毅伟案例 | 兰光公司：全球支付服务

haosunzhe 2015-03-06

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兰光公司：全球支付服务

2011年5月的一天，在中国泉州的一个旅馆房间内，阿波罗正盯着窗口发呆。他在想公司的商业计划到底是哪里出了错，以至于一个看起来很棒的机会慢慢在他眼前溜走了。感觉好像到目前为止的资金投资都付诸东流了。在阿波罗回去向投资人要求更多的资金之前，他需要一个答案，和一个能令人信服的具有可行性的计划。同时，时间也很紧迫。

长度：6页

关键词：市场进入、企业财务、电子商务、目标市场选择、谈判、并购、新加坡、中国

适用课程：财务、一般管理、战略管理、创业、国际化

适用对象：本科生，MBA

Lan-RayGlobal Payment Services

WeeYong Yeo

Publication Date:02/13/2013

Revised Date:04/20/2012

Length:6 pages

The Singaporean software company Lan-Ray attempted to enter the prepaid cash card(PCC) business in China. Equity funds were sourced to acquire Protection Communications Network (PCN), a payment intermediary in Quanzhou, China, with a vast payment network that could be instrumental to the success of the PCC business. However, PCN would need to demonstrate profitability before it could obtain the licence to run the PCC business.

Together, Lan-Ray and PCN ventured into the mobile phone campus e-cardbusiness, which was initially thought to be able to help PCN achieve profitability in the short run. However, the campus e-card business did notprove to be as profitable as expected. At the same time, the acquisition of PCNby Lan-Ray was problematic, as PCN was unwilling to transfer shares to Lan-Ray.How could Lan-Ray’s CEO finish the acquisition of PCN and make the campuse-card business profitable?

Learning Objective :The main objective of this case is toillustrate the realistic challenges faced by a small business entering into aforeign market. These include:

Not all mergers and acquisitions arehigh-profile, glamorous, and large-scale. Acquisitions are common even amongsmall and medium enterprises (SMEs), and such acquisitions have uniquechallenges of their own.

The issue of inadequate leadership.

The problem of over-optimism in abusiness venture.

Issues:Market Entry, Entrpreneurial Finance, E-business, Negotiation, Acquisitions, Singapore, China