Davis & Shirtliff (A): At a crossroads (2007)
Case Study

Davis & Shirtliff (A): At a crossroads (2007)

6 pages
December 2020
Reference: IMD-7-2246

Davis & Shirtliff (D&S) was founded in 1946 as a water related contractor in Kenya. In the 1950’s they sign an exclusive distribution agreement with Grundfos, a leading pump manufacturer. In 2007 Grundfos terminates the exclusivity. At the time the account for one third of business

Learning Objective
  1. Supplier and distributor relationships.
Keywords
Water, Energy, Distribution, Business to Business, Branding, Water Pipe, Pump, Clean Water
Settings
Kenya
Davis & Shirtliff, Utilities
1946-2020
Type
Field Research
Copyright
© IMD 2020
Language
English
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