scotia fuels limited斯科燃料有限公司

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1、ScotiaFuelsLimitedTexacoCanadahadbeentheonlysupplierScotiaFuelshadreliedoninitsseventeenyearsofexistence.NowJimLawley,SalesManagerforScotiaFuels,stareddownattheAugust3,1988,GlobeandMailnewspaper'sReportonBusinessheadline:"TexacoCanadaPutonBlockbyUSParent."

2、JimwasinchargeofpurchasingforScotiaFuels,andheknewthatTexacowasoneofonlytwosuppliersinHalifax,NovaScotiathatwouldsupplyindependentslikeScotiaFuels.TheotherwasEsso/ImperialOil.HerealizedthataTexacotakeovercouldspelldoomforScotiaFuels.AtakeoverbyEssowouldgiv

3、eitamonopolyinHalifax,andatakeoverbyacompanyunwillingtosupplyScotiaFuelscouldbeevenworse.ScotiaFuelsmightfinditselfwithonlythreeoptions:findanoutoftownsupplier,establishitsownterminal,orsellouttooneofthemajoroilcompanies.Hismindbegantorace.Hisfatherandth

4、reecofoundershadestablishedScotiaFuelsandbuiltitintoastableandprofitablebusiness,andJimwasbeinggroomedforthedaywhenhewouldbethemanincharge.HemutteredtohimselfaboutforeigngiantswhoroderoughshodoverMaritimeentrepreneurs,andaboutgovernmentsthatclaimedtocare.

5、Helookeddownatthepaperagain.ItsaidthesaleofTexacowouldbesubjecttogovernmentapproval,andhewonderedifthegovernmentwouldcareaboutScotiaFuels'predicament.TheonlythinghedidknowforsurewasthatScotiaFuelshadtoprepareitself,andtherewasnotimetolose.TheCompanyScotiaF

6、uelshadenteredtheresidentialfueloilbusinessin1972,oneyearafterS.CunardandCompanyhadbeentakenoverbytheIrvingOilCompany.ThetakeoverhadhadadevastatingeffectonCunard'smanagementteam.StrategicmanagementdecisionshadbeenmovedtotheIrvingheadofficeinSaintJohn,Thisc

7、asewaspreparedbyProfessorRayKlapsteinofDalhousieUniversityfortheAtlanticEntrepreneurialInstituteasabasisforclassroomdiscussion,andisnotmeanttoillustrateeithereffectiveorineffectivemanagement.Copyright©1990,theAtlanticEntrepreneurialInstitute,anAtlanticCana

8、daOpportunitiesAgencyfundedorganization.Reproductionofthiscaseisallowedwithoutpermissionforeducationalpurposes,butallsuchreproductionsmustacknowledgethecopyright.Thispermissiondoesnotincludepublication.NewBru