1. Overview of the Market and a Current Situation Analysis

2.Summarize the strengths and weaknesses of each of the Appliance companies (Fairdeal, Technica, GOLDY, Smart Line, Harlem)

3.Perform a SWOT analysis for each of the dealers in the network:

• Abdul Electronics
• Spectrum Electronics
• Indonesia United
• Appliances
• Northeast Electronics
• Vision Electronics
• Rahman Sales

4.Identify all the human players (i.e. people involved) named in this case.What are their roles and points of view? Who has the most negotiation leverage and why?

5. Develop a matrix (see below) to evaluate each of Fairdeal's options against the following factors

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Alternative 1 Stop dealing with Abdul Alternative 2 Dealing with Abdul and add Spectrum Alternative 3 Dealing with Abdul and add Vision Alternative 4 Deal with Abdul, Spectrum & Vision It has positive effect on relationships with current dealers? How? Will it enhance Fairdeal brand image to customers? How? Does it have the least negative impact to Fairdeal's current business? Why? It will likely benefit Fairdeal more than competitors? How? Alternative 1 Stop dealing with Abdul Alternative 2 Dealing with Abdul and add Spectrum Alternative 3 Dealing with Abdul and add Vision Alternative 4 Deal with Abdul, Spectrum & Vision It has positive effect on relationships with current dealers? How? Will it enhance Fairdeal brand image to customers? How? Does it have the least negative impact to Fairdeal's current business? Why? It will likely benefit Fairdeal more than competitors? How?