Eye-Q International

Abstract

Small firms often find themselves seeking partners or channels to break into new markets. There are many ways to structure these arrangements - balancing cash flow requirements, control and governance and the tension between cooperative and competitive forces. In this case, the CEO of a small, innovative manufacturer of vision aids for the blind ponders its options for remaining in the lucrative United States market. Includes questions for discussion. NOTE: This case is also available as a teaching case from the University of Auckland Business Case Centre, Case Number: UA-2005-008