MacDowell Corp., a manufacturer of construction supplies, terminated its exclusive distribution agreement with San Fabian Supply Co., its sole distributor in the Philippines for almost 20 years. Paul Cheng, the owner of San Fabian had to decide whether the decision MacDowell accept or drop the line at all. The case raises the term “relationships” in distribution channels. MacDowell and San Fabian both felt that they were better positioned to serve customers and the efficiency of the market penet … Read more »

MacDowell Corp., a manufacturer of construction supplies, terminated its exclusive distribution agreement with San Fabian Supply Co., its sole distributor in the Philippines for almost 20 years. Paul Cheng, the owner of San Fabian had to decide whether the decision MacDowell accept or drop the line at all. The case raises the term “relationships” in distribution channels. MacDowell and San Fabian both to serve the feeling that they were better positioned end-users and increase market penetration.
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from
Claudine B. Malone,
Neil Harrison
Source: Harvard Business School
18 pages.
Publication Date: Feb 25, 1982. Prod #: 582104-PDF-ENG
San Fabian Supply Co. (Philippines) HBR case solution