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Building Information Capabilities and Websales at Siam City Cement

Author

Listed:
  • Donald A. Marchand
  • Rebecca Chung

    (Research Associate Rebecca Chung prepared this case under the supervision of Professor Donald A. Marchand as a basis for class discussion rather than to illustrate either effective or ineffective handling of a business situation.)

Abstract

In 1998, Holcim, the world's second largest cement producer, acquired Siam City Cement, Thailand's second largest cement producer. The new management team focused on improving the company's performance to sell more cement in the mature Thai market. The case focuses on how Siam City Cement quickly developed its IT infrastructure and introduced inside of 24 months an Enterprise Resource Planning system, Customer Relationship Management tools and webSALES, an online distribution channel. The case raises the question of what else Siam City Cement needs to do beyond IT measures to achieve the full value of the significant IT investment. It also highlights the challenge of how to motivate management and employees to use information more effectively to improve customer services and to increase market share and profitability.

Suggested Citation

  • Donald A. Marchand & Rebecca Chung, 2005. "Building Information Capabilities and Websales at Siam City Cement," Asian Journal of Management Cases, , vol. 2(1), pages 111-127, March.
    • Handle: RePEc:sae:anjomc:v:2:y:2005:i:1:p:111-127
    DOI: 10.1177/097282010500200107
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