Grupo Pao de Acucar

Case Solution

Mitchell A. Petersen, Alex Williamson, Rajiv Chopra
Kellogg School of Management ()

In late 2011, one of Brazil’s largest grocery retailers, Grupo Pão de Açúcar, or GPA (a subsidiary of Companhia Brasileira De Distribuição, or CBD) reviewed its supplier’s terms with suppliers seeking added value. Analysis manager Maria Cristina Santos reviewed GPA’s commercial credit terms with Oalem Ltda, a family-owned melon producer in northeast Brazil. Oalem, like most small family businesses, was financed by bank loans and capital that was largely family-owned. The case examines how a large retailer and a small seller must establish or negotiate terms and conditions on liabilities (trade credits), especially when the bargaining power is not the same between the two. The case shows that the terms of commercial credit can be as important as the terms of the more traditional forms of financing.

We don‘t have the case solution, but we pay up to $50 for yours!

  • Set a reminder to receive an email after your university‘s case study deadline.
  • Upload your case study solution. We will review it for quality.
  • Get your money via PayPal or to your bank account.