Mitchell A. Petersen, Alex Williamson, Rajiv Chopra
Kellogg School of Management (KEL744-PDF-ENG)
June 11, 2013
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.
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