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Case Exam

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DELFA PRINTING LTD
MANAGEMENT REPORT Executive Summary
Delfa and the printing industry has been affected by the Global recession in 2008. One of their 8 major customers has been bought over and will be cancelling a $3.5MM annual contract. Dalfino is presented with 3 different strategies in order to grow and maintain the strength of their business.
a) Purchase R&A
b) Obtain GPS Contract
c) Provide Warehousing to NCI
It is recommended that Delfa purchase R&A as it will increase their market share and bring them more digital printing business as it is the current trend in the market place. It is also recommended that GPS contract be obtained as it also fits in with their long term strategic success strategy by maintaining success with high volume offset printing jobs.
The will be able to significantly increase their revenue and NI, and meet the ROI of 10& by BOD and the bank covenant. It is also suggested NCI contract not be taken immediately as there is lack of capacity but it is suggested that a larger warehouse be found to obtain this profitable business. Introduction
Delfa has been experiencing successful growth up to 2008. Due to the global recession in 2008, the printing industry has been negatively affected. Delfa has lost one of their major customers and is beginning to start having trouble collecting payment for customers. Delfa needs to address how to strategically continue to grow their business into the future and face the current tough economical environment. This report will outline the current situation analysis, alternative analysis, recommendations and finally an an implementation plan.
Mission
Working in partnership with suppliers and customers, Delfa helps Canadian organizations of all sizes succeed by providing them with a wide range of high quality printing and document management services at competitive prices.
Constraints/Goals
• Bank Covenant- Times interest rate must be greater then 3
• After tax return on investment of 10%
• Warehouse capacity of 3300 bins
Strategic Goals
• Become further technologically advanced and offer more digital printing
• Increase market share
• Stay true to core competancy by taking advantage of high volume offset printing jobs
• Stay profitable during economic downturn Stakeholder Preferences
BOD -
• Maintain revenues at same level as 2008
• Achieve net profit of 4% of sales
Dalfino
• continually strive to find new opportunities to grow within the printing industry
• Believes profits are maximized by keeping the high volume offset printers running continuously on large printing jobs
Farugia
• Keep customers happy and always look for way to fulfil their needs
Joly
• Keep customers happy
Giani
• Expand warehousing side of business
Singh
• Focus on core business of printing
Employees
• Continue to be a part of setting performance targets in order to achieve annual bonus Bank
• Keep bank covenant
• Dalfino Able to repay loans on time

KSF
• Obtain greater market share
• Increase technological capabilities to compete in the market place
• Keep bank covenant to remain operational
Core Competencies
Customer Intimacy - Delfa provides a custom made product for their individial customers and strives for customer excellence.
Financial Analysis
Appendix 1
• Current ratio is increasing year over year and is above 2
• Quick ratio is increasing year over year and is above 1
• Total debt to equity is decreasing as mortgage and loan is payed out
• Total income times interest is at 7 way above covenant of 3
• ROA is increasing year over year
• Gross profit margin is steady at 30%
SWOT
Strength
• Customers are currently satisfied with the quality of products and services provided
• 2008 Performance targets were met
• Bonuses were paid out to employees- ensuring continued dedication
• Delfa was not impacted by the recession in the first 6 month of 2008
• Bank is willing to lend up to $2.5MM for growth opportunities
May 2009 Case Examination
CMA Canada 117
• Delfa does not use state of the art technology like AIPI, that allows pricing for on demand jobs same as for long run offset jobs
Weakness
• Printing and warehousing services currently operating at full capacity
• Customers may be going out of business- risk of increased bad debt
• Customers are taking longer to pay invoices - negatively affects cash flow
• Major customer 1/8 will be terminating their contact October 31,2009
• By losing the IIC account Delfa is in jeopardy of not meeting the bank covenant
• Industry is moving towards using digital equipment - Delfa only uses this equipment
10% of the time
• Digital jobs were often backlogged
• Overtime costs to meet delivery deadlines is becoming too high, burning out employees • Projected that 2009 profit margins will not be met, bonus will not paid, decrease in motivation of staff
• There is a lack of space in the finishing and printing area to add any more equipment
Opportunity
• The value of the Canadian dollar has decreased- able to compete more on exports, not a deterrent for foreign companies to buy Canadian goods
• World prices for fuel and paper decreased- reducing production costs
• Competition is going out of business- used offset printers available at discount prices

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