Burmese Days by George Orwell - 1125 Words

Introduction: Britain’s connections to Burma go a long way back, all the way back to the first Anglo-Burmese war which was fought in the mid-1820s. It was then and there that Burma was subjected to the colonial rule of the British, and the lives of its people were forever changed. The rich became poorer, the middle class became poorer and the poor, needless to say became the poorest. The British intruded and forced themselves into the Burmese people’s lives with clear intent, they wanted to give the people of Burma something to look forward to by spreading their message of Hope, Civilization and Modernization. If one were to look at Burma as a whole from the outside, the British colonial powers helped the Burmese massively as the country experienced an economic boom, but once glanced upon from a different perspective one would realize how troubling the British rule was for the Burmese people. As time passed people just happened to be enslaved and the lives of the Burmese just happened to be getting shorter and shorter; this phenomena was completely irrelevant and had nothing to do with the new order and work requirements the British imposed on them. The Burmese people failed to reap the rewards their country was experiencing, and that left the British’s promise of civilization and education unfulfilled. The British troops had orders, and carried them out without much fuss, whatever was instructed was done with no question asked whatsoever, but George Orwell, a policeShow MoreRelatedGeorge Orwell s Burmese Days Essay1445 Words   |  6 PagesWith this one sentence author George Orwell depicts colonialism and racism in the novel perfectly. Burmese Days by George Orwell tells the tale of white Englishmen, and women, ruling over the native Indian population during the early 20th century. This was during an era of colonialization in which native Indians had next to no rights and all laws were made by the British in power. This created tension on both sides and racism became the norm between the two races. Orwell blended racism with the ideaRead MoreRacial Boundaries in Burmese Days by George Orwell1471 Words   |  6 Pagesboundary that had the Burmese dealing with white European supremacy since day one. It is evident throughout George Orwell’s novel, Burmese Days, that the main theme is the superiority of the white Europeans over the non-white Burmese. The white Europeans are extremely racist, sexist, and self centered. The social class system in this novel seems to be a two-tier system. The top tier being the white European elite, while the bottom tier seems to be the rest. The non-white Burmese people constituted theRead MoreShooting an Elephant938 Words   |  4 PagesGeorge Orwell’s â€Å"Shooting an Elephant† â€Å"Shooting an Elephant† is an essay written by George Orwell and published in 1936 (Orwell 66). Orwell was born June 25, 1903, as Eric Arthur Blair and passed away January 21, 1950, in India (â€Å"George Orwell Biography†). Orwell was known for his journals, novels, and essays published about his own political views (â€Å"George Orwell Biography†). Orwell traveled to Burma after not doing good enough in school to earn a scholarship and decided to join the imperialRead MoreBritish Imperialism In George Orwells Shooting An Elephant1042 Words   |  5 Pages Shooting an Elephant by George Orwell portrays the fictional life of Orwell during his time as sub-divisional police officer in Moulmein, Lower Burma. The essay unveils the identity crisis as a British man, where rising imperialism of British in Burma is becoming more dominant. The essay started off identifying who George Orwell was. A sub-divisional police officer of Moulmein, who developed a feeling of being anti-European towards the Burmese people. By claiming that no one is courageous enoughRead MoreShooting An Elephant By George Orwell867 Words   |  4 Pagesan Elephant† by George Orwell describes Orwell’s experience as a police officer of a town in the British colony of Burma. George Orwell, a military occupier in the Burmese land is much hated by the civilians. The hatred he receives from the locals makes him despise the British Empires mistreatment on the Burmese people. However, he also resents the locals in the village for revolting against him, for he is only a worker of the British Empire. â€Å"Shooting an Elephant† by George Orwell discusses the author’sRead MoreEssay about Burmese Days Review893 Words   |  4 PagesI. Orwell, George. 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The unjust shooting of an elephant in Orwells story is the central focus from which Orwell builds his argument through the two dominant characters, the elephant and its executioner. The British officer, theRead MoreCritical Analysis Of Shooting An Elephant1165 Words   |  5 PagesIn George Orwell’s story ‘Shooting an Elephant’, insight is given into the life of an oppressor in the British Empire. Orwell, having undergone a significant personal experience, illustrates his experience of imperialism and the resounding effects is has on the ethical conduct and ideals of man, not only of the oppressed but also in regards of the oppressor. Orwell’s ‘Shooting an Elephant’ attempts to convey the sacrifice of one’s morality in service of imperia lism. Through the spread of the BritishRead MoreAnalysis Of George Orwell s Shooting An Elephant 1265 Words   |  6 Pages  Shooting an Elephant is an essay by George Orwell, first published in the literary magazine New Writing in the autumn of 1936 and broadcast by the BBC Home Service on October 12, 1948. The essay describes the experience of the English narrator, possibly Orwell himself, called upon to shoot an aggressive elephant while working as a police officer in Burma. Because the locals expect him to do the job, he does so against his better judgment, his anguish increased by the elephant s slow and painfulRead MoreBurmese Days: an Example of Imperialism Essay772 Words   |  4 PagesBurmese Days: An Example of Imperialism Nineteenth century industrialization brought new riches and power to Western Europe, driving the expansion of opportunities and the building of empires in undeveloped territories. 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A Form Of Geometric Art Invented By The Famous Dutch Artist

Elementarism is a form of geometric art invented by the famous Dutch artist named Theo van Doesburg. According to him, the â€Å"new architecture† was â€Å"elementary† (Misa, pg. 238), i.e. architecture should be established and then advanced from its rudimentary elements of construction. He said that architecture wasn’t a subject that could be understood in a brief manner, it was meant to be studied in detail with a firm and complete knowledge about its â€Å"function, mass, plane, time, space, light, color and material† (Misa, pg. 238). Keeping this concept of ‘elementarism’ in mind, skilled architects like Rietvelf and van Doesburg build the Schroeder house in Utrecht and a reconstructive plan for Berlin respectively, which later came to be known as†¦show more content†¦Independent investors, designers, architects along with many autonomous organizations used to play an important role in developing skyscrapers, synthetic dyes, electricity and other household technologies in the earlier years, but the military set its stamp from the start of the industrial era (Misa, pg. 251). The technologies produced by the military such as computer chips, nuclear power, artificial intelligence, Internet, etc. gave the world a kick-start in the field of modern technology (Misa, pg. 251). The Apollo Missions between the years 1969 and 1972 were possible only due to the military derived rockets; even the space shuttles missions were successful due to the satellites positioned by the military (Misa, pg. 251). Hi ghly advanced technological companies such as IBM, Boeing, Lockheed, MIT, Raytheon, etc. too were being funded by the military (Misa, pg. 251). This ongoing state of economic affair during the industrial era was termed as Pentagon capitalism by an industrial engineer named Seymour Melman (Misa, pg. 251). According to him, it was a really gloomy time because the capitalism went from being ‘profit maximizing’ to ‘contract maximizing’ (Misa, pg. 251). Furthermore the 20th century saw the universities as well as companies, government foundations and all military services knee deep into finding and funding new technologies (Misa, pg. 252). This was being done in the hope of

Supply Chain Management - Toyota Motor Corporation

Question: Discuss about the Supply Chain Management for Toyota Motor Corporation. Answer: Introduction Toyota Motor Corporation is a Japan based company with its headquarter at Toyota Aichi. It is a Multinational company which has more than 3.5 lakhs employees all over the world and has ranked 13th in 2016 in terms of revenue. It is the first automotive company that produces more than 10 million vehicles in a year. The company was founded in 1937 by Kiichiro Toyoda and the most famous brands of Toyota are Lexux, Ranz, Scion and Hino. It is one of the largest multinational of the world. The report discusses the supply chain management of Toyota. It explains the key flows in supply chain where in the effectiveness of the information flow, product flow, return flow and cash flow of Toyota is explained. The make process of Toyota is discussed where in the effectiveness of the production planning process and planning for material requirement are examined through the application of supply chain theories. Lastly, the forecasting models are reviewed and the most effective model is discussed for Toyota Company. The key Flows in Supply Chain The key flows of supply chain refer to the product flow, information flow and money flow. The product flow indicates the flow from the starting of the product development, ie from the raw material to the end product that reaches the customer. The information flow states the flow of information in both directions from the customers and also from the suppliers (Ahi Searcy, 2013). Money flow again refers to the flow of fund in both directions, from the consumer to the manufacturer and from the manufacturer to the supplier. The product flow of Toyota can be briefed in the below flow chart The flow in supply chain in an automotive firm is his complex due to the nature of the product. The parts are first produced by the suppliers and then send to the assembly plants through the inbound logistics (Barney,2012). The assembly plant is denoted as factory in the above flow chart where the vehicle is first brought in the body shop, then to the paint shop and then to assembly and finally to inspection. After the vehicle is produced, it is send to the outbound logistics through which it moves to the dealer point. The information flow in Toyota is followed by value stream mapping that helps to track the flow of information and material across the development of product. The following flow chart explains the flow of the information The flow chart explain the flow of information across the company to have quick responses to the customer requirements and to reduce the lead time between the order received from the customer to the delivery of the product to the customer. The processes are connected with continuous pull and flow of materials (Christopher, 2016). And the information flow is simplified by having a clear idea of the customer requirements on the time, volume, quantity and the production mix. The flow loop and the value stream in the company has to settle the time required for each task which need to be followed at all levels so that the company is able to spread the information across its employees and companies effectively The money flow in the company is mainly from the stock holders. The flow is addressed in the flow chart. The fund flows from the stock holders to board of directors, who are the owners of the company (Coyle et al.,2016). The fund is then allocated by the President to the Treasurer and controller who allocates and supervise the flow of money in the company. In flow of money is properly organised in Toyota for having effective supply chain management. The transporters and the suppliers gets the payments on time and the product movement from the suppliers to the ultimate customer happens without any hindrance or shortage of fund flow required for meeting the required expenses (Seuring, 2013). The total flow of finance is controlled by the controller of finance and the treasurer is responsible for the maintaining the reserves. The Make Process The make process refers to the operational process that are executed periodically to ensure effective and efficient supply and logistic management. The major process in it are production planning and scheduling and material requirement planning process of Toyota company, so that ultimately the supply chain management is efficiently handled (Tayur, Ganeshan Magazine, 2012). The production scheduling of Toyota involves the method of dealing with monthly orders and based on the orders, the forecast is done for the future sales. Further a date for production is assigned to the vehicles and each vehicle is given a sequence. Basically Heijunka principle is used by the company to create a schedule for production that is spread across each day of each production month. Heijunka means smoothing in Japanese language and the production schedule is spread across the production month smoothly according to the weightage given to each parts of automobile. For example, production of engine is given more weghitage than body colour as if the production of engine gets affected then it has much more negative impact on manufacturing of automobiles than any other parts. Production scheduling involves setting up of production month that is different from the calendar month. Every calendar year has a production month and Toyota has assigned 52to 53 weeks for production in a year. Once the production plan is made, the scheduled production dates are sent to the dealers with the tentative build date of each vehicle. Based on these dates, the orders are taken by the consumers and a copy of the production schedule is sent to each assembly plants The materials required for production are also planned accordingly. There are generally two different processes, one is for the local material requirement and other is for the overseas material requirement. The local materials are to be placed in the exact sequence which is required for the assembling of the parts to make the vehicle. It require exact calculation of time schedule when the parts ae to be assembled. Any mistake or missing the scheduled time for a second may lead to loss of production of several cars and affects the overall monthly volume of production. The overseas material requirement refers to making adjustment in production according to the shipping frequency and the size of the lot. The key component of the production planning and material planning process are the setting up of standard work hours, and overtime hours. The standard work hours for every day is schedule to be 16 in Toyota Company and overtime is adjusted according to the condition of the operations in the plant. Another important component is Takt time which refers to the speed of the assembly line. Generally the takt time is 60 seconds which means the time taken by the vehicle to move from one station to another (Bozarth Handfield, 2016). Any delay in this time, delays the production and affects the turnover of production in the company. The other component is operations rate which means the percentage of time that the assembly line runs t the normal production rate. In Toyota plant, it is set at less than 100 percent (Brandenburg et al., 2014). The company give more importance to quality and so the workers are instructed to stop the assembly line if any problem occurs. The operation rate reduces by the amount of time taken for correcting the vehicle. The vehicle per hour and vehicle per day are also the component of the planning process which calculates the total work hour. The model ratio and model volume calculates the ratio of production for a particular model. The Supply Chain Forecasting The supply chain forecasting is done by the organization to keep the pace of growth in the industry and maintain competitive position against the rival firms. However, the forecasting and anticipatory supply chain varies across the sectors and companies (Fawcett, Ellram Ogden, 2014). However, there are few principles that should be followed to develop a supply chain forecasting. The principles are regionalization, new kinds of talent and tighter connections with strategies. The multinational corporations try to develop effective supply chain system in every region where they move in. Adoption of local supply chain system and moulding their system according to the local requirement refers to regionalization of the supply chain management system. In todays era of globalization, it is important to obtain the regional adoptability skills by the managers to succeed his company in the foreign market (Monczka et al., 2015). The two most famous supply chain forecasting methods are optimization and simulation techniques. In optimization which is base on a mixed integer program, forecast demand so that the plans for the production, inventory and transportation can be drawn, based on which the supply chain cost can be minimised. The other method of forecasting is simulation techniques which help to execute management plans on regular basis by using the demand history over a four year period. There have been several centres in the world where the cost of production is very low, the multinationals take advantage of this and shift their production to this place. Such regionalization of production requires proper supply chain management of the product by the company (Schnsleben,2016).The optimization techniques helps in deriving the advantages from such centres. The markets where the inputs are not available at low cost, the company tries to localize the supply network so that the cost of production reduces (Stadtler, 2015). The company need to forecast the supply chain management of such market effectively so that there is no delay in the supply of the goods. The simulation technique can be used for effective results In the past supply chain management was not considered as apart of the strategy but gradually Toyota executives and CEO realized the importance of supply chain management and it became an important part of strategies for effective return of the company. The proactive actions on supply chain system help the company to solve the trivial issues and increase the efficiency of the production of organization. The forecasting of supply chain management requires a different kind of talent with integrate background that could combine the global experience with creative problem solving and analytical skills (Christopher,2016). It requires true innovations and many companies have started giving importance to the forecasting of supply chain management and recognized its importance in the future Toyota has developed a Kanban system to handle the supply chain management effectively. It helps in maintaining inventories by sending visual signals for delivery of new shipment and production. The signals are tracked through replacement cycles and help the suppliers and buyers in understanding the requirements (Wisner,Tan Leong, 2014). The development of Kanban system was done to understand the operations of super markets in United States. It has used the demand rate of the market to control the production rate by passing the demand from the customer to producer through the supply chain system. This approach is called as the pull system where the supply and production of goods is determined by the consumer demand. Traditionally Kanban cards were used to notify the suppliers. Now it has been replaced by electronic system where the signals are sent automatically to the suppliers once the customers consume the resources. It has been implemented in Enterprise Resource Planning System such as Microsoft Dynamics and SAP ERP Figure1: The Kanban Sysiem in SAP ERP (Source: Waters Rinsler, 2014) The figure shows the Kanban system in SP ERP used to track the shortage of supply and to link the demand directly with the production and supply of the good. Conclusion The paper explains the supply chain management system of Toyota Motor Corporation. It explains the key flows in supply chain, the make process of Toyota and the forecasting models of Toyota Company. The method of supply chain used by the company is good and meets the requirement of the company. However, in international market to compete against the local firm, the company needs to upgrade its supply chain management effectively by applying advance level of Enterprise Resource Planning system. The simulation technique is suggested here as it helps in deriving expected returns on daily basis. Further, the company need to train their workers on regular basis to reduce the loss of production due to poor time management during the assembling of the product. The management of time and the prompt response to the problem during assembling is very vital and company can achieve it only by vigorous training of the employees. Under the situation, if the daily basis expected report is available, as in Simulation technique, the company can overcome the shortages effectively. References Ahi, P., Searcy, C. (2013). A comparative literature analysis of definitions for green and sustainable supply chain management.Journal of Cleaner Production,52, 329-341. Barney, J. B. (2012). Purchasing, supply chain management and sustained competitive advantage: The relevance of resource based theory.Journal of Supply Chain Management,48(2), 3-6. Bozarth, C. B., Handfield, R. B. (2016).Introduction to operations and supply chain management. Pearson Higher Ed. Brandenburg, M., Govindan, K., Sarkis, J., Seuring, S. (2014). Quantitative models for sustainable supply chain management: Developments and directions.European Journal of Operational Research,233(2), 299-312. Christopher, M. (2016).Logistics supply chain management. Pearson Higher Ed. Coyle, J. J., Langley, C. J., Novack, R. A., Gibson, B. (2016).Supply chain management: a logistics perspective. Nelson Education. Fawcett, S. E., Ellram, L., Ogden, J. A. (2014).Supply Chain Management: From Vision to ImplementationAn Integrative Approach. Pearson Higher Ed. Monczka, R. M., Handfield, R. B., Giunipero, L. C., Patterson, J. L. (2015).Purchasing and supply chain management. Cengage Learning. Schnsleben, P. (2016).Integral logistics management: Operations and supply chain management within and across companies. CRC Press. Seuring, S. (2013). A review of modeling approaches for sustainable supply chain management.Decision support systems,54(4), 1513-1520. Stadtler, H. (2015). Supply chain management: An overview. InSupply chain management and advanced planning(pp. 3-28). Springer Berlin Heidelberg. Tayur, S., Ganeshan, R., Magazine, M. (Eds.). (2012).Quantitative models for supply chain management(Vol. 17). Springer Science Business Media. TOYOTA MOTOR CORPORATION GLOBAL WEBSITE. (2009).TOYOTA MOTOR CORPORATION GLOBAL WEBSITE. Retrieved 29 July 2016, from https://www.toyota-global.com/ Waters, D., Rinsler, S. (2014).Global logistics: New directions in supply chain management. Kogan Page Publishers. Wisner, J. D., Tan, K. C., Leong, G. K. (2014).Principles of supply chain management: a balanced approach. Cengage Learning.

The theme of disability with Ben Elton has been handled in a very direct manner Essay Example For Students

The theme of disability with Ben Elton has been handled in a very direct manner Essay The theme of disability with Ben Elton has been handled in a very direct manner. From the outset the novel has a confrontational manner in the way the central character, Dr Geoffrey Peason, deals with being a spastic. He proclaimed himself a spasmo. He had the words Geoffrey Spasmo: Satans Hell Dog written on his first leather jacket and worn it to school. Throughout the novel there are many different points and examples of Geoffrey Spasmo battling against popular opinions of disabled people in his one-man crusade to have universal public access for the disabled community. The first chapter deals directly with the prejudices of people by pointing out that the killers, who have been sent out to dispose of Geoffrey, discard him as the physicist that created the engine due to the way he looks and speaks. Also the assumption that the disabled are helpless is also dealt with in the way that Geoffrey manages to kill his assailants whilst they hesitate in his home. Helplessness in this case is a state of mind and whilst the brain remains functioning then the victim, able bodied or otherwise, still stands a chance. Disability does not make a victim. We will write a custom essay on The theme of disability with Ben Elton has been handled in a very direct manner specifically for you for only $16.38 $13.9/page Order now Ben Elton also challenges the popular stereotyping of the disabled by the able bodied community by creating this particular spastic and making him the man who could revolutionise the motor industry forever by creating the hydrogen engine. In this way he is creating a positive image in so far as how disabled people are perceived in the readers mind. Geoffreys approach to his disability is laid in strict contrast to the other disabled character, who is central to the plot, especially after Geoffrey is murdered. Deborah deals less with a moral crusade for the disabled community, and more with acknowledging peoples beliefs about her. She does, however, hate being described as a fire hazard! Deborah is different from Geoffrey in that she does not have cerebral palsy; she is in a wheelchair after the driver of a Global Moritz knocked her down. She is resentful for her disability but copes with it reasonably well now that she realises that in the eyes of the world she is now a fire hazard. The reason Deborah was so specifically a fire hazard was that in those two little words, the able bodied community let itself off the hook. To deny someone access because they are a fire hazard à ¢Ã¢â€š ¬Ã¢â‚¬Å" well, there is a sensible and public spirited action. The way in which Deborah deals with the able-bodied people shows her utter disgust for being made a fire hazard comes across with her encounters at the tube station and at the pub. Deborahs encounter with the punky hippy at the pub also reflects societies attitude towards the disabled, that the disabled are in some way de-sexed. Elton himself makes this observation and suggests this is why they all have to use the same toilets.  The idea of Deborah making gags about blow jobs embarrassed him. Throughout the novel the author challenges the way that the disabled are thought of, in one respect to change popular opinion of what disability means, and in another to change the way able bodied people treat the disabled. You wont get anywhere feeling sorry for yourself, said the Heathrow traveller and all the other pushers and shovers turned away. They personally would be too embarrassed to talk to a cripple, let alone argue with one. The quote above illustrates the fact that the public does not understand how it is to be disabled and therefore treat them, and especially speak to them, differently. Sometimes this is done in the same way as it is seen to treat a young child. .uf4728b37f94eb3223c2bd794393dc860 , .uf4728b37f94eb3223c2bd794393dc860 .postImageUrl , .uf4728b37f94eb3223c2bd794393dc860 .centered-text-area { min-height: 80px; position: relative; } .uf4728b37f94eb3223c2bd794393dc860 , .uf4728b37f94eb3223c2bd794393dc860:hover , .uf4728b37f94eb3223c2bd794393dc860:visited , .uf4728b37f94eb3223c2bd794393dc860:active { border:0!important; } .uf4728b37f94eb3223c2bd794393dc860 .clearfix:after { content: ""; display: table; clear: both; } .uf4728b37f94eb3223c2bd794393dc860 { display: block; transition: background-color 250ms; webkit-transition: background-color 250ms; width: 100%; opacity: 1; transition: opacity 250ms; webkit-transition: opacity 250ms; background-color: #95A5A6; } .uf4728b37f94eb3223c2bd794393dc860:active , .uf4728b37f94eb3223c2bd794393dc860:hover { opacity: 1; transition: opacity 250ms; webkit-transition: opacity 250ms; background-color: #2C3E50; } .uf4728b37f94eb3223c2bd794393dc860 .centered-text-area { width: 100%; position: relative ; } .uf4728b37f94eb3223c2bd794393dc860 .ctaText { border-bottom: 0 solid #fff; color: #2980B9; font-size: 16px; font-weight: bold; margin: 0; padding: 0; text-decoration: underline; } .uf4728b37f94eb3223c2bd794393dc860 .postTitle { color: #FFFFFF; font-size: 16px; font-weight: 600; margin: 0; padding: 0; width: 100%; } .uf4728b37f94eb3223c2bd794393dc860 .ctaButton { background-color: #7F8C8D!important; color: #2980B9; border: none; border-radius: 3px; box-shadow: none; font-size: 14px; font-weight: bold; line-height: 26px; moz-border-radius: 3px; text-align: center; text-decoration: none; text-shadow: none; width: 80px; min-height: 80px; background: url(https://artscolumbia.org/wp-content/plugins/intelly-related-posts/assets/images/simple-arrow.png)no-repeat; position: absolute; right: 0; top: 0; } .uf4728b37f94eb3223c2bd794393dc860:hover .ctaButton { background-color: #34495E!important; } .uf4728b37f94eb3223c2bd794393dc860 .centered-text { display: table; height: 80px; padding-left : 18px; top: 0; } .uf4728b37f94eb3223c2bd794393dc860 .uf4728b37f94eb3223c2bd794393dc860-content { display: table-cell; margin: 0; padding: 0; padding-right: 108px; position: relative; vertical-align: middle; width: 100%; } .uf4728b37f94eb3223c2bd794393dc860:after { content: ""; display: block; clear: both; } READ: How has globalization changed society EssayThese issues are covered in a degree of depth some may find too sensitive to deal with in the same way as has been implemented throughout Gridlock. The humour, which runs through the story, emphasises the points made, again, especially illustrated in Deborahs conversation with the ticket salesman, to gain access to the upstairs room of a pub. The use of language is very confrontational, especially through the first part of the novel whilst Geoffrey is still alive, with the continual use of the word spastic, which in this age of political correctness is very un-P.C. The Cone Gatherers deals with a different aspect of disability, that of the mind. The suffering character in this book being Calum, who also carries physical deformities. However in this book there are themes of different types of disability. The disability of Neil, Calums older brother. Then there is Duror who is disabled by hatred of Calums form, and the disability of his wife. Calum, a simple man who works with his brother, is not concerned with his disability, possibly because he may not understand it, however, his brother does and takes offence on Calums behalf. The incident in the public house in Lendrick indicates this. Throughout the book, the author makes clear his feelings and intentions towards Calum, he is a kind and forgiving man who is honest and truthful towards others and to himself. Neil on the other hand could be seen to be disabled by his brother. By this I mean that Neil, through his feeling of duty to look after his brother, has given up his life to devote his attention to Calum, sacrificing his happiness and a possible marriage to tend to his brother. To look after his brother, he had never got married, though once he had come very close to it: that memory often revived to turn his heart melancholy. Duror is in the same situation as Neil in one respect; he is married to Peggy, a once young and beautiful lady who is now bedridden due to being incredibly obese. This is, however, a medical condition, which is seen as unfair by all to have afflicted  her of all people. Whereas Neil takes a great deal of time to care for Calum, by living and working with him, Duror has his mother in law living with him and his wife to tend to his wifes needs whilst he works. He barely ever goes in to see his wife, in fact it is mostly on the orders of Mrs. Lochie, his mother in law that he does. The hatred, which eventually takes control of Duror, is astonishing and it is as if this is becoming a disability upon Duror himself. I say this because everything that Duror does throughout the book is influenced by the bitter hatred that he holds for the deformed cone gatherer, which is slowly disabling his mind towards killing him. Perhaps the resentment he holds for Calum stems from the disability afflicting his wife, almost as if her disability has been personified in the form of Calum. To Duror he is one of natures freaks which to him is justification itself to rid himself and the wood of this small hunchbacked man. Robin Jenkins has taken the theme of disability and presented it in a number of different ways. His concentration is on the effect that a disability has not only on the sufferer, but also no the carer, of which there are two very conflicting ideas. There is a very sensitive focus on what it means to be disabled, mainly due, I believe, to the fact that Calum is childish in manner with the way he looks upon and thinks of things. In comparison you have the very confrontational, almost sensationalist approach which has been adopted by Ben Elton. He writes of how disability affects the individual, and looking at the two disabled characters in the novel, both dependant on their wheelchairs alone, as opposed to a member of their family to get through their lives. Both approaches towards disability work well and both books deal with the issues in hand in a manner, which suits the flow of the story. .u655f36515dca6b5146893ee77c8f79ae , .u655f36515dca6b5146893ee77c8f79ae .postImageUrl , .u655f36515dca6b5146893ee77c8f79ae .centered-text-area { min-height: 80px; position: relative; } .u655f36515dca6b5146893ee77c8f79ae , .u655f36515dca6b5146893ee77c8f79ae:hover , .u655f36515dca6b5146893ee77c8f79ae:visited , .u655f36515dca6b5146893ee77c8f79ae:active { border:0!important; } .u655f36515dca6b5146893ee77c8f79ae .clearfix:after { content: ""; display: table; clear: both; } .u655f36515dca6b5146893ee77c8f79ae { display: block; transition: background-color 250ms; webkit-transition: background-color 250ms; width: 100%; opacity: 1; transition: opacity 250ms; webkit-transition: opacity 250ms; background-color: #95A5A6; } .u655f36515dca6b5146893ee77c8f79ae:active , .u655f36515dca6b5146893ee77c8f79ae:hover { opacity: 1; transition: opacity 250ms; webkit-transition: opacity 250ms; background-color: #2C3E50; } .u655f36515dca6b5146893ee77c8f79ae .centered-text-area { width: 100%; position: relative ; } .u655f36515dca6b5146893ee77c8f79ae .ctaText { border-bottom: 0 solid #fff; color: #2980B9; font-size: 16px; font-weight: bold; margin: 0; padding: 0; text-decoration: underline; } .u655f36515dca6b5146893ee77c8f79ae .postTitle { color: #FFFFFF; font-size: 16px; font-weight: 600; margin: 0; padding: 0; width: 100%; } .u655f36515dca6b5146893ee77c8f79ae .ctaButton { background-color: #7F8C8D!important; color: #2980B9; border: none; border-radius: 3px; box-shadow: none; font-size: 14px; font-weight: bold; line-height: 26px; moz-border-radius: 3px; text-align: center; text-decoration: none; text-shadow: none; width: 80px; min-height: 80px; background: url(https://artscolumbia.org/wp-content/plugins/intelly-related-posts/assets/images/simple-arrow.png)no-repeat; position: absolute; right: 0; top: 0; } .u655f36515dca6b5146893ee77c8f79ae:hover .ctaButton { background-color: #34495E!important; } .u655f36515dca6b5146893ee77c8f79ae .centered-text { display: table; height: 80px; padding-left : 18px; top: 0; } .u655f36515dca6b5146893ee77c8f79ae .u655f36515dca6b5146893ee77c8f79ae-content { display: table-cell; margin: 0; padding: 0; padding-right: 108px; position: relative; vertical-align: middle; width: 100%; } .u655f36515dca6b5146893ee77c8f79ae:after { content: ""; display: block; clear: both; } READ: Serena Joy is the most powerful female presence in the hierarchy of Gileadean women EssayThe Ben Elton deals with the social standing of the disabled and the reaction to their presence in a room, which is there mainly to provoke thought in the reader. The statements are put in to get a reaction from his audience, a possible reason for the continual use of the term spastic, which could serve to annoy the politically correct middle-class readers. On the other hand The Cone Gatherers takes a more passive approach to the audience which serves to make the reader understand the feelings and mentality of the central characters. The contrast between the two novels approach to the disabled is wildly different. The direct approach of Gridlock to challenge the reader with the perception of Geoffreys cerebral palsy and Deborahs crippling serves up the different issues the author wants you to consider. However there is a subtlety to The Cone Gatherers which has the same effect, especially when confronted with the  thought of Durors desire to force the simple cone gatherers out of the forest because of the circumstances surrounding their lives. I think that the two authors representation of disabled life have their own advantages given the issues they deal with. The effectiveness of their outlooks on the subject matter fit correctly within the context of the novels as a whole in that the social points the individual writers are trying to convey do not interrupt the flow of the story. The sensitivity surrounding the viewpoints of the two subjects also adds to the overall readability of the books. In both cases the story is both readable and thought provoking which should lead to an overall understanding of the different situations of people in society.

Eid Collection by Nishat Essay Example

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Medical Data Essays

Medical Data Essays Medical Data Paper Medical Data Paper Medical data collectively represents information that was or is being obtained from individuals who have consulted medical professionals or have been admitted to health care facilities due to health and medical problems and concerns. The types of medical data include narrative data or textual data, which includes personal information (name, date of birth, occupation, medical history, family or social background, etc. ) and written remarks of medical professionals (codes that represent the status of patients, etc. ), numerical data (measurements such as vital signs, various measurements conducted, etc.  ), recorded signals in the form of Mammography, ECG, and such, and data in the form of pictures (x-rays, radiologic images, and sketches or drawings). (Charette, 2006) Medical data differs from business, corporate, or organizational data because it is utilized to provide health solutions, remedies, and preventive action that will benefit patients or clients. Business, corporate, or organizational data, on the other hand, is focused on obtaining and keeping information in order to sustain the needs and requirements of the company for growth and development. Therefore, medical data is utilized outwardly as a means to serve the people, while organizational data is utilized inwardly, such that the results of gathering and storing data benefits businesses or corporations more than their clients. Moreover, while organizational data are mostly based on accurate information or figures, medical data requires the expertise of medical professionals to interpret and obtain information relevant to the concept of gathering medical data. Perhaps the number and complexity of utilizing technology to digitize medical data make it difficult for health care facilities to computerize them. Apparently, digital imaging for medical data requires the utilization of new technologies that were designed for this specific purpose. However, the problem is that it is expensive. Health care facilities are left with the decision whether to spend funds for technological systems for storing data or to allocate it for health care service purposes. (Renner, 1996) Moreover, medical data are numerous. It would not be easy to computerize them in just a couple of hours. Doing so will require much time and effort. Of course technological gadgets being used to store medical data necessitate knowledge of how to operate them. Medical professionals agree that utilizing technological systems for obtaining and storing medical data requires that they learn how to operate these gadgets. (Funke, 2008) References Charette, R. N. (2006). Electronic Medical Records: Dying for Data. Retrieved October 14, 2008, from IEE Spectrum Online. Website: spectrum. ieee. org/feb08/4589 Funke, O. (2008). Electronic Medical Records and Privacy: Purpose, Benefits and Problems. Retrieved October 14, 2008, from All Academic Incorporated. Website: allacademic. com/meta/p281245_index. html Renner, K. (1996). Cost-Justifying Electronic Medical Records. Retrieved October 14, 2008, from CNET Networks, Inc. Website: http://findarticles. com/p/articles/mi_m3257/is_n10_v50/ai_18794085

Race Essay Example | Topics and Well Written Essays - 500 words

Race - Essay Example the features of a quadroon in the baby and ultimately abandons his wife and the child only because he thinks Desiree does not have a pure white inheritance: It is also important to note the significant line which defines the entire theme of the story: â€Å"Moreover he no longer loved her, because of the unconscious injury she had brought upon his home and his name (Choplin 664)†. Moreover, the high handed emotional reactions incited by racialism is echoed by poems of yore such as Let America be America Again by Langston Hughes. Strong laments over their fate for being black can be seen in such works: However, the question that still seems to persists is whether the dream of letting â€Å"America be America Again† is now fulfilled. Whether or not the dream of seeing America in its original beauty and Letting â€Å"†¦America be the dream the dreamers dreamed/ Let(ing) it be that great strong land of love/ Where never kings connive nor tyrants scheme† has been fulfilled (Huges 6-8). Perhaps it has. The America that we look at today is the America of diversity, democracy and racial multiplicity. There is perhaps not a single race of this earth that hasn’t walked the street of New York. There is no race that has not had the privilege of calling itself an American. That is because there is no more an identity associated with being an exclusive â€Å"American†. People are African-American, Japanese-American, Chinese-American, Indian-American and numerous others. Whatever country or race we add as prefix to â€Å"American† is an American! The question of apartheid is now almost dead. Being read in the eyes of the world as one of the most diverse civilization of this earth, America is in its best today as far as its wholesome nature of unification and equality is concerned. That is because, there is no culture of this world that America does not have. African is one of them. And any instance of even slight consideration of blacks as primitive to white seems to be a

Marketing Management Outline Example | Topics and Well Written Essays - 1250 words

Marketing Management - Outline Example It is highly essential to understand the needs and the preferences of the customers and this is done by integrating brand strategies. Having a strong brand is invaluable since it is a promise to the customer and today branding has become a foundation for every company in marketing communication. (Kashani & Turpin 1999). Reasons why companies develop their core products into brands 1. Memorability – a brand name serves as a source of reputation for the company and besides an effective company name it also helps in reinforcing the identity to the customers which further makes them do more business with the company. It comes with a distinctive behavior or a unique color combination. 2. Loyalty – customers are more likely to purchase a brand with which they have positive association and experiences and the customers who are bonded with a brand also purchase other items sold by the same brand. 3. Familiarity – branding also has an impact on the people who are not the customers of the company and familiarity induces liking because of which people often recommend a brand to other people also. 4. Premium price and age - instead of dealing with price-shoppers, there are always buyers available who are willing to pay more for a brand compared to its competitors. 5. Extensions – a brand name which is well known amongst the people can also be used to sell new products. 6. Equity of the company rises – a company that sells branded products is sold at a higher price than the other companies that sell non-branded products and services. 7. Marketing expenses are low – money is always required to create a brand but once it is created, marketing expenses eventually reduce. 8. Lower risk for consumers – people often choose a branded product over a non-branded product when making a purchase decision. Brand valuation methods A number of brand valuation methods are used by the companies and every method has its own advantages and disa dvantages. Some of the main brand valuation methods are mentioned below. Income based brand valuation methods 1. Relief from royalty method – this method is based on the amount the owner would have to pay in order to get the brand licensed by a third party. In order to capitalize the future branded cash flows, discounted cash flow analysis is used. 2. Excess-earnings method:Â  earnings above profit are calculated to attract investors on the basis of the value of the assets while the excess amount is attributed towards the brand. 3. Price premium method:Â  this method of brand valuation

Worldview Essay Example | Topics and Well Written Essays - 1500 words

Worldview - Essay Example To be a Baptist, to me, means that a person can be â€Å"different† from the others yet still be part of the same collective. This is a beautiful and inclusive message, and that is why I would describe my worldview as diverse and inclusive. The core beliefs of Baptism include that there is only one God, who manifests Himself in three persons: the Father (God in Heaven), the Son (Jesus Christ), and the Holy Spirit. Moreover, there is belief in the birth of Jesus Christ from a virgin mother, Mary. Jesus Christ performed many miracles during his lifetime, including raising the dead, and then died, was buried, and finally resurrected. Also, we believe that human beings are in need of salvation, without which they are doomed; this salvation is provided to us by the very death, burial and resurrection of Christ. It is the grace of God, due to which He has given us humans the unearned favor of eternal salvation by sending his Son to earth and dying on a cross for our sins. Baptists a lso believe that the world will end, and Jesus would return to us and the dead will be raised and everyone be judged by Him. Finally, we believe that the Message of God needs to be spread throughout the world, so that more people can be brought within the fold and experience the Grace of God. I know that my beliefs are true, because the Bible speaks out to me. I have personally experienced the grace and miracles of Jesus Christ in my life. When a very close cousin of mine was diagnosed with cancer, and it was clear that the cancer had spread throughout her body, the doctors told her that there was no treatment available for her, and the best all of us could do was to keep her comfortable at home. I turned to Jesus Christ in my time of need and He spoke out to me and answered my prayers through a miracle: my cousin not only survived, but her cancer is in complete remission. My worldview is accurate because it is clear by looking around that God exists, also, He is just and kind and i t was told in the Bible many years ago. What is more, the Bible is a direct account of what God wanted people to do, and its message is still true today. Even after 2,000 years, we can still derive our morality from the Bible and that is clear proof of its Divine Origins. It is very clear when one observes these facts that my worldview is accurate and believable. Part 2 Just like Baptists, Catholics are a denomination of Christians who believe in the unity of the God and the Holy Trinity. There are many more similarities between the two groups. The Catholics also believe in the virgin birth of Jesus Christ. Like the Baptists, the Catholics believe in the miracles of Jesus Christ, including healing the leper and raising Lazarus; his crucifixion and subsequent death; his burial; and his resurrection after three days. Moreover, they also believe in the infinite Mercy and Grace of God, which God showed by sending his only son to die for humans for their salvation. There are many similar ities in the ethics of the two groups as well; there is an emphasis on moral uprightness in both the groups, but, both believe, that there is no salvation for us except through Jesus Christ and his sacrifice for us. There are, however, many differences between the two, I will mention two big differences here. Firstly, there is no central authority for Baptists. Unlike the Catholics who have the papacy, whereby a group of priests elect a Pope, the Bishop of Rome, who is the considered to be a successor of Saint Peter, the Baptists do not have a central authority that ensures that beliefs are kept identical throughout the various Churches of the denomination. For Catholics, the pope gets to decide the policies

Importance of Confidentiality and Ethics in Healthcare

Importance of Confidentiality and Ethics in Healthcare Sara Lan Case Three Confidentiality protection is an essential component of a patient-physician relationship. Only in a setting of trust can patients feel comfortable sharing personal feelings and sensitive information regarding their health with their health care providers. Having access to confidential health services is especially important when the patients are adolescents. This is particularly because the medical care needs of adolescents can often conflict with the opinions and values of their family members. Therefore, adolescents are less likely to seek medical treatment if they fear that the information they share with their medical care providers might be disclosed to their families. On the other hand, this fear may also cause adolescents to withhold certain information from medical professionals which can create problems in providing accurate diagnoses. Thus, medical care providers should do everything they can to respect adolescent patients’ confidentiality unless the patients are at significant risk of harming themselves or others. Confidentiality is linked in to several bioethical principles, including the principle of respect for patient autonomy, the principle of beneficence, and the principle of nonmaleficence. Within bioethics, the principle of respect for patient autonomy is usually associated with allowing informed and competent patients to make their own choices regarding their medical treatments (15). Meanwhile, confidentiality is respecting a patient’s right to control the information relating to his or her own health. While these concepts generally refer to adult patients, adolescents of Bill’s age are presumed competent to make medical choices for themselves. Unless the law requires otherwise, a competent minor can consent to medical care without involving the patient’s parents. In this particular case, Bill has good reasons for his reluctance to disclose the information that he has shared with the medical team to his parents. Bill mentions that his parents have explicitly expressed their views against same sex marriages and negative opinions about gays and lesbians. Therefore, in respecting Bill’s confidentiality and keeping information about Billâ€℠¢s sexual orientation a secret, the medical team is acting beneficently. At the same time, disclosing the information to Bill’s parents presents the potential for harm. For instance, Bill may face rejection from his parents as a result and this may cause his depression to worsen. Thus, maintaining confidentiality can also be seen as acting in the principle of nonmaleficence. Concerns with regards to Bill’s competency may arise due to his past suicide attempt. In cases involving minors who do not have the capacity to make their own health care decisions, parents are generally the default surrogate-decision makers (94). Consequently, some people may argue that Bill’s medical decisions should be determined by his parents. Furthermore, by invoking the best interest standard, they might add that knowing all relevant information is necessary in determining what treatments are most beneficial for Bill. This can be justified if Bill is deemed incapable of making his own medical decisions then his parents may need to know about the causes of his depression in order to decide what specific types of medical treatments he needs. However, based on the sliding scale model of competency, I argue that Bill does in fact have the competency required to make his own health care choices. According to the sliding scale of competency, medical treatments that are highly beneficial with relatively small risks require a low level of competency to provide informed consent (90). Bill’s treatment plan fits into this category quite well. Furthermore, due to the highly therapeutic nature of these types of treatments, a presumption of competency holds when a patient agrees to treatment because the patient is making a rational choice (90). Although Bill’s competence may be questioned again when medical treatments involving higher risks are involved, he is still capable of making his own decisions about the treatment plan that is offered to him at the moment. While it is important to respect a patient’s autonomy and confidentiality, the medical team should still encourage conversation between adolescents and their parents. When an illness strikes a member in the family, it not only affects the patient, but also the patient’s family as a whole. For that reason, in â€Å"Bioethics for Clinicians: Involving Children in Medical Decisions†, the writers proposed a family-centred approach which takes into consideration the burdens and the benefits for all family members, as well as their responsibilities toward each other (93). Since family members can provide much-needed support during the patient’s illness, medical care providers should always encourage communication between a minor and his or her parents. If Bill agrees to it, the medical team can speak to his parents about his treatment plan in more general terms. For instance, adolescence can generally be a difficult time for many people. Being the transition sta ge between childhood and adulthood, there are unique challenges and struggles that exist in this stage of life such as developing a personal identity. Therefore, it is not uncommon for adolescents to seek therapy and counselling for one reason or another. For the same reasons, schools also have counsellors to guide and help adolescents deal with these issues in life. By framing Bill’s treatment plan in this way, the medical team is able to provide a way for Bill to communicate and obtain support from his parents while he undergoes treatments without disclosing Bill’s secret. It may be objected that withholding information from Bill’s parents is the same as lying. This objection is understandable since certain information does in fact have to be withheld when discussing Bill’s treatment plan with his parents as a means to protect Bill’s confidentiality. Nevertheless, the motivations behind lying and moral acts of withholding information are fundamentally different. For this reason, I argue that lying and moral acts of omission should not be viewed as equal. In â€Å"When Self-Determination Runs Amok†, author Daniel Callahan also speaks of the moral differences associated with â€Å"stopping life-sustaining treatments† with informed consent and â€Å"active forms of killing, such as a lethal injection† (345). Clearly, lying and active forms of killing are motivated by maleficence. Other the other hand, stopping life-sustaining treatments with informed consent and moral acts of withholding information are based on m edical professional duties. Ultimately, should the medical team lie to protect Bill’s confidentiality? The answer is no. Under no circumstances should the medical care providers lie. After all, no one would be willing place their health and well-being in the hands of medical professionals who are capable of dishonesty. Meanwhile, moral acts of omission are justifiable when disclosing full informationwill very likely cause predictable harm. Generally, people find the latter to be acceptable. If Bill’s depression does not improve with treatment and he is at significant risk of harming himself again, confidentiality may be justifiably breached. The medical should convey their intention to breach confidentiality to Bill before notifying his parents of his risk of harm to himself. However, it should be noted that it is not appropriate for the medical team to disclose information about Bill’s orientation if he does not wish for that information to be disclosed. It may take years before Bill feels comfortable sharing this information with his parents. Ultimately it is up to Bill to decide when he is ready. For the time being, the medical team’s role is to encourage a healthy support network between Bill and his family as well as to ensure that Bill has a confidential environment for his health care needs. Works Cited Gedge, Elisabeth (Boetzkes), and Wilfrid J. Waluchow. Eds. Readings in Health Care Ethics. 2nd ed. Peterborough: Broadview, 2012. Print.

Export Strategy Belgian Chocolate Factory

Table of contents Introduction 1? Presentation of the company 1. 1? History 1. 2? Philosophy 1. 3? Organization 1. 4? The company’s activities 1. 5? Activities concerned by the exportation 2? Macro economic analysis 2. 1? LE PEST C analysis 3? Export strategy 3. 1? The reasons of the company’s international opening 3. 2? The current exporting strategy 4? Export abilities 4. 1? The export diagnosis 4. 1. 1? The production tool 4. 1. 2? The finance 4. 1. 3? The products 4. 2? Analysis of the German market 4. 2. 1? The Four C framework 4. 2. 2? Satisfyer 5? Dolfin’s SWOT analysis 5. 1. 1? Explanations of Swot 6? Recommendations 6. 1? Competition on the German market 6. 2? Distribution problems 7? Conclusion 8? Bibliography 1? 2? 2? 2? 2? 3? 3? 5? 5? 7? 7? 8? 10? 10? 10? 10? 10? 11? 11? 13? 14? 14? 17? 17? 18? 19? 20? Introduction In this report, we have chosen to analyze Dolfin, a Belgian company that has been producing fullflavoured chocolate bars since 1989. We will be analysing the exports of Dolfin, which nowadays is exporting to 22 countries around the world. The purpose of this report is to make an export audit in order to check if the company meets the necessary requirements. The main objective of this report is to build a SWOT analysis regarding the export of the company in order to propose development strategies linked to it. In order to do so, we have divided our work into 5 parts: first an analysis of the company, secondly we will focus on the international environment of Dolfin. After that we will move on to its export strategy before developing its export abilities. Finally, we will analyse Dolfin’s management of international operations in order to conclude with recommendations. The country we have chosen to explore is Germany, firstly because it is one of the biggest consumers of chocolate in the world1, and secondly because recently Dolfin has faced some issues in order to export to this country. Besides, Germany is Dolfin’s main exporting country. PONTILLON, J. ,( coordinateur),Cacao et chocolat : production, utilisation, caracteristiques, Paris , Editions TEC et DOC, 1998, p25. 1 ? 1 1 Presentation of the company 1. 1 History Two Belgian brothers – Michael and Jean-Francois Poncelet – who decided to follow in their father’s footsteps, created Dolfin in 1989. Both of them grew up with a fascination for the process of making chocolate. 2 â€Å"Always bearing in mind this craftsman's approach, forcing the tool to meet the demands of quality, rather than the other way around, the sales have been rising steadily, amounting to 220 tonnes in the year 2000. The top-of-the-range bars and Neapolitan chocolate squares are now on offer in prestigious emporiums such as Selfridges in London, La Grande Epicerie in Paris, the KDW in Berlin and the Sony Plaza in Tokyo†. 3 1. 2 Philosophy4 For the master chocolate makers of Dolfin, chocolate is a passion. They dare to create the most unexpected combinations, to invent the subtlest harmonies, searching as a team for the finest ingredients selected from the best that nature offers. Their chocolate coverings are made of exclusive recipes, constant in quality and taste. Dolfin also offers a wide range of chocolate, from 32% cocoa in milk chocolate to 88% in the bitterest. Containing less sugar, less fat and more cocoa than traditional recipes, Dolfin’s products concentrate the nutritional and therapeutic qualities of chocolate. Simple and authentic, chocolate is stored naturally for a long time (one year without any preserving agent). 1. Organization Dolfin is a Belgian private limited company with a turnover of 3. 000. 000 â‚ ¬ and a net profit of 429. 237 â‚ ¬ in 20085. WORLD WIDE CHOCOLATE, Dolfin chocolates and chocolate bars, URL address: http://www. worldwidechocolate. com/shop_dolfin. html (viewed 16th November 2009). 3 Dolfin – Dark chocolate, URL address: http ://www. finedarkchocolate. com/Chocolate/Dolfin/index. asp (viewed 16th November 2009). 4 DOLFIN, Philosophie, URL address: http://dolfin. be/index. php? lang=En=philosophie (viewed the 16th November 2009).? 5 NATIONAL BANK OF BELGIUM, Comptes annuels en euro, 2008, 18p. , URL address : http://banquenationale. e/pub/ (viewed the 20th November 2009) 2 ? 2 Organization chart: General chocolates Company Holding Dolfin S. A. 5 Shareholders JJ. de Gruben Administration Finance Marketing R Production Purchase Quality Sales department 1 person 1 person 2 persons 12-15 pers. 1. 4 The company’s activities The main activities of the company are: – Gourmet squares with personalised packaging: The original activity of Dolfin is to make chocolate bars for companies with a personalised packaging in order to be used as gifts or as advertisement. Nowadays, even though this activity has decreased, it still represents 25% of the turnover. As a small company, Dolfin is more flexible and can offer tailor made products. – The Dolfin chocolate range offers chocolate bars of 30 and 70 grams, Gourmet squares, chocolate flakes and dark chocolate petals with flowers, Jacqmotte coffee chocolate bars. – Tohi brand: this new Dolfin’s brand created in September 2008, is organic certified (controlled by Certisys) and fair trade (controlled by Max Havelaar). 1. 5 Activities concerned by the exportation ? 3 – Dolfin chocolate bars are exported in more than 22 countries, often in specialised  « delicatessen  ». It is considered as fine chocolate, and it is sold in the most luxurious and prestigious place in trendsetter’s cities such as Paris (Lafayette), London, New York, Berlin†¦ – The Tohi brand is only exported in health food shops to make sure people trust the brand before selling it in other shops. ? 4 2 Macro economic analysis 2. 1 LE PEST C analysis In order to understand clearly the environment in which our organisation works, it’s important to make a â€Å"LE PEST C Analysis†. This one ensures Dolfin to adapt its strategy to each specific market taking account of the external environment. Legal aspects: There are 3 specific laws and norms: The HACCP norms in Belgium (â€Å"Hazard Analyses Critical Control Points†) regulate the quality of food industry products by preventing, managing and controlling the production chain6. The ISO 22000 â€Å"specifies requirements for a food safety management system where an organization in the food chain needs to demonstrate its ability to control food safety hazards in order to ensure that food is safe at the time of human consumption. †7 This norm is applicable to all organizations, regardless of the size, which are involved in any aspect of the food chain and want to implement systems that consistently provide safe products. European Directive: The labelling and the presentation of chocolate and cocoa products are regulated by the E. C (directive 2003/13/EC and 2000/36/EC). On a global view, pre-packed foodstuffs (to be delivered to the final consumers) must comply with compulsory standards on labelling and advertising. On the packaging must appear: – the name under which product is sold – a list of ingredients – the potential allergens – the durability date – the conditions for keeping – the place of origin FOULON L. , Hygiene et technologie de chocolaterie, Bruxelles, CERIA, syllabus, 2009-2010, p. International Organization for Standardization, URL address: http://www. iso. org/iso/catalogue_detail? csnumber=35466 (viewed the 02nd of November 2009). 8 Idem 7 6 ? 5 Each of these indications must be written in an easily understood language (official language of the country of marketing), especially for the chocolate or cocoa derivatives, we should also mention if there is a use of vegetable fats9. Ecological With the growing concern about the environment, Dolfin has to take into account various environmental pressures. For several years now, it decided to cut its greenhouse gasses emissions and has become the first neutral carbon chocolate factory in Belgium. Moreover, a lot of specific materials are now forbidden and companies have to adapt. Due to that, Dolfin has made contracts with some firms specialized in ecological packaging. Political The political stability and the good relationship between Belgium and Germany are crucial. Economical: Globally, Germans are scared of the inflation level10. The sector is dependent on cocoa which is quoted on the stock exchange market and very sensitive to speculation. Moreover, it’s a seasonal product and there is a slack period from March to June. Sociocultural: Here is a growing concern for several years with healthy food and obesity which can lead to a change in food habits and the need of specific products (less sugar, more cocoa). Technological For all new projects, Dolfin has to think about environmental pressures. Competitivity: The competition in the sector is tough. Dolfin is a mid-upscale product and have to compete with multinational companies and other upscale product. Furthermore, in this sector, the competition is all the more intensive as products can be easily imitated. After launched a new one, competitors can copy the recipe without difficulty. ?EUROPA, Etiquetage, presentation et publicite des denrees alimentaires, URL address : http://europa. eu/legislation_summaries/consumers/product_labelling_and_packaging/l21090_fr. htm, (viewed 1st November) 10 GERMAN CULTURE, Germany in the World Economy, URL address : http://www. germanculture. com. ua/library/facts/bl_germany_world_economy. htm (viewed on the 15th of November).? 9 ? 6 3 Export strategy 3. The reasons of the company’s international opening Dolfin didn’t really aspire to export in the beginning but it came out as a good solution. On the one hand, the brand (Dolfin and Tohi) can keep their own shops in Belgium in order to boost the sales and to improve the brand awareness among potential new customers. On the other hand, Dolfin can export its products on the international market, which appeared to be the best solution because Belgian chocolate has a worldwide good reputation abroad. The three main countries where Dolfin is exporting are: Germany, France and the United States of America. As explained before we have decided to focus on the German market. To understand the situation we will first have a look at the evolution and how they penetrated the market in 2001. In 2001, at the Ism fair (one of the most important fairs for chocolate makers) in Germany, German importers showed interest to import the company’s products. We could say that Dolfin did not really have a strategy ready for that. They decided to export in order to satisfy this demand. They started with 2 distributors: Feinkost (confectionery) and Suesswaren (delicatessen). They had exclusive contracts with these 2 distributors. By 2005, according to Nathalie Trachte, one of the administrators of Dolfin, the interest for quality food in Germany is increasing. This means they prefer to pay more for high quality chocolate bars than eating a huge quantity of bulk chocolate. By that time, Dolfin realised they had no commercial strategy in Germany and that they had very few market shares. In 2006, the turnover of the German exportations dropped off by 15%. The reasons are first, because both distributors became competitors; secondly, it was due to the increasing number of new chocolate products on the German market. 1 In 2008, despite the crisis, the price of raw materials and the cultural fear for inflation in Germany, the exportations remained at a certain level. Moreover specialised shops decided to focus on bestsellers like Dolfin. However, the turnover kept on decreasing. In 2009, because of the very long summer, the season started a bit later. 11 Belcolade Conference, Salon de Paris 2009 (14th – 18th October 2009) ? 7 Belgian export to Germany (code SH18-cacao)12 : (M â‚ ¬) Chocolate and Cocoa Total export 2002 202,87 2003 199,60 2004 217,878 2005 240,18 2006 249,03 2007 278,49 2008 281,42 9. 402,07 31. 067,38 34. 037,69 35. 271,04 38. 451,03 38. 727,10 42. 605,73 This graph demonstrates an evolution in the Belgian exports of chocolate and cacao towards Germany between 2002 and 2008. This represents an increase of about 38% in 6 years. This means that Dolfin is acting in a growing market and that there are still opportunities to seize. 3. 2 The current exporting strategy Dolfin started to rethink the way it was exporting to Germany. In 2007, they decided to use the 5 P’s theory: – Product: launching new products and combining new flavours. Price: the price is higher than other standard chocolates as they sell quality products. However, it is not as expensive as premium chocolate. They didn’t want to change the price as they consider it as a fair one for a mid-upscale product. As we are talking about a niche product, changing the price wouldn’t be a suitable action to take. Communication by mail with Mrs Stas Marie, Service Evaluation et Strategie, Agence Wallonne a l'Exportation et aux Investissements Etrangers, 3/11/09 ? 12 ? 8 – Place: Dolfin started to look for suitable places for their products in order to create a luxury, exclusive image. They decided to work with only one of the 2 distributors. – Promotion: Dolfin decided to advertise, to promote, to organize tastings in shops, releasing more press articles, etc†¦ – People: the question was: â€Å"are they working with the right people and do they know them enough? † As a response they increased the number of visits to distributors. In a nutshell, Dolfin is using direct exports selling its products straight to distributors. ? 9 4 Export abilities 4. 1 The export diagnosis 4. 1. 1 The production tool The production capacity Dolfin exports today 85% of its total production out of the Belgian territory. However, it’s only using half of its production capacity. The production adaptability Each exporting market has its own demand specificities and likings, that’s why Dolfin pays special attention to analyze the product and make sure it will be suitable for most of the export markets. 4. 1. 2 The finance Dolfin gets its money mainly from the shareholders. They get subsidies from AWEX for the set up of the website, transport for fairs, stands, catalogues, etc. Dolfin doesn’t invest a lot in investigation. They actually wait for potential customers to come to them. 4. 1. 3 The products The Bio-physical characteristic Chocolate has 6 main enemies: humidity, temperature shocks, too high temperature, light, insects and smells†¦ The transport should also prevent strong smells to reach the chocolate because the cocoa butter is very sensitive to the smells. Chocolate is a perishable commodity with an average life time going from 12 to 18 months (depending on the flavours). Therefore, it is essential to assure, on the one hand, a quick transportation and, and on the other hand, good transport conditions to hamper the chocolate to become white if the temperature is not suitable. The regulatory criterion Chocolate being an alimentary product, several norms and regulations are in use worldwide. As seen before, in Belgium we have the HACCP norms and companies also apply the ISO 22000 along with the European directives. ? 10 4. 2 Analysis of the German market 4. 2. 1 The Four C framework From the mid nineties to the late nineties, Germany was considered as a â€Å"mass market† as well as a very compressed â€Å"price market†. Indeed the Germans were known to be big consumers of milk chocolate buying low quality chocolate. However, in the late nineties, beginning of 2000, interest for quality increased and Germany became a connoisseur market. That is when Dolfin entered the German market. â€Å"Marketing is a system for identifying and satisfying customer needs and wants†¦profitably  »13. In order to do so, businesses have got to be customer oriented, which means they have to think in their point of view. In fact, the four P framework we analyzed previously will be now converted into C’s: Product = Customer Solution †¢ Quality products are of great interest as well as organic certified products as it is a growing trend. †¢ Design and packaging of Dolfin’s products are attractive to target audience and they are original. For the packaging, they respect the European directives concerning languages that must appear on the label. Indeed, in the case of Germany, customers can read the ingredients and other type of information in German, but also in French, English and Dutch. Doing this, Dolfin can use the same packaging for Belgium or other countries where these languages are spoken. †¢ 59% are loyal to their brand14. Price = Customer Value †¢ Does price matter? For some, absolutely: Germans are the most price-conscious chocolate buyers (35%)15. But Dolfin suits its prices to the audience it targets, so there is no change TLATLI F. , Behaviors of the actors of the market, Bruxelles, ICHEC, slides 2009-2010. BARRY CALLEBAUT, Survey, 2008, URL address : http://www. barrycallebaut. com/56? group=,year=,lang=en,keyword=,page=1,release =4072,read=en (viewed 15th November) 15 idem 14 13 ? 11 needed regarding this. Furthermore, according to Nathalie Trachte: the costs related to the chocolate production don’t enable them to lower their price. 16 †¢ Regarding the payments, they act different towards European and non-European customers. Indeed, customers inside Europe like Germany have to pay the first 5 orders in advance. After this period they’ll get 30 days credit for each order. If the customer doesn’t pay after those 30 days, Dolfin won’t accept any order from them. Outside Europe, another policy is applied in order to hedge risks. They won’t deliver products, unless they have received the counter-part and this for every order. †¢ Nathalie Trachte also pointed out the fact that prices or payments negotiations are difficult and long but once they are achieved, they do not discuss them again. Place = Convenience †¢ In Germany, Dolfin sells its products through different channels. The company is represented in small specialized shops but also in high class supermarkets. Their geographical coverage is very large. Indeed, you can find Dolfin’s Chocolates almost everywhere but only in luxurious places. This is very important for the image of the brand. In Germany you find them next to competitors such as Domori, Valrhona, etc. †¢ Concerning the transport of the goods, they use the Incoterms Ex Works, which means that â€Å"the seller, in this case Dolfin, puts the goods at the disposal of the buyer in his accommodations†17. As seen previously, the transport has to take into account the bio-physical characteristics of chocolate. Futhermore, we will analyze the reason of this choice in the SWOT analysis. Promotion + PEOPLE = communication †¢ They especially emphasize on this concept. Indeed, satisfied customer is the best advertising. In terms of P’s, promotion and especially people are of great importance since they allow Dolfin to establish a good dialogue between both their suppliers and customers. As analyzed previously, due to the crisis the company had to review its strategy and in order to do so, they focused their attention on communication. This permits Dolfin to be closer to their distributors and hence their customers. Personal interview with Nathalie Trachte, Administrator and Marketing responsible, Dolfin, Bruxelles, Belgium, 27th October 2009.? 17 HEINEN M-L. , Managing International Operations, Bruxelles, ICHEC, slides 2009-2010, p. 39. 16 ? 12 4. 2. 2 Satisfyer Dolfin has to know how to develop its customers’ satisfaction. They are looking for global satisfaction to have total happiness. Because it is not only at the point of sales, but most of all while consuming the product that the customer becomes satisfied, Dolfin is concentrating its efforts on the intangible elements, the most important part of satisfaction. Indeed, for them, launching new quality products with original recipes is important but not only: they also have to invent other elements around that product in order to differentiate it from the competition with the aim to bring customer’s satisfaction. Within this concept of intangible elements, we distinguish the basic ones and the dynamic ones. As regards Dolfin’s basic intangible, quality is of great importance. That’s why, they stress on good services and constant quality to deliver what they promised to the customer. To ensure that, Dolfin’s production methods conform to the strictest and most up-to-date standards of quality and cleanliness. One of the priorities of Dolfin is not only to make sure ingredients come from considered and concerned sources, but also to stay up-to-date in respect to the environment. In fact, Dolfin became the first CO2-neutral Belgian chocolate maker. Related to that quality, Dolfin is trying to create continuity. Indeed, focused on the future, they have to make sure the customer will remain loyal to them. To do so, they are also trying to launch and deliver their new creations on time as well on the market as to the customers. This can only work if Dolfin can trust its customers, but also it has to have good relationships inside and outside the company. Inside the company, everybody knows each other as they are only 15. Outside the company, they are working with suppliers and distributors they have known for a long time. For the dynamic intangible, we can say that it is a prestige product for which the customer knows he will spend more money than for a standard chocolate, but in exchange, he gets a good feeling eating it. ? 13 5 Dolfin’s SWOT analysis Strengths Weaknesses – Organic and Fair-trade Brand : Max Havelaar & – Organic:? ifferent production schedules â€Å"Organic farming† certified – Packaging : language, experience, resistance and traceability – Respect of sanitary rules: A. F. S. C. A – No allergens contained (targets wider audience) – Small company: faster decision making – Present in trendsetter cities – No intermediaries (closer to customer) – Tastings, workshops, exhibitions in shops – Production capacity not fully used – Not in charge of the transport (Ex Works) – CO2 neutral ? more controls (Max Havelaar) – Low financial backup – Not in charge of the transport (Ex Works) Opportunities – Few competition for Belgian organic chocolate – Growing demand for fine dark chocolate in Germany18 – Good reputation of Belgian chocolate19 Threats – Cocoa is quoted on the stock exchange – Profit linked to cash flow management – Competitive market – Copying of packaging and recipes – Seasonal product – World wide economical crisis 5. 1. 1 Explanations of SWOT Since some of the elements were not seen before or could be misunderstood, we would like to add more information. STIGSET M. , German Chocolate Market Is `Saturated,' Association Head Says, URL address : http://www. loomberg. com/apps/news? pid=20601100=aosOXeX9FzD4=germany (viewed 17th November 2009) 19 MERCIER, J. , la tentation du chocolat, Belgique, Editions Racines, 2007, p82-101. 18 ? 14 Strength: – Their packaging is the same for Belgium as for Germany because it is written in 4 languages. Besides, the experience in packaging is due to their first activity in the chocolate business, in which they were making private label range products with Dolfin chocolate in it. They are very conscientious regarding traceability. Therefore, every packaging has a batch on it. Within their new export strategy, they focus on the promotional aspect. Indeed, Dolfin organises tastings, workshops †¦ to attract the customer in an original way. – The production capacity not being fully used, the company could increase the production without spending too much money on new machinery. Consequently, the company could raise its production capacity very quickly and respond faster than competitors to an order. – In most cases, Dolfin doesn’t organize the transport. They use the Incoterms Ex Works. This allows them to focus on their production and not on transport issues. Besides, their customers (importers) are used to transport and know better how to do it. Nevertheless, Dolfin sometimes recommends a transport company to its customers. – In 2008, Dolfin took the initiative to reduce its emissions of CO2 by 15%. Moreover, they took part in a project in Rajasthan to offset their remaining CO2 emissions20. That way, Dolfin became the first CO2 neutral company of Belgium. Weaknesses: – Having an organic and fair-trade brand does include some disadvantages. Firstly, the production schedule will have to be modified in order to prevent contamination between both conventional and organic production. Secondly, Max Havelaar (fair trade) and Certisys21 (organic) check the production to make sure it is worth its organic and fair-trade certification. – The disadvantage of an Ex Works system is that customers may want a full service. However, Dolfin sometimes makes exceptions for some customers. Opportunities: – There is a growing demand for higher-quality dark chocolate in Germany22. Germans are becoming connoisseur and prefer quality. DOLFIN, Environnement, URL address: http://dolfin. be/index. php? lang=En=philosophie (viewed the 20th November 2009).. 1 CERTISYS, Organic Guarantee – Certisys, URL address: http://www. tohi. be/En/home. php? lang=En (viewed the 16th of November). 22 STIGSET M. , op. cit. , p. 12 20 ? 15 Threats: – The cocoa is quoted on the stock exchange in Pounds per ton. This means this raw material is very sensitive to speculations. Furthermore, the production of cocoa depends on the weather, the climate previsions (droughts, floods, p lants diseases†¦) but also the political situation in the producing countries. 23 In addition to that, other raw materials are also quoted (milk powder, sugar†¦ ). As regards the profit of the company, it is inked to the purchase of raw materials because the cocoa price is very volatile. Unfortunately, a price increase cannot fully be rejected on the client, and the company has to bear the burden of this problematic situation. – A good cash flow management is of great importance. It is capital to get paid from customers before paying suppliers. Therefore, Dolfin has to manage well its purchases and sales cycles: they need to have a positive net working capital. – In the chocolate sector, we observe a lot of copying of both the packaging and recipes. Indeed, during fairs for example, it is common to spy on the competition. Therefore, industrial companies copy the ideas of smaller chocolate makers. – Recently, because of the crisis, the bankruptcy of a big customer has consequences on the financial situation of Dolfin. 23 PONTILLON J. , op. cit. , p. 1.? ? 16 6 Recommendations In order to propose recommendations, it is of interest to analyze the history of the current export strategy of Dolfin. We have seen that in 2001 Dolfin started to export to Germany on the demand of two German importers. In fact, Dolfin didn’t plan to export at that time and they didn’t develop any export strategy in order to do so. They just did it, and, until 2007, business went good – sales and turnover increased every year. But in 2007 things went on differently. Dolfin started to loose market shares, and business didn’t go on better in 2008. Starting from that point, we are going to build our recommendations. By interviewing Nathalie Trachte, administrator and manager of the marketing department of Dolfin, we tried to find out the reasons of the current situation. Out of the discussion appeared two essential facts: the competition on the German market has strongly increased and Dolfin is facing distribution problems. . 1 Competition on the German market As developed previously in the cross-cultural analysis, we have to think and act in terms of customer solution and not the other way around. Recent surveys of Barry-Callebaut24 reveal some figures about the German chocolate consumers. Here are some interesting conclusions: – 60% prefers milk chocolate – only 37% consumes dark choc olate (less than all other Europeans) – German consumers are especially keen on change: 25% of German chocolate lovers surveyed regularly try different types and flavours. Among a trend towards premium chocolate, original, organic and fair trade chocolates are becoming increasingly popular. To be able to offer customer solutions to the German consumers, we would recommend: – to increase the amount of milk chocolate products it offers. For example, currently, only 5 out of the 17 flavours of the chocolate bars of 70 grams are made with milk chocolate. – to develop the marketing around Tohi. Indeed, as fair trade and organic food become more popular on the German market, we shall respond to this demand. This should be done through smart advertising. As we noticed before, Germans are sensitive to good quality products and keen to change 24 BARRY CALLEBAUT, op. cit. , p. 11 ? 17 as mentioned above. Therefore, it is of great importance to increase the customer’s awareness regarding the combination of quality – organic- and fair trade, with a particular stress on the quality of Tohi’s product. With these 2 recommendations we hope to respond to the problem concerning the increase in competition. 6. 2 Distribution problems To address the second problem relating to the distribution, we shall focus on ommunication: – We believe that frequent meetings between distributors and Dolfin’s employees would improve the established dialogue. Indeed, by doing this, they can share the knowledge concerning Dolfin range of products, and also the philosophy and strategy of the company. This would be particularly interesting when new creations are launched. This enables Dolfin to have a more coherent strategy and to achieve cohesion between Dolfin, distributors and customers. This way, the message the company is sending will be understood the right way. This might take time and money to be implemented, but it is worth a try. Let’s now focus on possible openings: First, hotel-catering trade (Horeca) is an attractive sector. In Belgium, the company has a partnership with â€Å"le pain quotidien†. We believe it would be interesting to seek for similar cooperation in Germany. Secondly, since chocolate sales are high during specific events such as Christmas, birthdays, Saint Valentine days, mothers/fathers’ days, etc†¦ They should develop new/original ideas in order to respond to this demand. That’s why we came up with the idea that a package including flowers and chocolate could satisfy the specific demand during those special days. However, it is important to point out that it would be a difficult business to develop since laws and norms concerning foodstuffs are very strict. Finally, as the e-business is spreading all around the world, we thought Dolfin should develop a new strategy regarding this. On the one hand, it would enable the company to reach new customers and on the other hand, it allows being closer to their already loyal distributors/customers. Nevertheless, this implies hiring new employees who can manage properly both businesses and the creation of a new department. In addition to that, it is difficult, through the web, to be close to their clients and to establish a good communication. ? 18 7 Conclusion We have reached the end of our analysis and it is now time for us to conclude the work. Firstly, we want to thank Nathalie Trachte for her devotion and vital information. By doing this paper we’ve learned to think in terms of international market and export. We’ve encountered 2 main problems during this assignment: the distribution and the competition on the German market. In order to tackle these, we have relied on the SWOT-analysis which we have built up, in order to develop recommendations. We do hope these will be suitable for Dolfin. For each of the 2 problems, we have tried to find possible solutions. In addition to that, we have also intended to be more creative, considering other possible market openings. Nevertheless, we have to bear in mind the fact that we are not professionals with an experienced background and we may have forgotten to take some aspects into account for the analysis. Furthermore, to make a relevant export audit, more time and more information, especially regarding the German market, would be required. ? 19 8 Bibliography 8. 1 Books †¢ FOULON L. Hygiene et technologie de chocolaterie, Bruxelles, CERIA, syllabus, 2009-2010, 35p. †¢ MERCIER, J. , la tentation du chocolat, Belgique, Editions Racines, 2007, 240p. †¢ PONTILLON, J. , Cacao et chocolat: production, utilisation, caracteristiques, Paris, Editions TEC et DOC, 1998, 638p. 8. 2 Websites †¢ BARRY CALLEBAUT, Survey, 2008, URL address : http://www. barrycallebaut. com/56? g roup=,year=,lang=en,keyword=,page=1,release=4072,read=en (viewed 15th November) †¢ CERTISYS, Organic Guarantee – Certisys, URL address: http://www. tohi. be/En/home. php? lang=En (viewed the 16th of November). Dolfin – Dark chocolate, URL address: http://www. finedarkchocolate. com/Chocolate/Dolfin/index. asp (viewed 16th November 2009). †¢ DOLFIN, Philosophie, URL address: http://dolfin. be/index. php? lang=En=philosophie (viewed the 16th November 2009). †¢ EUROPA, Etiquetage, presentation et publicite des denrees alimentaires, URL address : http://europa. eu/legislation_summaries/consumers/product_labelling_and_packag ing/l210 90_fr. htm, (viewed 1st November) †¢ GERMAN CULTURE, Germany in the World Economy, URL address: http://www. germanculture. com. ua/library/facts/bl_germany_world_economy. htm (viewed on the 15th of November). International Organization for Standardization, URL address: http://www. iso. org/iso/catalogue_detail? csnumber=3546 6 (viewed the 02nd of November 2009). ? 20 †¢ NATIONAL BANK OF BELGIUM, Comptes annuels en euro, 2008, 18p. , URL address : http://banquenationale. be/pub/ (viewed the 20th November 2009) †¢ STIGSET M. , German Chocolate Market Is `Saturated,' Association Head Says, URL address : http://www. bloomberg. com/apps/news? pid=20601100&sid=aosOXeX9FzD4&refer=german y (viewed 17th November 2009) †¢ WORLD WIDE CHOCOLATE, Dolfin chocolates and chocolate bars, URL address: http://www. worldwidechocolate. om/shop_dolfin. html (viewed 16th November 2009) 8. 3 Interview †¢ Personal interview with Nathalie Trachte, Administrator and Marketing responsible, Dolfin, Bruxelles, Belgium, 27th October 2009. 8. 4 Others †¢ Belcolade Conference, Salon de Paris 2009 (14th – 18th October 2009) †¢ Communication by mail with Mrs Stas Marie, Service Evaluation et Strategie, Agence Wallonne a l'Exportation et aux Investissements Etrangers, 3/11/09 †¢ HEINEN M-L. , Mana ging International Operations, Bruxelles, ICHEC, slides 2009-2010, p. 39 †¢ TLATLI F. , Behaviors of the actors of the market, Bruxelles, ICHEC, slides 2009-2010 ?