CHILE

Chile AguaSur (east)

AguaSur is a group of investors currently building facilities to sell premium bottled water from one of the world’s cleanest natural water regions, Patagonia.

This project will interest a variety of students as they develop experience and skills in the bottled beverage industry, consumer products marketing and consulting. Students will develop expertise in:

• Market analysis
• Marketing plan development
• Sales plan development and modeling
• Competitive Analysis
• Brand development
• New product-launch planning
• Financial modeling and forecasting

Although the scope and vision of this engagement will be further reviewed and refined by the team based on client discussions, the following areas may need to be addressed:

• Developing a premium bottled water brand
• Developing pricing models
• Recommendations on best ways to distribute the product
• Competitive analysis and advice on best ways to differentiate the product
• Recommendations on which region of the US would be ideal for the initial roll out
• Forecasting potential sales volumes
• Legal issues for importing bottled water.

Chile NaturalPharm (west)

NaturalPharm is a 75-year-old International Organization for Standardization (ISO) 9001 Certified Company.

The ISO 9001 requirements include:

• a set of procedures that cover all key processes in the business;
• monitoring processes to ensure they are effective;
• keeping adequate records;
• checking output for defects, with appropriate corrective action where necessary;
• regularly reviewing individual processes and the quality system itself for effectiveness; and
• facilitating continual improvement

NaturalPharm is led by a medical doctor.  NaturalPharm sells thousands of company developed and produced homeopathic products through distributors in Chile, Australia, Uruguay, Venezuela and Costa Rica and through their own chain of pharmacies in Chile and Peru.

This project is suited for students who are interested in pharmaceutical, nutraceutical, healthcare service businesses, and consumer marketing.  Students will develop expertise in:

• FDA approval process
• Consumer medical product launch
• Supply chain management
• Developing a marketing plan.
• Branding-product labeling and advertising
• Consumer surveys
• Sales planning
• Competitive Analysis
• Launch planning
• Financial forecasting and requirements

Although the scope and vision of this engagement will be further reviewed and refined by the team based on client discussions, the following areas may need to be addressed:

• How to market NaturaPharm’s cough syrup in the U.S. as a test for its homeopathic products. 
• To investigate whether developing a chain of pharmacies selling homeopathic products would make sense and select the best city to open the first pharmacy
• Understand what types of approvals are required to sell products in the US market and the timeline for the approval process
• Determine what the market is for homeopathic products
• Determine best ways to sell the product-distributorship, strategic partnerships, company owned pharmacies, wholesale distributors, etc.
• National verses regional initial roll out.
• Financial costs to enter US market.

ChileProductos (east)

ChileProductos primary activities are manufacturing margarine, oil, and hydrogenated products.  They also produce marmalades and tomato sauces as well as milk and dairy products.

ChileProductos wants to understand consumer behavior in the United States.  They have an open-mind and are looking for innovative, “out of the box” ideas to selling new products and/or mixing their product lines in order to become an integral supplier in the US.

Students will develop expertise in the following:

•  Consumer market research
• Surveying
• Data development and management
• Consumer marketing
• Strategic planning
• Retail marketing
• Competitive Analysis
• Launch planning
• Financial forecasting and requirements

Although the scope and vision of this engagement will be further reviewed and refined by the team based on client discussions, the following areas may need to be addressed:

• Develop a consumer market research plan
• Financial costs to enter US market

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CHINA

Peking University, Beijing

No projects for Academic Year 2007-2008

Fudan University, Shanghai (east)

China MediClean is a leading developer, manufacturer and distributor of healthcare related disinfectants in the People's Republic of China (PRC). It has approximately 165 employees and has been in business for approximately 20 years. The Company produces a wide variety of disinfectants and other medical products. As one of a few nationally recognized domestic brands with rich R&D traditions, the Company's products are marketed, sold and distributed to hospitals and medical facilities throughout all of China.

This project will appeal to a variety of students, particularly those who are interested in biomedical firms, M & A growth strategies, international partnering, issues in overseas investment opportunities and globalization of financial markets.

The GCP project will encompass several exciting and challenging issues for MediClean. Although the scope and vision of this engagement will be further reviewed and refined by the team based on client discussions, MediClean wants GCP to help develop a strategy for upgrading their listing from OTCBB to NASDAQ or other major US stock markets with the following in mind:

• Understand the requirements and processes of the upgrading
• Develop a workable Investors' Relationship (IR) strategy to promote MediClean in the US markets
• Identify potential partners in the US for MediClean’s IR and upgrading in the US
• Develop a clear strategy for MediClean’s restructuring of its operations in China for the upgrading
• Identify potential M&A targets in China for the strategy developed
• Advise a clear roadmap and execution plan for suggestions developed

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ISRAEL

Israel JumpStart (east)

Founded in 1977, JumpStart is a dynamic private high-tech electronics company. For almost 30 years they have been at the forefront of design, development and manufacturing of industrial electronic systems, primarily soft starters intended for installation in low and medium voltage motors.  JumpStart’s sales are approximately $20 Million and they are controlled by a Private Equity Fund with limited exposure to the US market.

Brand labeling partnerships with multinational companies are critical in opening and creating exclusive marketing channels in global markets. These channels contribute to the global introduction of JumpStart innovative solutions including low and medium voltage soft starters for a wide variety of applications. The company provides its partners with vast experience derived from a variety of over 50,000 installations in Industrial, Marine, Offshore, Oil, Gas and Explosion Proof Applications. Their unique soft starters and complete motor control solutions are applied worldwide and constitute the basis for outlining successful relationships. 

Although the scope and vision of this engagement will be further reviewed and refined by the Wharton/Recanati team together with the client, the initial project objectives are:

• Identify growth opportunities in the current target market by locating new market niches.
• Identify growth opportunities in adjacent markets utilizing the technology, product, and market expertise of the company.
• Develop a marketing strategy with the objective of a significant growth from the current $20 Million sales to $50 Million within 3 years.
• Develop a “go to” marketing implementation plan for successful growth in the US.

The Jumpstart project is looking for students interested in the following:

• Market Entry and Growth Strategies.
• Industrial Technology.
• Product Marketing & Sales.
• Strategic Alliances.
• Valuation of Alternative Market Segments.
• Marketing Strategy and Implementation.
• Financial Modeling.

Israel MedPix (west)

MedPix is a public company developing and producing the world's most advanced hi-tech equipment for a critical process in the technology world that is the backbones of today's cutting-edge electronic products.  It is one of Israel’s leading technology companies in terms of sales, technology innovations, and market leadership.

MedPix is a world leader in providing advanced technology solutions used by electronics manufacturers to facilitate the highest quality production within its domain.  The Company’s innovative products enable its customers to achieve the increased yields and throughput essential to remaining at the forefront of electronics production.

More then 25% of the Company’s employees are scientists and engineers, who integrate their multi-disciplinary knowledge, talents and skills in numerous disciplines including software, algorithms, physics, optics, electronics and precision engineering to develop and provide hi-tech solutions and technologies designed to meet customers' long-term needs.

MedPix maintains its headquarters and its primary research, development and manufacturing facilities in Israel, and many offices worldwide. Its extensive network of marketing, sales and customer support teams throughout North America, Europe, the Pacific Rim, China and Japan deliver its knowledge and expertise directly to its customers.

Although the scope and vision of this engagement will be further reviewed and refined by the Wharton/Recanati team together with the client, the initial project objectives are:

• The Company is looking to identify the best growth strategy for a recently acquired leading technology provider in the Life Science segment of medical imaging.
• Identify the acquired subsidiary’s strength, capabilities, market positioning and synergies with the parent company's core competencies.
• Develop methods of penetrating the relevant medical market as a future growth engine for the parent Company.
• Test the feasibility of entering a specific market niche that the company identified or recommend an alternative market segment/s.
• Develop a detailed implementation plan to enter the US market (go to market plan).

 The MedPix project is looking for students interested in the following:

• Mergers and Acquisitions
• Life Sciences.
• Hardware Technology Innovations
• Financial Modeling & Development
• Technology & Product Development
• Market Assessment
• Marketing Strategy and Implementation

Israel SimuLife (west)

SimuLife is a private medical technology company, established in 1997.  The company developed the industry's first computer-based simulator for training endoscopy procedures. Since then, SimuLife has successfully launched a complete line of medical simulators, which provide medical professionals with hands-on training in a comprehensive array of minimally invasive surgery (MIS) including:

• the industry's only simulator for endourology procedures,
• the percutaneous access procedures,
• a multi disciplinary simulator for laparoscopic skills and surgery procedures,
• and a multidisciplinary simulator that provides hands-on practice in an extensive and complete simulated environment of interventional endo vascular procedures.

 SimuLife simulation products have been validated in several scientific studies and the company cooperates closely with both industry and leading medical centers in the United States and other international institutions to develop the most advanced simulators for the training and assessment of medical professionals.

Recognizing the ongoing trends in the certification of clinicians in a range of MIS procedures that are becoming more complex, SimuLife has recently acquired a leader in education content development. Together with this education leader, SimuLife will provide a complete solution for the training and certification of physicians.  Surgeons will develop patient-specific advanced surgery skills in a safe and controlled environment, increasing patient safety, improving procedure efficiency, and ultimately enhancing the effectiveness of a procedure.

SimuLife has developed the know how to enable a pre-operational simulation for minimal invasion procedures that will allow doctors to simulate a specific procedure prior to an operation based on the specific patient medical records.

Although the scope and vision of this engagement will be further reviewed and refined by the Wharton/Recanati team together with the client, the initial project objectives are:

• SimuLife has developed the know how to enable a pre-operational simulation for minimal invasion procedures that will allow doctors to simulate a specific procedure prior to an operation based on the specific patient medical records.
• SimuLife would like to assess the market opportunity for such a solution including but not limited to research the competitive landscape, analyze the potential market size and growth, and identify key challenges and opportunities.
• SimuLife would like to identify the best market niche utilizing these technologies and penetrating the medical market.
• Finally, SimuLife would like a go to market plan with detailed implementation plan for this breakthrough simulation technology in order to reduce the risk in surgeries and reduce typical complications.

 The SimuLife project is looking for students interested in the following:

• Life Science Industry.
• Market Entry and Growth Strategies.
• Medical Technology and Product Marketing.
• Valuation of Alternative Market Segments.
• Marketing Strategy and Implementation.
• Information Technology including biomedical applications
• Entrepreneurial Management
• Partnerships and Join Ventures.

Israel TechControl (west)

Founded in the late 1980’s, TechControl is a leading global technology company based in Israel with global operations.  It has grown to become one of the world's largest suppliers of its technology products and is a leader in innovations, technology and the market overall.

TechControl serves both consumers and original equipment manufacturers, the Company designs, develops, manufactures and markets technology products for a wide variety of electronic systems and digital devices. The Company also licenses its technology to several leading technology companies worldwide.  TechControl currently has several hundreds issued U.S. patents, and several hundreds of foreign patents.

The Company’s technology capabilities have helped drive the exponential growth in sales of digital cameras, multi-function mobile phones, digital audio/video players, and other digital consumer devices.

TechControl became a publicly traded company in the US during the 1990’s with current sales placing it as one of the largest technology companies in its market segment.

Although the scope and vision of this engagement will be further reviewed and refined by the Wharton/Recanati team together with the client, the initial project objectives are:

• Research & Analyze the needs for digital content management for Mobile GPS, Gamming, and e-commerce markets.
• Identify and develop the most effective business solution and ecosystem that will enable the company multiple business models for digital content management.
• Analyze the challenges and opportunities of protected content vs. not protected content management.
• Evaluate the leading players in this market (Content Owners, Service Providers, Mobile Operators, and Device Manufacturers) and their specific requirements.
• Explore the different business models  for digital content distribution, recommend the most effective product and market plan, and develop a detailed market implementation plan (go to market).

The TechControl project is looking for students interested in the following:

• Hardware and Software Technology.
• Content management development and innovation.
• Competitive Analysis.
• Hardware Technology Product Development, Distribution and Marketing.
• Financial Modeling.
• Marketing Entry Strategy and Implementation.
• Strategic Alliances. 

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KENYA

Kenya ZuluGrass (east)

The Leakey Collection was founded in 2001 by Philip and Katy Leakey who reside in the Kenyan bush among the pastoral Maasai.  The collection of interior home and fashion accessories has been successfully received in the United States in the past 4 years with primary introduction to the market place through trade shows.  All products are assembled in non-factory settings under acacia trees in the African bush by the Maasai women who walk to one of 11 roving work stations which span over 150 miles in the Rift Valley.   The Marketing and Sales of products is by far the most expensive part of the equation. 

Students will develop expertise in:

• Consumer Marketing
• Marketing Distribution Channels
• Non Profit Management
• Marketing Plan Development
• Brand Development
• Entrepreneurial marketing
• Sourcing goods from developing countries

Although the scope and vision of this engagement will be further reviewed and refined by the team based on client discussions, The Leakey Collection is looking for innovative marketing, sales and operation models that will expand its presence in the market place, increase sales, build the brand within the United States using aggressive campaigns while reducing the vast costs of trade fairs where possible and build customer service in the most economical way.  The Company is founded on creative solutions to difficult problems through ground breaking innovation. 

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PERU

Peru Chulucanas (east)

Chulucanas pottery is a special earthenware made from a clay found only in the surroundings of Chulucanas, a village near Piura in northern Peru. The techniques for making this distinctive pottery have been handed down in families for generations, dating back 2,000 years to the Vicus culture of Northern Peru. The ceramics of Chulucanas display a striking blend of artisanship and design, equally at home in traditional and contemporary settings.

The government of Peru has a lively interest in raising the profile of distinctive Peruvian exports, and in so doing raising the level of competitiveness, investment, and economic development in artisan communities. In particular, a strong export strategy for the national flagship ceramics from Chulucanas will translate into employment and productivity gains for the people of the Piura region.

The Chulucanas Project for the Global Consulting Practicum is focused on two complementary objectives that represent the goals of the Ministry of Exterior Commerce and Tourism for Peru and the regional strategic plan for Piura, namely:

• The analysis and development of creative strategies to grow and consolidate the presence of Chulucanas ceramics in the North American market, capitalizing on its “denomination of origin” uniqueness; and
• Support for the development of management capacities and a culture oriented to competitive and sustainable export in the Chulucanas region.

This project is likely to involve some or all of the following areas of consultation:

• Market research, sector analysis, and consumer trend research for ceramics, high-end home décor, design and art applications
• Branding and denomination of origin strategies in the global marketplace
• Business modeling for operations centered in artisan, family and community production
• Channel and intermediary analysis, logistics, promotion, and pricing studies

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SPAIN

Spain CastillaInnovation (west)

As part of its 2007-20013 Strategic Plan for Research, Innovation and Development, the government of Castilla y León in Spain (see map below) has requested a consultancy project that would analyze the feasibility of establishing the region as a hub for national and international companies working in sectors of high growth potential, such as innovation, technology (including biotech) and renewable energies. A key aspect of this project would be to examine best practices from similar regional initiatives, especially in the US and make recommendations on strategic partnerships in the US that would allow for the exchange of experts, research, etc. This project is being supported by NOKIA and Microsoft in Spain.

Relevant areas of research and consulting expertise for project members may include:

• Strategic planning and regional development
• Technology and industry scanning
• Research on alliances, networks and the ecology of innovation
• Benchmarking studies on hub and co-location models
• Global trends in telecommunications, computing, and energy industries
• Economic policy-making and public/private partnerships

The project is unusual in its scope and long range vision; it addresses a more sophisticated global marketplace from the unique vantage point of a regional government as the client.

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