Case | HBS Case Collection | August 1996 (Revised August 1997)

TNT Limited's Logistics Services in Asia (A): The Strategy

by Michael Y. Yoshino and Carin-Isabel Knoop


Meredith Hellicar's mission as general manager of corporate development is to make TNT Ltd. one of the biggest and most diverse transport and logistic companies in the world, with approximately $5 billion in turnover in 1993, a leading provider of logistics services in Asia. The case describes the approach she used to rank countries and select China and Thailand as priority markets. She has just presented her recommendation to the board when a major independent distributor in Indonesia contacts her for a potential partnership. She has to rapidly decide how to handle this unexpected opportunity and reconsider her priorities.

Keywords: Business or Company Management; Managerial Roles; Distribution; Logistics; Mission and Purpose; Partners and Partnerships; Strategy; Diversification; Transportation Industry; Asia; China; Indonesia; Thailand;


Yoshino, Michael Y., and Carin-Isabel Knoop. "TNT Limited's Logistics Services in Asia (A): The Strategy." Harvard Business School Case 397-017, August 1996. (Revised August 1997.)