Reference no: EM133228484

ABC Company, a recent start-up fashion retailer based in the United States, is deciding between opening its first sales presence in either Italy's Tuscany Region or Spain's Matarrana Region.  ABC's financial group surveyed potential customers in both markets and has complied a business plan that estimates the financial impact for the first 5 years.  This 5-year financial plan estimates that entering Tuscany would generate $9M of operating income for ABC in the first year, which would increase by 10% per year throughout the plan period.  The plan also estimates that entering Matarrana would generate $5M of operating income for ABC in the first year, which would increase by 50% per year throughout the plan period.

In addition, after completing its 5-year financial plan focusing on operating income, ABC management decided also to conduct a business sustainability analysis.  Based on ABC strategy, management identified the company's four most important stakeholders for its initial sales region decision to be suppliers, employees, regulators, and the local community (in addition to investors and customers whose insights drove the results of the 5-year financial plan).  The results of management's stakeholder engagement analysis, including additional insights with respect to how each stakeholder is expected to impact ABC's performance measures are as follows:

Suppliers: Suppliers carry to impact the sourcing of ABC's products in the chosen sales region.  The existing supplier network in Tuscany is mature and already works with other fashion companies in the region; thus, ABC's could connect with this supplier network at a negligible cost.  However, the existing supplier network in Matarrana is much less established because there are fewer competing fashion retailers in the region.  While less competition offers greater growth opportunities for ABC, the Matarrana region's less established supplier network will require ABC to spend approximately $5M during each of its 2 years in the region in order to make adequate supply chain quality and reliability.

Employees: Employees affect the existence and quality of ABC's workforce in the new sales region.  The stakeholder engagement interaction revealed that the regions have a very similar cost of living (and therefore, very similar wage rates), as well as sufficient numbers of potential hourly store employees.  However, the Tuscany region has significantly fewer potential store managers.  As a result, ABC expects that choosing Tuscany region has significantly fewer potential store managers.  As a result, ABC expects that choosing Tuscany would lead the company to spend an additional $2M annually to train and develop its store managers that it would not need to spend if it choose the Matarrana region.

Regulators:  Regulators affect the cost of ABC complying with any applicable existing or new regulations.  The stakeholder engagement sessions revealed an atmosphere of growing pressure on regulators to increase the number of environmental regulations for companies operating in the region.  ABC management estimates that it would need to spend $1M annually in the Tuscany region to comply with these fully expected new environmental regulations that it would not face in the Matarrana region.  Alternately, stakeholder engagement sessions in the Matarrana region revealed s surprisingly lax atmosphere in which it is commonplace to pay bribes to secure deals and contracts with various necessary business partners in the region.  As a result, ABC management estimates that it would need to spend additional $3M annually on training its own employees, as well as many of its business partners, on how to conduct business ethically and in compliance with the Foreign Corrupt Practices Act (FCPA, which is required for all US-based companies).  This training would help the company avoid intentional or unintentional unethical activity. ABC management does not believe it would need to incur this additional FCPA training cost if it chose Tuscany.

Local Community:  The local community reflects the general attitude of the underlying population toward a particular company and its policies.   Stakeholder engagement sessions suggested that ABC generally would have the support of the Tuscan community.  However, these sessions also revealed a strong undercurrent of resentment among many local residents in the Matarrana region from those residents who do not want a US-based fashion retailer placing its economic, social, or environmental footprint within its community.  However, ABC management believes that its footprint will be significantly positive as it will hire and train local workers, give back to the community through various programs and new community parks, and employ state-of-the-art environmental policies throughout its value chain that will have a net-zero impact on the environment.  ABC management estimates that it would need to spend $1.5M each year to convince the Matarrana community of its significantly positive footprint.  In addition, if the Matarrana region is chosen, ABC management believes it would need to spend an additional $3.5M in the first year only in order to win the approval of the most influential activist group in the community.

Required:

1.  Considering only the results of ABC financial group's initial 5-year financial plan (i.e. ignore the business sustainability analysis for this requirement), estimate the operating income over the 5-year period for each sales region - Tuscany and Matarrana.  Based solely on the operating income from this 5-year financial plan, which region should ABC Company management select in order to maximize its estimated total operating income?  Explain your answer.

2.  Next consider only the results of ABC management's business sustainability analysis (i.e. ignore the 5-year financial plan for this requirement) that incorporated the findings from the stakeholder engagement sessions with ABC four key stakeholders - suppliers, employees, regulators, and the local community.  Based solely on this business sustainability analysis, estimate the impact of the four stakeholders would have on ABC Company's operating income over the 5-year period.  Explain your answer.  

3.  Now considering both the initial 5-year financial plan AND the business sustainability analysis, estimate the total operating income over the 5-year period for each sales region.  Based on this combined analysis, which region should ABC Company management select in order to maximize its estimated total operating income over the 5-year period?  Explain your answer.  

4.  Conceptual Connection.  Identify one important qualitative factor that you believe ABC management should consider in making its initial sales region decision.  Explain how this qualitative factor potentially change your quantitative answer to Requirement 3.