5

The Aggressive Koreans

CASE STUDY

It was a hot summer day in June 1986. The senior executives at Bhalerao Industries Ltd. (BIL) were keenly awaiting the arrival of a delegation from M/s Hyundai Castings Ltd. of South Korea to discuss the supply of huge, high-grade castings to sugar machinery manufacturers in India. BIL was the main supplier of machined castings of sugar mills to most of the sugar machinery manufacturers in India and had also received some orders for export to certain African countries. However, the company consistently faced problems of delayed supply of high-grade castings from their vendors, besides the usual issues of poor quality and escalation in unit price at frequent intervals. This forced it to look for a long-term ...

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