Case Name :      Clearwater Seafoods – B2C in China

Authors :           June Cotte, Ramasastry Chandrasekhar

Source :             Ivey Publishing

Case ID :            W13363

Discipline :        Marketing

Case Length :    12 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Clearwater Seafoods, a Canadian shellfish enterprise, has four decades of experience in business-to-business (B2B) marketing. It harvests seafood, processes it and markets it in bulk to large restaurant chains worldwide. The company wants to pursue growth by marketing seafood directly to individual consumers (B2C) in China. The transition from B2B to B2C raises three fundamental questions. How can the company develop and deploy a go-to-market business model with Chinese grocery retailers? How can it balance its focus on margins with the Chinese retailers’ focus on revenues? How can Clearwater establish differentiation as a source of competitive advantage in seafood retailing in China?