1. To what extent do you think a global strategy in coffee is well-founded? For example, is the espresso market global or multidomestic? 2. How would you define Illycaffe's FSAs? CSAs? Can they be transferred abroad? 3. What were the difficulties Illycaffe faced when ex- panding abroad? How did these impact its choice of entry mode? 4. What created the problems with the existing distribution strategy in the German market? Was the distribution alliance with Hag ill-advised? 5. What negotiation strategy would you have recom- mended for Mr. Illy