Case | HBS Case Collection | January 2013 (Revised April 2013)

OSI in China

by David E. Bell and Mary Shelman


OSI, one of the world's largest suppliers of processed meats to McDonald's and other QSRs, was in the middle of a $400M expansion in China that included backward integration into poultry production. However, its current customers took only a portion of each bird produced and OSI had to develop a go-to-market strategy for the rest. The case describes the opportunities and challenges of operating in China and raises questions involving vertical integration, competitive positioning, corporate strategy, organizational design, marketing and branding, and the management of business and political risk.

Keywords: Agribusiness; China; corporate strategy; Vertical Integration; competitive positioning; organizational design; channels of distribution; Agribusiness; Agriculture and Agribusiness Industry; China;


Bell, David E., and Mary Shelman. "OSI in China." Harvard Business School Case 513-045, January 2013. (Revised April 2013.)