Change of Course? The Case of Junckes Distribuidora

Abstract This case for teaching aims to promote reflection on the need to carry out research and projections for decision making, with the premise of reducing the uncertainties generated about the implementation of a new business. In addition, it aims to give students the opportunity to discuss situations related to the process of opening a new company, through the case of Junckes Distribuidora, a wholesale providing food services, in which one of the partners idealizes an expansion project. In 2017, after a survey of data to evaluate the financial and economic viability for the new company, the retailer Direto do Colono, Matheus summons the other partners João and Leonardo to a meeting. It is necessary to decide what to do and what is the best decision, to open or not to open the new business, taking into account the data collected and the current situation of the company. The proposal is to place students in the place of managers, in order to foster a debate about the opening of this new business and a reflection on concepts inherent to strategic planning, marketing and financial analysis, exploring these concepts and relating them to the organizational reality. It is proposed that the case be applied in undergraduate courses in Administration, in the disciplin.e of Organizational Strategies.