-South Exports Lends a Helping Hand to Telemetrix: Mexico or Brazil?: Abstract

Case A “North-South Exports Lends a Helping Hand to Telemetrix: Mexico or Brazil?” showcases Julie-Anne Cabana, a young analyst at North-South Exports, a small Quebec-based export management firm that helps SMEs with international expansion. Julie-Anne must make recommendations as to the best way for the company’s client Telemetrix to rapidly achieve sales in Latin America, and whether to focus on Brazil or Mexico. The case describes North-South Exports’ business and how it supports SMEs. It also looks at Telemetrix and its innovative, economical and eco-friendly fleet management solution: TOTAL METRIX.

“Telemetrix” is a two-part case study. Its parts can be used alone or in sequence. See Part B here.

Teaching objectives

  • The role of export management companies in SME internationalization
  • The motivations for and barriers to SME internationalization (assessment of opportunities and challenges that are specific to Latin America)
  • How to choose a local partner; and a geographic market (Mexico or Brazil).

Main themes covered

  • Export management
  • International strategy and marketing (market selection, choice of entry mode, choice of a local partner for production and distribution)
  • Fleet GPS management solution
  • Customer-supplier relations

Concepts and theories related to the case

  • SME Internationalization (Etemad, 2004; Buckley 1993)
  • Entry mode and partners: transaction cost theory (Williamson, 1979)
  • Eclectic paradigm and OLI framework (Dunning, 1980)
  • Market selection: CAGE distance framework (Ghemawat, 2001) and cultural dimensions (Hofstede 1980) + value chain (Porter, 1998)
  • Ansoff matrix (1957)
  • Ccritical success factors (Kim and Mauborgne, 2010)

Additional information

Also available in French.

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