Compsis at a Crossroads M. Jonathan Lehrich, Paul John Paredes, Ramesh Ravikumar

1.) In about two paragraphs, describe the electronic toll industry.

2.) In a paragraph or two, describe Compsis SICAT system (i.e., what it does and why it is successful).

3.) Compare the differences in outcomes between Compsis expansion into India and their expansion into Australia. Why was one successful and the other not?

4.) Consider Table 1 (Major Competitors in Electronic Toll Collection). Which type of contract do you think Compsis is best placed to win, given your understanding of what Compsis does? (Answer in a paragraph or two).

5.) In a paragraph of two, describe the differences between the way ETC contracts are awarded in Brazil and how the are awarded in the US.

6.) Under the Partnerships heading of page 9, there is a description of the different types of companies that Compsis could partner with. Pick two or three partner types that you think would work best for Compsis. Explain your reasoning in 2-3 paragraphs.

7.) Instead of choosing a partner, Compsis could become a preferred vendor for a construction firm. Compare and contrast this option with the alternative of choosing your recommended partners in the previous question. Which of these two strategies would you recommend? (Answer should be about two paragraphs)

8.) Finally, another option (instead of finding a partner or becoming a preferred vendor) is to become a value-added reseller (VAR). Of these three options, which one do you think is best (answer in about a paragraph)?

9.) In about one to two paragraphs, evaluate whether you think Compsis is ready to enter the US market. If it doesnt enter the US market, what should it do instead?