Ib Andresen PDF

Bachelor of International Sales and Marketing Management
Professionsbachelor International Handel og Markedsfring
Ib Andresen Industri
Written re-exam 1st semester/Skriftlig re-eksamen 1. semester
6th February 2014/6. februar 2014
The basis for the companys sale / Virksomhedens salgsgrundlag
This examination paper consists of 4 assignments. For grading purposes the assignment
are given the following approximate weights
Dette opgavest bestr af 4 opgaver, der indgr i bedmmelsen af den samlede

opgavebesvarelse med flgende vejledende vgte:
Assignment 1/Opgave 1: 40 %
Page/Side 1
Contents/Indhold
Assignments in English 3
Assignment 1 (40 %) 3
Assignment 2 (10 %) 3
Assignment 3 (25%) 3
Assignment 4 (25%) 3
Opgaver (p dansk) 5
Opgave 1 (40 %) 5
Opgave 2 (10 %) 5
Opgave 3 (25%) 5
Opgave 4 (25%) 5
History 7
Business areas 7
Wind 8
Solar 8
Building 9
Services 9
Transport 10
Corporate Responsibility 11
Corporate DNA 11
Suppliers 12
Appendix 1 General terms of sale and delivery (extract) 13
Appendix 2 General terms of purchase and delivery (extract) 14
Appendix 3 Figures 15
Page/Side 2
Assignments in English
Assignment 1 (40 %)
1.1. Based on Ib Andresen Industris mission, values and strategy please assess the
companys innovative processes. Include also in your discussion how their innovative
platform can help Ib Andresen Industri create a competitive advantage.
1.2. Which consequences does this innovative platform have on Ib Andresen Industris
choice of how to cooperate with suppliers?
Assignment 2 (10 %)
2.1. Based on assignment 1s assessment of Ib Andresen Industris innovative processes
and Ib Andresen Industris supply chain, assess and formulate the unique value proposition
Ib Andresen Industri offers its customers.
2.2. Look from the unique value proposition established in assignment 2.1 discuss, which
relationship is realistic for Ib Andresen Industri to establish with customers.
Assignment 3 (25%)
In appendix 1 and 2 you will find Ib Andresen Industris general conditions of sale and
respectively their general conditions of purchase.
3.1. If Ib Andresen Industri sells goods btb to a German customer and the customer has
accepted Ib Andresen Industris general conditions, is the sale covered by the CISG? Please
give a justified answer.
3.2. If Ib Andresen Industri buys goods from a German supplier and the supplier has
accepted Ib Andresens Industris genereal conditions, is the purchase covered by the CISG?
Please give a justified answer.
3.3. If Ib Andresen Industri has a legal dispute with either one of their customers abroad or
on of their suppliers abroad at which court shall such a court case be settled provided that
the general conditions are agreed upon? Please give a justified answer.
3.4. If Ib Andresen Industri in 2012 has delivered goods to a German corporate costumer
and the costumer in February 2014 discovers a fundamental defect, does this German
buyer then have any remedies against Ib Andresen Industri provided that the general
conditions are agreed upon? Please give a justified answer.
Assignment 4 (25%)
4.1. Imagine as the financial controller for Ib Andresen Industri one of your tasks is to
control and calculate the key figures for the company. Use Appendix 3 to calculate and
analyze the key figures which you find most relevant. One of the key figures should be the
Page/Side 3
profitability ratio.
4.2. Imagine, for the time being the management treat all customers the same way, this
means that all customers are valued equally. Since the strategy is the company wants all
their customers to feel valued and equally treated. The terms and conditions in relation to
the customers are as follows:
All customers have a 30 day credit-line.

Discount is given if customers buy for more than 500.000 DKK.
All customers will meet the seller in person ( This should increase the relationship
between the customer and Ib Andresen Industri)
From an economical point of view, please asses the financial consequences of the terms
and conditions. Discuss the pros and cons of having a strategy that treats all customers
equally.
4.3. Please suggest a new financial calculation method with the purpose of increasing
customer profitability for Ib Andresen Industri.
Page/Side 4
Opgaver (p dansk)
Opgave 1 (40 %)
1.1 Med udgangspunkt i Ib Andresen Industris mission, vrdier og strategi skal du vurdere
virksomhedens innovative processer. Diskussionen skal yderligere indeholde en vurdering
af hvordan deres innovative platform kan bidrage til Ib Andresen Industri
konkurrencemssige fordel.
1.2 Hvilke konsekvenser har denne innovative platform for Ib Andresens Industris valg af
samarbejdsform med leverandrer?
Opgave 2 (10 %)
2.1. Med udgangspunkt i vurderingen i opgave 1 af Ib Andresen Industris innovative
processer og Ib Andresen Industris supply chain, vurder og formuler hvilke(n) unikke vrdi
(unique value proposition) virksomheden tilbyder sine kunder.
2.2 P baggrund af den unikke vrdi identificerede i opgave 2.1. diskuter, hvilken relation,
det er realistisk for Ib Andresen Industri at etablere til kunder.
Opgave 3 (25%)
I Appendix 1 og 2 du finder Ib Andresen Industris generelle salgsbetingelser henholdsvis
deres almindelige betingelser for kb.
3.1. Hvis Ib Andresen Industri slger varer btb til en tysk kunde, og kberen har accepteret
Ib Andresen Industris generelle betingelser, vil salget da vre omfattet af CISG? Giv et
begrundet svar.
3.2. Hvis Ib Andresen Industri kber varer fra en tysk leverandr, og slgeren har
accepteret Ib Andresen Industris generelle betingelser, vil kbet vre omfattet af CISG? Giv
et begrundet svar.
3.3. Hvis Ib Andresen Industri har juridiske tvister med enten en af deres erhvervs kunder i
udlandet eller med en af deres leverandrer i udlandet, ved hvilken domstol skal en sdan
en retssag afgres, hvis det forudsttes at de generelle betingelser er vedtaget af parterne?
Giv et begrundet svar.
3.4. Hvis Ib Andresen Industri i 2012 har leveret varer til en tysk virksomhed og kunden i
februar 2014 opdager en grundlggende fejl, har den tyske kber nogen befjelser mod Ib
Andresen Industri, hvis det forudsttes at de generelle betingelser er vedtaget af parterne?
Giv et begrundet svar.
Opgave 4 (25%)
4.1. Forestil dig, at som finansiel controller hos Ib Andresen Industri er en af dine opgaver
at beregne ngle tal samt kontrollere disse for virksomheden. Brug Appendix 3 til at
beregne samt analysere de ngletal, som du finder vigtigst. Et af ngletallene br vre
Page/Side 5
overskudsgraden.
4.2. Forestil dig, at Ib Andresen Industri p nuvrende tidspunkt har en strategi om, at alle
kunder skal behandles ens, og at der ikke gres forskel imellem dem. Derfor har kunderne
flgende betingelser:
Alle kunder har 30 dages kredittid

Rabatter gives ved kb for mere end 500.000 DKK
Alle kunder mdes med slgeren. (Dette skulle ge relationen imellem kunden og Ib
Andresen Industri)
Vurder ud fra et konomisk synspunkt konsekvenserne af strategien. Diskutere fordele og

ulemper ved at have en strategi, som betyder at alle kunder behandles ens.
4.3. Foresl en finansiel metode til at ge overskudsgraden pr. kunde. Uddyb hvordan man
implementere den finansielle metode.
Page/Side 6
Source: www.iai.dk
History
The story behind Ib Andresen Industri is very much one of a successful entrepreneur in
modern industrial society. Through a series of ambitious activities, civil engineer Ib
Andresen purposefully developed his technical expertise and his business acumen to the
point when he founded the company Ib Andresen Industri in 1967.
As a former lieutenant at Holmen Naval Base in Copenhagen, he was very aware of the
importance of working towards defined goals. After his period at Holmen, Ib Andresen
spent ten years abroad. He studied in the UK and Germany and then began working for the
American machine manufacturer Cincinnati Inc. initially in the US and then at the
companys subsidiary in Scotland.
Then, as now, Cincinnati Inc. manufactured machine tools for the steel industry, and the
company gained a new customer with the founding of Ib Andresen Industri. The new
companys business area was, and remains to this day, the processing of steel and metals,
and its role was, and still is, to act as an external supplier. The company began with four
employees and a few hundred square meters of premises. Today, approximately 600
employees have approximately 100,000 m at their disposal.
During the intervening period, the company has grown continuously. At first the companys
production doubled each year, so that by the early 1970s the company already had 20
employees. A few years later, Ib Andresen Industri introduced the coil concept, whereby the
company could store its customers steel coils and then cut them and deliver them
according to the customers current needs. In 1976, the company introduced roll forming,
and within 12 months demand and production had grown to such an extent that the
department moved to an independent factory.
During the 1980s, the company was one of the first to introduce employee-activated
production development. Gradually, more and more businesses began to realise that their
staff were the key to increased productivity, and at Ib Andresen Industri the management
has always placed great emphasis on instilling commitment and involvement amongst the
companys staff. We still do.
During subsequent years, the company also worked to improve its competitiveness, an
initiative which proved to be particularly important during the 1990s. And in the
subsequent decade, efforts to go international led to the establishment of companies in
Norway, Sweden, Hungary and Thailand.
The company is still family owned, and both of Ib Andresens sons are active members of
the board of directors.
Business areas
For years, Ib Andresen Industri has been providing innovative solutions to a number of
Danish and international companies all over the world. The focal point of our work as an
external supplier is to ensure that our customers experience us as a trustworthy supplier
who constantly focuses on development, service, flexibility, and reliability of supply.
We have developed and manufactured solutions for many different industries and the basis
of the solution is always the same; to find the most technical effective and efficient
solution, which comply the customers needs.
Page/Side 7
Wind
We have supplied the wind industry with innovative solutions for decades. In cooperation
with some of the major wind turbine developers in the world we have developed effective
steel solutions, which include solutions for nacelle components, internals, and tower
constructions.
Solar
In cooperation with our customers in the solar industry we have developed various
mounting solutions for PV and CSP-systems. We have great experience in this industry and
we know that the time frame from order to supply on site is very short and critical for our
mutual success.
Page/Side 8
Building
Through more than 40 years we have supplied the building and construction industry with
various steel solutions. Our scope of supplies varies from delivery of small building profiles
to development and production of 14 m profiles for bridge constructions.
Services
Ib Andresen Industri is a supplier to both Danish and foreign companies and specializes in
steel and metalworking. Our overarching business areas are: Steel Service Centre,
developing and manufacturing customized profiles and components using traditional sheet
and metalworking or roll-forming.
We guarantee innovative, flexible solutions with fast delivery, always keeping quality and
the customers specific needs in focus. We fill all our orders based on more than 40 years
Page/Side 9
of experience, our knowledge of materials and process technology and the very latest
technology. We work closely with our customers and emphasise personal advice and value-
based solutions.
Transport
Through more than two decades we have supplied the transport industry with customized
profiles and components. We guarantee a flexible and efficient solution with a short lead
time, where our customers individual needs are in focus.
Page/Side
10
Corporate Responsibility
At IAI, we take our corporate social responsibility (CSR) seriously, and we are continuously
engaged in describing and documenting how we convert our values and ethical rules into
tangible actions. Therefore, we continually define new targets to become even better at
shouldering our responsibility:
as a supplier, because we are a key element in a supply chain, which instils in us a sense
of particular responsibility for the products and services we provide and for being worthy of
the trust shown in us by our business associates;
as a workplace, because we feel responsible for maintaining a secure workplace with a

good physical and mental working environment where a high level of information and
ongoing development and education create job satisfaction and commitment.
as a member of society, because we feel responsible for mitigating the companys

environmental impact out of consideration for our natural environment and also wish to
shoulder our share of the responsibility for our local community.
Corporate DNA
IAIs mission
Ib Andresen Industri A/S is an international external supplier specializing in the processing
of steel and metals, primarily coils, sheets and pipes, based on vast knowledge and high
technology.
IAIs values
IAIs values express some basic common features our corporate culture which should be
the guiding principles for all our actions internally and externally alike.
Trust and respect

we base our collaboration on trust and respect. We treat everyone customers, suppliers
and colleagues as we would like to be treated ourselves. Our partners must be able to
trust us in everything we do.
Commitment and responsibility

we realize that a sense of shared commitment develops our company and generates the
greatest value in our day-to-day work. We understand, acknowledge and shoulder our
shared and individual responsibilities and are here because we want to be.
Innovation and development

We use and develop our creativity and innovative abilities in a setting where the capability
of spotting new opportunities and the willingness to make use of them is appreciated to
ensure that we continue to remain among the best in all our areas of specialization and to
ensure that our customers get the best solutions possible.
Growth and profitability

We strive to ensure that all our businesses and investments are profitable financially,
technologically and for people to ensure that they contribute to growth and continued
independence. Good earnings are a means of developing our company
Page/Side
11
Suppliers
Ib Andresen Industri has a central procurement function, which is responsible for the entire
group's procurement, including the selection of suppliers and establishment of contracts.
We use both national and international suppliers and trade worldwide.
It is our aim to ensure that we trade only with reliable and trustworthy suppliers, who can
meet our needs at all times for goods and services with the right quality and at competitive
prices. When choosing suppliers however we always focus on the total value of the co-
operation.
We often enter into fixed, long-term supplier partnerships based on openness, information
and mutual respect. We expect our supplier partnerships to improve our competitiveness,
and suppliers must also consider it attractive to supply Ib Andresen Industri.
Page/Side
12
Appendix 1 General terms of sale and delivery (extract)
The below terms shall apply unless otherwise agreed in writing:
Offer: Our offers are given without obligation unless otherwise specified.
The quantities stated must be regarded only as indicative and without obligation.
Packing: Packing is invoiced separately at an agreed price and is returnable only according to prior
agreement at the amount specified for free return carriage paid in a usable condition within 30 days.
Forwarding: Forwarding is for the account of the buyer and at his risk ex works Langeskov, Vejle or
Suldrup unless otherwise agreed.
Delivery: Goods delivered ex works will normally be ready for collection on the day agreed for the
delivery from 9.00 a.m. unless the customer receives advice to the contrary.
For goods delivered free of charge delivery usually takes place at 3.00 p.m. on the day agreed for
the delivery unless the customer receives prior advice to the contrary.
We do not incur any liability with regard to the consequences of any delay.
In the event of a strike, lockout, import restrictions, other cases of force majeure or obstacles to
operations taking place at our suppliers' or if other conditions beyond our control should occur, our
time of delivery will be suspended for the duration of the obstacle in question.
If the above obstacles to the execution of an order cannot be removed or can only be removed at
disproportionate costs, the seller reserves the right to cancel the order.
CLAIMS AND SELLER'S LIABILITY INCL. PRODUCT LIABILITY

1. The Buyer shall examine the goods upon arrival. Deficiencies which are discovered or should have
been discovered at that time, or which are subsequently discovered, shall immediately be invoked
towards the Seller. Under no circumstances shall the Buyer be able to invoke deficiencies towards the
Seller later than 1 (one) year from delivery of the product.
3. Our liability, regardless of any errors attributable to us, shall be limited to the restoration of any
defects in the product or replacement free of charge. Our liability shall include only errors
established to derive from our delivery. The costs of establishing the error, any dismantling,
forwarding and reinstallation shall not come under the liability, but shall lie with the customer. Our
liability shall not extend to any consequential loss, time loss, loss of profits or any other indirect
loss. For the preconditioning of customers' materials, we reserve the right to a generally acceptable
percentage of waste/debris.
Please note that our liability to remedy any defects, or send a replacement, excludes:
a) damage which has occurred during transport undertaken by others;
b) corrosive damage if the material used has been supplied by the buyer or according to buyer's
instructions unless we have
accepted a special anti-corrosive liability in connection with preconditioning of the material;
c) damage caused by wrongful application;
d) damage caused by inappropriate treatment;
e) damage owing to abnormal operating conditions.
6. Any action shall be decided by our local venue. Any disputes shall be settled according to the laws
of Denmark.
Page/Side
13
Appendix 2 General terms of purchase and delivery (extract)

1.The following terms and conditions apply irrespective of the suppliers terms of sale and delivery,
unless otherwise approved by us in writing.
2.Only written purchase orders are binding.
3.All kinds of written communication regarding our purchase orders shall be marked with our
purchase order no.
4.If, upon receipt of the order, the supplier is unable to execute this, written notification shall be
given immediately.
5.As far as the Danish Sale of Goods Act has not been expressly deviated from in these purchase
terms and conditions, the provisions of the Danish Sale of Goods Act shall apply for all deliveries.
Delays and defects

1.The supplier shall inform us immediately - verbally and in writing - if circumstances should arise
which may cause a total or partial delay of supplies.
2.Any delay of machinery supplies is considered essential, even if only a small part of the goods sold
is delayed. In all cases of delay we shall have the choice of cancelling or claiming performance of the
purchase order, in which case the purchase price shall be reduced by a penalty of 0.5 % for every
week of delay commenced, however, not by more than 5 % of the aggregate purchase price. Unless
otherwise expressly agreed, we shall preserve the right to cancel the purchase order for as long as
the delay continues, irrespective of any notice requiring the performance of the purchase order
already given.
3.In case of defects we shall - in addition to compensation - be entitled to cancel the purchase order
or to re-quire remedial action, including additional or replacement supplies, or to require a
proportional reduction of the purchase price.
4.The supplier guarantees a warranty period of at least 12 months from the commissioning of
machines, however, not more than 24 months from delivery. During the warranty period the supplier
shall guarantee that the goods supplied are functional and free from defects and deficiencies.
Without prejudice to other remedies available to us the supplier shall be obliged to repair forthwith
(by replacement supplies, if preferred) all defects or deficiencies ascertained during the warranty
period at our premises or at the premises of our customer at his own expense.
Force majeure
The following events shall be considered instances of force majeure: War, rebellion, strikes, lockout
and catastrophes of nature. The supplier shall inform us about delay due to force majeure
immediately, and the information shall be accompanied by written documentation of the
circumstances in question.
Disputes
Any dispute that cannot be settled between the parties shall be settled according to Danish law, by
submitting the matter either to arbitration or to the Maritime and Commercial Court of Copenhagen
at our option.
Page/Side
14
Appendix 3 Figures
Key figures Mio.Dkk 2012/13 2011/12 2010/11 2009/2010
Resultat/ profit or loss
Nettoomstning/ Revenue 842 817 780 504

Bruttofortjeneste/ Gross profit/loss 317 305 298 215
Resultat af ordinr primr drift/ 32 42 49 -20
Operating profit/loss
Resultat fr finansielle poster/ 46 57 59 -6
Profit/loss before financial Income and expenses
Resultat af finansielle poster/ -14 -12 -14 -15
Net financials
rets resultat / 24 33 33 -16
Net profit/loss for the year
Balance/
Balance sheet
Balancesum 725 784 731 683

Balance sheet total
Egenkapital /equity 278 303 308 273
Pengestrmme / Cash flows
Pengestrmme fra:
Cash flows from:
- driftaktivitet
/operating activities 66 104 51 78
Investingerings aktivitet
/investing activities -40 -44 -21 -20
Antal medarbejdere
/Number of employees 488 464 447 430
Page/Side
15

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Bachelor of International Sales and Marketing Management

Professionsbachelor International Handel og Markedsfring

Written re-exam 1st semester/Skriftlig re-eksamen 1. semester

6th February 2014/6. februar 2014

The basis for the companys sale / Virksomhedens salgsgrundlag

Dette opgavest bestr af 4 opgaver, der indgr i bedmmelsen af den samlede

Appendix 1 General terms of sale and delivery (extract) 13

Appendix 2 General terms of purchase and delivery (extract) 14

All customers have a 30 day credit-line.

Alle kunder har 30 dages kredittid

Vurder ud fra et konomisk synspunkt konsekvenserne af strategien. Diskutere fordele og

as a workplace, because we feel responsible for maintaining a secure workplace with a

as a member of society, because we feel responsible for mitigating the companys

Trust and respect

Commitment and responsibility

Innovation and development

Growth and profitability

Appendix 1 General terms of sale and delivery (extract)

The below terms shall apply unless otherwise agreed in writing:

CLAIMS AND SELLER'S LIABILITY INCL. PRODUCT LIABILITY

Appendix 2 General terms of purchase and delivery (extract)

Delays and defects

Key figures Mio.Dkk 2012/13 2011/12 2010/11 2009/2010

Resultat/ profit or loss

Nettoomstning/ Revenue 842 817 780 504

Balancesum 725 784 731 683

Pengestrmme / Cash flows

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