2. How important is Sousa to the value chain of Crosswell? What worries might Crosswell have regarding Sosa's ability to fulfill his obligations? Crosswell International is a U.S.-based manufacturer and distributor of health care products, including children's diapers. Crosswell has been approached by Leonardo Sousa, the president of Material Hospitalar, a distributor of health care products throughout Brazil. Sousa is inter- ested in distributing Crosswell's major diaper product, Precious, but only if an acceptable arrangement regard- ing pricing and payment terms can be reached. Exporting to Brazil Crosswell's manager for export operations, Geoff Mathieux, followed up the preliminary discussions by putting together an estimate of export costs and pricing for discussion purposes with Sousa. Crosswell needs to know all of the costs and pricing assumptions for the entire supply and value chain as it reaches the consumer. Mathieux believes it is critical that any arrangement that Crosswell enters into results in a price to consumers in the Brazilian marketplace that is both fair to all parties involved and competitive, given the market niche Crosswell hopes to penetrate. This first cut on pricing Precious diapers into Brazil is presented in Exhibit 1.