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A.
Case Abstract
B.
C.
Customer
Products or services
Markets
Technology
Concern for survival, profitability, and growth
Philosophy
Self-concept
Concern for public image
Concern for employees
D.
External Audit
Weight
Moderna
Weighted
Rating
Score
Warda*
Weighted
Rating
Score
Price Competitiveness
0.14
0.42
0.28
Global Expansion
0.03
0.03
0.12
Organization/Management
0.07
0.21
0.14
Technology
0.09
0.27
0.18
Product Lines
0.06
0.12
0.24
Customer Loyalty
0.08
0.24
0.16
Market Share
0.12
0.36
0.48
Advertising
0.06
0.12
0.18
Product Quality
0.13
0.52
0.13
Product Image
0.12
0.48
0.24
Financial Position
0.10
0.40
0.20
Total
1.00
3.17
2.35
*Other direct competitors to Moderna also operate without intermediaries, and target
high-end customers with quality fabrics; however, none of them are expressly
identified in the case.
Opportunities
1. There is continued demand for high-quality industrial and high-income home
fabrics such as curtains and upholstery
2. The existing prices for European imports of upholstery and curtains into the
Middle East are much higher than the prices for similar products by Moderna
3. Prices in Jordan are much higher for the same quality products as in Egypt,
which is Modernas manufacturing and distribution base
4. Syria is as labor-intensive as Egypt, the original manufacturing base of
Moderna
5. Potential Syrian customers place high value on quality
6. The Jordanian government encourages exports to U.S. firms through QIZ and
FTA
7. The textile industry in Syria accounts for 30 percent of industrial employment
8. The industry in Egypt constitutes 25 percent of the countrys non-oil exports
9. The textile industry in Jordan is focused on apparel, and imports upholstery
10. There is scope for expansion of the business and for improving production
efficiency
Threats
1. Global economic conditions are worsening
2. Regional geopolitical instabilities prevail in Jordan and Syria
3. There is real risk of imitations and trademark violations due to slack copyright
laws in Syria
4. Substandard factories exist for local manufacture in Syria
5. There is serious competition from Warda, an expanding Lebanese multinational textile manufacturer
6. There is competitive threat of economical production and export by China and
India
7. Italy is entering the luxury textile segment with high pricing
8. There is a trend towards modern fabrics, rather than classic, in Jordan and
Syria
9. Warda has already captured high-profile U.S. customers (Target, Liz
Claiborne, JC Penney, etc.)
10. Eastern European nations are poised to compete in the high-end textiles
market
External Factor Evaluation (EFE) Matrix
An External Factor Evaluation (EFE) Matrix allows strategists to summarize and
evaluate economic, social, cultural, demographic, environmental, political,
governmental, legal, technological, and competitive information. The socio-political
environment of Jordon and Syria are portrayed as somewhat unstable and this is a
challenge to expansion plans by Moderna into these otherwise promising markets
from the companys present moorings in Egypt, which appears to approach
saturation for the high-income segment.
Key External Factors
Weight
Rating
Weighted
Score
0.08
0.24
0.05
0.10
0.04
0.12
Opportunities
1. There is continued demand for high-quality
industrial and high-income home fabrics such as
curtains and upholstery
2. The existing prices for European imports of
upholstery and curtains into the Middle East are
much higher than the prices for similar products by
Moderna
3. Prices in Jordan are much higher for the same
quality products as in Egypt, which is Modernas
manufacturing and distribution base
0.03
0.03
0.05
0.15
0.07
0.14
0.04
0.08
0.06
0.24
0.03
0.09
0.10
0.40
0.03
0.06
0.05
0.15
0.05
0.10
0.04
0.08
0.08
0.32
0.08
0.16
0.03
0.06
0.04
0.12
0.03
0.06
0.02
0.02
Total
1.00
Threats
1. Global economic conditions are worsening
2.72
The average total weighted score is 2.5. A total weighted score of 4.0 indicates that
an organization is responding in an outstanding way to existing opportunities and
Copyright 2011 Pearson Education Limited
threats in its industry. In other words, the firms strategies effectively take advantage
of existing opportunities and minimize the potential adverse effects of external
threats. A total score of 1.0 indicates that the firms strategies are not capitalizing on
opportunities or avoiding external threats. The total weighted score of 2.72 suggests
that Moderna is aware of the opportunities and threats it faces, and has embarked on
a serious review of its potential for growth, its capabilities, and its limitations.
However, the response is still tentative, and firm action is needed.
Product Positioning Matrix
After markets have been segmented so that a firm can target particular customer
groups, the next step is to find out what customers want and expect. A serious
mistake is to assume that the firms know what customers want and expect.
Countless research studies reveal large differences between how customers define
service, and how producers view services. Many firms have become successful by
filling the gap between what producers see, and customers perceive, as good
service. Product positioning entails developing schematic representations that reflect
how a firms products or services compare to their competitors regarding dimensions
most important to success in the industry.
Two such matrices are presented below for Moderna and its rival, Warda.
Product Image
(High)
Moderna
Price (low)
Price (High)
Warda
Product Image
(Low)
As depicted in the Product Positioning Matrix above for Price vs. Product Image,
Moderna has an advantage over Warda in terms of product image, as their products
are reputed for traditional and classic designs, quality, reliability, and direct access
without intermediaries. For Warda, its low-cost production in China does not
guarantee quality which has been the hallmark of Modernas products. Further,
Wardas products are sold at high prices to harvest high profit margins through
transatlantic sales to customers in the United States. Even allowing for distribution
and logistics costs, Warda has a price advantage over Moderna as a result of
garnering high profit margins, which Moderna would like to emulate without
compromising on quality. The challenge for Moderna is to relocate its manufacturing
base to countries such as China to effect low-cost production, yet maintain its
enviable product image at reasonable costs in order to enable market penetration
and expansion to Europe and North America.
Moderna
Price (low)
Price (High)
Warda
Quality (Low)
It can be seen from the above Product Positioning Matrix for Price vs. Quality, that
Moderna has an advantage over Warda, as their products are traditionally focused on
high quality to meet discerning customer needs in the high-income market. Warda,
on the other hand, is able to produce at very low cost, in labor- and technologyintensive countries such as China, and sell at very high profit margins to customers
in the United States. The challenge for Moderna is to relocate its manufacturing base
to countries such as China to effect low-cost production, yet maintain reasonable
prices for the premium market segments in Egypt, Syria, and Jordan. This would also
help them to compete favorably against Italy and other European countries which
sell at higher prices for similar products that Moderna markets in the Middle East.
E.
Internal Audit
Strengths
1.
2.
3.
4.
5.
6.
7.
Weaknesses
1. Production efficiency needs to be improved to combat competition
2. Current market is limited to Egypt with over 50 percent living below the
poverty line
3. Moderna, despite its name, is a traditional and classic textile manufacturer
4. The company caters only to premium customers, neglecting middle- and lowincome customers
5. Moderna is narrowly rooted in the Middle Eastern culture and economy
6. The company may be lacking in possible intermediaries to expand the market
7. Modernas production costs are not competitive with Warda
Financial Information (Income Statement only)
Summary Income & Expenditure of Moderna
(Million US$)
Sales
13.952
-5.581
Gross Profit
8.371
Administrative Expenses
-2.958
-0.175
Utilities
-0.089
Net Income
5.148
Profit Margins %
Gross Margin %
60%
37%
It is evident from the Income Statement results of Moderna that net profit is at a
healthy 37 percent due to conservative administrative, advertising, and utilities
expenditures. Distribution channels have also been conservative, with direct sales to
customers without intermediaries. However, with market expansion accompanied by
production and distribution efficiencies on the cards, these expenses can be expected
to increase considerably. To maintain a healthy net profit margin, Moderna needs to
increase sales by expanding its market geographically in the Middle East, Europe,
and in the USA, and across market segments to include middle- and lower-income
customers, while continuing to keep prices attractive.
Internal Factor Evaluation (IFE) Matrix
Copyright 2011 Pearson Education Limited
Weight
Rating
Weighted
Score
0.12
0.48
0.06
0.18
0.06
0.12
0.08
0.24
0.09
0.36
0.10
0.40
0.09
0.18
0.10
0.40
0.04
0.08
0.03
0.03
0.06
0.12
0.04
0.04
0.08
0.24
0.05
0.20
Strengths
1.00
3.07
Regardless of how many factors are included in an IFE Matrix, the total weighted
score can range from a low of 1.0 to a high of 4.0, with the average score being 2.5.
Total weighted scores well below 2.5 characterize organizations that are weak
internally, whereas scores significantly above 2.5 indicate a strong internal position.
In light of this, Modernas position with a score of 3.07 is stable and even strong
within its geographical market limitations which are confined largely to Egypt.
F.
SWOT Strategies
Copyright 2011 Pearson Education Limited
Any
organization,
whether
military,
product-oriented,
service-oriented,
governmental, or even athletic, must develop and execute good strategies to win. A
good offense without a good defense, or vice versa, usually leads to defeat.
Developing strategies that use strengths to capitalize on opportunities could be
considered an offense, whereas strategies designed to improve upon weaknesses
while avoiding threats could be termed defensive. Taking into consideration the
above identified External Audit of the Opportunities and Threats (OT) and the
Internal Audit of Strengths and Weaknesses (ST), a SWOT Matrix can be compiled
and is presented below as: SO (strengths-opportunities) Strategies; WO
(weaknesses-opportunities) Strategies; ST (strengths-threats) Strategies; and, WT
(weaknesses-threats) Strategies. Matching key external and internal factors is the
most difficult part of developing a SWOT Matrix, requiring good judgment and
there is no one best set of matches.
Strengths
1. Moderna is a wellestablished company
with 70 years
experience
2. The company has a
stable and well-trained
workforce of 150
3. Sales are made directly
to customers without
intermediaries
4. Customers include fivestar hotels and
prominent personalities
5. It is one of the leading
manufacturers of
textiles, upholstery, and
curtains
6. It is a price leader
producing quality
fabrics at a quarter of
the prices in Jordan
7. It enjoys unique
strength in French-style
fabrics, especially
Damasks
Opportunities
1. There is continued
demand for high-quality
industrial and highincome home fabrics
such as curtains and
upholstery
S-O Strategies
1. Promote Modernas
high reputation over 70
years as a strength to
enhance customer
awareness of its
products
Weaknesses
1. Production efficiency
needs to be improved to
combat competition
2. Current market is
limited to Egypt with
over 50 percent living
below the poverty line
3. Moderna, despite its
name, is a traditional
and classic textile
manufacturer
4. The company caters
only to premium
customers, neglecting
middle- and low-income
customers
5. Moderna is narrowly
rooted in the Middle
Eastern culture and
economy
6. The company may be
lacking in possible
intermediaries to
expand the market
7. Modernas production
costs are not
competitive with its
main competitor Warda
W-O Strategies
1. Market expansion,
particularly within the
familiar Egyptian base,
could widen the scope
to target all three
market segments
2. Continue to be price
leader in each market
segment
geographically and
structurally
3. Establish and focus
manufacturing of high
quality fabrics to
Syrians who value
quality, and have a
labor-intensive,
industrial workforce
4. Establish manufacturing
and overseas
distribution presence in
Jordan to benefit from
the Jordanian
governments liberal
policies for exports to
U.S. firms through QIZ
and FTA (Free Trade
Zones)
premium, middle-class,
and low-income
especially as more than
50 percent of the
Egyptian population is
below the poverty line
2. Moderna could
advertise its name to
market modern fabrics
that are increasing in
demand in the Middle
East
3. Moderna could use
intermediaries to
expand the local
Egyptian market, as
well as regional and
overseas markets
4. Production costs need
to be minimized
consistent with quality
and competitive pricing
by outsourcing fabrics
for the lower-income
customer base, to
China
S-T Strategies
1. To combat instability in
global economic
conditions and political
situation in Jordan and
Syria, establish a small
but skilled and stable
labor force composed
mostly of locals in
these countries
2. Due to the risk of cheap
W-T Strategies
1. Production
methodologies need to
be revamped in tune
with modern technology
2. Use only trustworthy
manufacturing
locations,
intermediaries, and
legal environments for
manufacture,
laws in Syria
4. Untrustworthy factories
exist for local
manufacture in Syria
5. There is serious
competition from
Warda, an expanding
Lebanese multinational
textile manufacturer
6. There is competitive
threat of economical
production and export
by China and India
7. Italy is entering the
luxury textile segment
with high pricing
8. There is a trend
towards modern fabrics,
rather than classic and
traditional, in Jordan
and Syria
9. Warda has already
captured high-profile
U.S. customers (Target,
Liz Claiborne, JC Penny,
etc.)
10.
Eastern European
nations are poised to
compete in the highend textiles market
duplicates, slack
trademark and
copyright laws, and
untrustworthy factories
in Syria, avoid
manufacture of highquality products in
Syria, and do not use
intermediaries in Syria
by selling directly to
premium customers
3. Target high-profile
customers in Europe
and U.S., to compete
with Warda
4. Export high-quality
fabrics at lower prices
to Europe to compete
with similar products
sold at much higher
prices from Italy and
other European
countries
distribution, and
marketing
3. Advertise Modernas
unique strengths
widely, especially in
new markets to
minimize imitation
4. Consolidate Modernas
position in at least
Egypt, Jordan, and
Syria, before venturing
to Europe or U.S.
infringement of trademark laws and copyright violations through legal, political, and
strategic efforts.
G.
SPACE Matrix
The Strategic Position and Action Evaluation (SPACE) Matrix indicates whether
aggressive, conservative, defensive, or competitive strategies are most appropriate
for a given organization. The axes of the SPACE Matrix represent two internal
dimensions (Financial Strength [FS] and Competitive Advantage [CA]) and two
external dimensions (Environmental Stability [ES] and Industry Strength [IS]).
These four factors are perhaps the most important determinants of an organizations
overall strategic position.
FS
Conservative
Aggressive
+7
+6
+5
+4
+3
+2
+1
CA
IS
-7
-6
-5
-4
-3
-2
-1
+1
+2
+3
+4
+5
+6
+7
-1
Competitive
-2
-3
-4
-5
-6
MODERNA
-7
Defensive
ES
4
5
4
4
5
-4
-4
-3
-4
-3
-4
4.5
-1
-1
-3
-3
-4
-3
-2.5
= - 0.9
= +1.4
The directional vector of the SPACE Matrix above indicates that Moderna is in a highgrowth and reasonably stable industry. According to the results of the SPACE Matrix,
it is recommended that Moderna embark on a Competitive Strategy that balances all
extant external and internal realities impinging on the company. This could involve
backward integration (acquiring raw material for production of textiles); forward
integration (taking ownership of distribution channels and nodes such as warehouses
and retail store chains); or, horizontal integration (acquiring similar firms towards
oligopoly or monopoly). It appears from the overall strategic thrust of the various
analyses including the CPM, EFE, IFE, SWOT, Financial Information, and Product
Positioning Matrix, that Moderna is likely to adopt a backward integration strategy to
acquire raw materials for manufacture at competitive prices, rather than horizontal
or forward integration. Moderna will also need to embark on a market penetration
and market development strategy, together with product development to meet
quality, price, and demand for various market segments it could target in the Middle
East and overseas.
H.
All organizations can be positioned in one of the Grand Strategy Matrixs four
strategy quadrants. The Grand Strategy Matrix is based on two evaluative
dimensions: competitive position and market (industry) growth. Any industry whose
annual growth in sales exceeds 5 percent could be considered to have rapid growth.
Appropriate strategies for an organization to consider are listed in sequential order of
attractiveness in each quadrant of the matrix. Firms located in Quadrant I of the
Grand Strategy Matrix are in an excellent strategic position. For these firms,
Copyright 2011 Pearson Education Limited
-3.6
6
3
3
3
5
4
3
3.9
QuadrantII
Rapid Market
Growth
Quadrant I
MODERNA
Strong
Competitive
Position
Weak
Competitive
Position
Quadrant III
Quadrant IV
Slow Market Growth
1.
2.
3.
4.
5.
6.
7.
Market development
Market penetration
Product development
Backward integration
Related diversification
Forward integration
Horizontal integration
I.
risks
The only analytical technique in the literature designed to determine the relative
attractiveness of feasible alternative actions is the Quantitative Strategic Planning
Matrix (QSPM), which comprises Stage 3 of the strategy-formulation analytical
framework. This technique objectively indicates which alternative strategies are best.
The QSPM uses input from Stage 1 analyses and matching results from Stage 2
analyses to decide objectively among alternative strategies. That is, the EFE Matrix,
IFE Matrix, and Competitive Profile Matrix that make up Stage 1, coupled with the
SWOT Matrix, SPACE Matrix, BCG Matrix, IE Matrix, and Grand Strategy Matrix that
make up Stage 2, provide the needed information for setting up the QSPM (Stage 3).
The QSPM is a tool that allows strategists to evaluate alternative strategies
objectively, based on previously identified external and internal critical success
factors. Like other strategy-formulation analytical tools, the QSPM requires good
intuitive judgment.
The left column of a QSPM consists of key external and internal factors (from Stage
1), and the top row consists of feasible alternative strategies (from Stage 2).
Specifically, the left column of a QSPM consists of information obtained directly from
the EFE Matrix and IFE Matrix. In a column adjacent to the critical success factors,
the respective weights received by each factor in the EFE Matrix and the IFE Matrix
are recorded. The top row of a QSPM consists of alternative strategies derived from
the SWOT Matrix, SPACE Matrix, and Grand Strategy Matrix. These matching tools
usually generate similar feasible alternatives. However, not every strategy suggested
by the matching techniques has to be evaluated in a QSPM. Strategists should use
good intuitive judgment in selecting strategies to include in a QSPM.
Strategy 1
Expand
regionally
into all
three
market
segments:
premium,
middleclass, lowincome.
Strategy 2
Consolidate
Modernas
position in
Egypt,
Jordan,
and Syria,
before
venturing
to Europe
or U.S.
Strategy 3
Compete
with
Warda by
targeting
highprofile
customers
in Europe
and U.S.
Key Factors
Opportunities
1. There is continued demand for
high-quality industrial and highincome home fabrics such as
curtains and upholstery
2. The existing prices for European
imports of upholstery and
curtains into the Middle East are
much higher than the prices for
similar products by Moderna
3. Prices in Jordan are much higher
for the same quality products as
in Egypt, which is Modernas
manufacturing and distribution
base
4. Syria is as labor-intensive as
Egypt, the original
manufacturing base of Moderna
5. Potential Syrian customers place
high value on quality
6. The Jordanian government
encourages exports to US firms
through QIZ and FTA
7. The textile industry in Syria
accounts for 30 percent of
industrial employment
8. The textile industry in Egypt
constitutes 25 percent of the
countrys non-oil exports
9. The textile industry in Jordan is
focused on apparel, and imports
upholstery
10.
There is scope for expansion
of
the
business
and
for
improving production efficiency
Threats
1. Global economic conditions are
worsening
2. Regional geopolitical instabilities
prevail in Jordan and Syria
3. There is real risk of imitations
and trademark violations due to
slack copyright laws in Syria
4. Untrustworthy factories exist for
local manufacture in Syria
5. There is serious competition
from Warda, an expanding
Lebanese multinational textile
manufacturer
Weight
AS
TAS
AS
TAS
AS
TAS
0.08
0.08
0.24
0.32
0.05
0.05
0.15
0.15
0.04
0.08
0.16
0.04
0.03
0.06
0.09
0.03
0.05
0.10
0.15
0.05
0.07
0.07
0.21
0.28
0.04
0.08
0.12
0.04
0.06
0.24
0.18
0.06
0.03
0.09
0.09
0.03
0.10
0.40
0.40
0.40
0.03
--
--
--
--
--
--
0.05
--
--
--
--
--
--
0.05
--
--
--
--
--
--
0.04
--
--
--
--
--
--
0.08
0.16
0.08
0.32
0.08
0.16
0.16
0.24
0.03
0.06
0.09
0.09
0.04
0.12
0.12
0.12
0.03
0.03
0.06
0.12
0.02
0.06
0.06
0.04
1.0
1.84
2.36
2.33
0.12
0.48
0.48
0.48
0.06
0.18
0.12
0.12
0.06
0.12
0.12
0.12
0.08
--
--
--
--
--
--
0.09
0.27
0.27
0.36
0.10
0.40
0.40
0.30
0.09
0.18
0.27
0.36
0.10
0.10
0.20
0.40
0.04
0.16
0.12
0.04
0.03
--
--
--
--
--
--
0.06
0.06
0.12
0.18
0.04
--
--
--
--
--
--
J.
0.08
0.32
0.32
0.32
0.05
0.10
0.15
0.20
1.00
2.37
4.21
2.57
4.93
2.88
5.21
Recommendations
Strategy #3: Moderna should compete aggressively with its Lebanese rival, Warda,
targeting high-profile customers in Europe and the U.S. by utilizing its high-quality
image and attractive pricing, with low-cost production based in China, and marketing
through Jordan with the benefit of the QIZ and FTA.
K.
Epilogue