system David Ohrvall CASE 614 Border out of Control Crack the Case System available now on Amazon.

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1 system FREE CASE Please enjoy this free case from our Crack the Case System Case Library. Visit mbacase.com for more free cases and companion videos. Crack the Case System available now on Amazon. CASE Border out of Control David Ohrvall Founder of MBACASE.com

2 How many freight trucks cross the border of Canada every day? Toronto CITY FACTS P PFifth most populous city in North America P PCanada s economic capital, it is home to the Toronto Stock Exchange P PHalf the population is foreign born, making it one of the most diverse cities in the world P PWith an extremely low crime-rate, it is also one of the safest cities in the world Train Profile Type Region Analysis Industry Number 2 MARKET Toronto, Ontario Population: 2.5M Currency: Canadian Dollar, CAD Funnel Government 1 LEVEL Solo Practice with Video Assist Partner Practice Find your videos 2. Set up 3. Listen to question 4. Recap 5. Create your plan 6. Present your plan 7. Stop and study 8. Reinforce minutes 1. Set up 2. Present the case question 3. Recap 4. Create your plan 5. Present your plan 6. Stop and study 7. Reinforce 1

3 Interview Guide Initial Question The Government of Canada would like to install retina scanners at the border so that frequent freight truckers from the US can choose to stop, turn, and quickly scan their eye and move forward. How many freight trucks cross the border into Canada every day? Assume there are 3.5M truckers in the US. Feedback Physical Skills Weak Strong Body Language Verbal Listening Thinking Skills Initial Plan & Output Data Gathering Data Analysis Total Score / 18 Intro Facts (Tell the Candidate if Asked) Key Insights (Do Not Tell the Candidate) Mid-case Data (Tell Only at Appropriate Time) 10% of truckers on the road are Canada-bound. Border-bound truckers typically visit Canada once per month. Problem setup: Candidate will have to set up the appropriate equation to determine the total freight traffic (Truckers who cross x frequency of crossing). If the candidate is stuck, then suggest that they set up an equation that will determine the freight trucks per year and look for the data that will solve it. Case Flow and Milestones 1 Prep and Review Read all the notes in the Interviewer Guide. Understand when to ask certain questions and when to give data and clues. 2 Present Main Question Take on a personality (friendly, firm or foe). Ask one or two background questions. Present the question. Candidate will take notes and ask for time to think or begin talking. Discourage silence as market sizing cases are meant to be interactive. 3 Answer & Ask This is an ambiguous problem. Try to help the candidate by offering ideas if he is stuck. Continue to ask why he is thinking a certain way. 4 Guide Discussion Give any missing data if necessary and the Mid-case Data tips. Review the answer on page 4 of the case pack and offer suggestions if the candidate needs help. 5 Get Recommendation Be firm and expect a final number. To see if the candidate is thinking about broader business issues ask what he would do with this information. GIVE CLUE 2

4 3 My Initial Plan and Output Use the space below to write your thoughts. My Numbers State your assumptions Pick your main metrics and approach Estimate quickly and with round numbers Assess your approach and answer Keep exceptions and next steps in mind. What are some simple estimates for getting started? How might you refine these numbers?

5 Post Case Review Potential Solution & Output State your assumptions Northbound freight traffic from Mexico or other countries is not a significant consideration. Pick your main metrics and approach Top-down approach based on Canadabound truckers from the US. Estimate quickly and with round numbers 3.5M US truckers * 10% border-bound = 350K border bound truckers. 350K border bound truckers * 1 visit/month * 12 months = 4.2M visits/year. Total freight crossings = 4.2M/year. Assess your approach and answer 4.2M freight crossings means about 12,000 crossings per day. Assuming 20 border cities, this is about 600 crossings per day per gateway. This seems reasonable. Keep exceptions and next steps in mind Freight crossing traffic will likely be affected by gas prices as well as by the economy. Security concerns around boat/rail traffic may drive further traffic to trucks. My Score Weak Strong Different Approaches to Consider Compare total freight crossings with those of other similar land masses (such as Mexico). Tips and Takeaways Do sanity check to get a total number to a digestible real world piece such as crossings per gate. Total: 4