Wednesday, November 16, 2011

MACHADO André, CAMPOS FILHO Luiz Alberto, CASANOVA Lourdes
Poland Quimica: David Among International Goliaths
© 2011 INSEAD Case Study


This case analyzes the internationalization of Poland Química, a Brazilian medium-size supplier to the oil industry which competes with the big multinationals in the sector. It analyzes Poland's international development and its approach to global growth. In the process the company tries to move away from relying on a single customer, Petrobras. After a series of setbacks to its internationalization strategy, the company questions whether the process was worth it and what to do next.
Pedagogical Objectives: The case provides a unique perspective on the following issues: 1) Evaluation of an internationalization strategy with a focus on the oil industry. 2) Poland Quimica's model for building a global company. 3) Analysis of the oil industry in Brazil and Latin America.