Case Study

Davis & Shirtliff (A): At a crossroads (2007)

6 pages
December 2020
Reference: IMD-7-2246

Davis & Shirtliff (D&S) was founded in 1946 as a water related contractor in Kenya. In the 1950’s they sign an exclusive distribution agreement with Grundfos, a leading pump manufacturer. In 2007 Grundfos terminates the exclusivity. At the time the account for one third of business

Learning Objective
  • Supplier and distributor relationships.
Water, Energy, Distribution, Business to Business, Branding, Water Pipe, Pump, Clean Water
Africa, Kenya
Davis & Shirtliff, Utilities
Field Research
© 2020
Available Languages
Case clearing houses
IMD case studies are distributed through case clearing houses. In order to browse the collection and purchase copies please visit the links below.

The Case Centre

Cranfield University

Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Email [email protected]

Harvard Business School Publishing

60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]

Asia Pacific Case Center

NUCB Business School

1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]


Research Information & Knowledge Hub for additional information on IMD publications

Discover our latest research
IMD's faculty and research teams publish articles, case studies, books and reports on a wide range of topics