CASE 4
BEIJING SAMMIES questions for discussion |

1. Why do you think Goodman is having a difficult time finding employees who can perform up to his expectations? How can he teach them to perform better?

2. Do you believe Goodman is being unrealistic in his expectations of bringing quality Western service to China?

3. What are the key success factors for Beijing Sammies? What are its strengths and weaknesses?

4. What can you draw from Beijing Sammies' financial documents with regard to growth between 2001 and 2002? Would you invest in the company? What rate of return would you require given the risk?

5. What should Goodman do to build the business moving forward? How should he approach future fundraising efforts?

a. Anatomy of an Entrepreneur * What skills/attributes does Sam Goodman possess that has enabled Beijing Sammies to become successful? Are there critical skills he still needs to develop moving forward? Case Exhibit IC-1 summarizes the skills that Goodman possesses and those he needs.

b. Doing Business in As other information sources consider referring to:
Kiss Bow and Shake Hands (Morrison, Conaway, Borden)
ExecutivePlanet.com
Coming Home Crazy—An Alphabet of Chinese essays (Bill Holm)
Chinatour.com

1. Value Proposition * Service
Value:
Technology:
Caring:
c. Financial Discussion
2. Central Kitchen

3. Valuation * Can Sammies do it every year and would you invest? * Does the return adequately compensate you for the risk? * d. Epilogue and Concluding Questions * At this point in the discussion the instructor might query students regarding what they perceive to be next steps for Beijing Sammies as it continues to expand. Of particular interest might be:
1. What specific tactics should he use for building the business? How many additional units should he open;