An Australian pet-food maker enters Japan: build, partner, or buy?
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| Entry mode | One-time cost (JPY m) | Contribution per bag (JPY) | Local fixed cost (JPY m a year) | Bags sold in year 3 (millions) |
|---|---|---|---|---|
| Build own sales team | 400 | 900 | 300 | 1.2 |
| Partner with a distributor | 100 | 700 | 120 | 1 |
| Buy a local brand | 15,000 | 900 | 500 | 3 |
The prompt
An Australian maker of premium dog food wants to enter Japan. The table below shows three ways to enter, with the interviewer's estimates. Which should it choose?
Interviewer-led: the interviewer shows the table and asks for year-three profit, then three-year cash, then the risks, and then your recommendation.
Practice with a partner
1. Send the interviewer link to a friend. They read the case aloud and hold the answers.
2. You open the candidate view: you see only the prompt, a timer and a notes box.
3. Speak the case out loud. Your partner shares data when you ask, then scores you with the rubric.
Interviewer view
For the person running the case
Candidate view
For the person answering the case
The exhibit
| Entry mode | One-time cost (JPY m) | Contribution per bag (JPY) | Local fixed cost (JPY m a year) | Bags sold in year 3 (millions) |
|---|---|---|---|---|
| Build own sales team | 400 | 900 | 300 | 1.2 |
| Partner with a distributor | 100 | 700 | 120 | 1 |
| Buy a local brand | 15,000 | 900 | 500 | 3 |
My notes on this case
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