CASE ANALYSIS BY

Group 9
AAKASH KUMAR GUPTA
GAURAV SRIVASTAVA
KUNAL PESHIN
RAHUL BANSAL
PRITI SUREKA
SHRISH SOMANI
SRUTI NAIR


HALF A MILLION DOLLAR DECSION
WHICH COMPANY TO GO FOR ??
We recommend company to go ahead with
ANDREWS
Reasons to select Andrews

SAFETY & RELIABILTY
They offered (Scotsman Vacuum feeder) which was much more safer
and reliable then Bale's own vacuum feeder

INK WASH UP SYSTEM
Better functioning ink wash-up system as compared to Bale

BETTER THIRD PARTY SUPPORT FOR MAINTENANCE
Supplier for CNC functions of Andrews was located in close vicinity of
the plant as compared to Bales

OFFERS A DUAL SCREEN












POSITIVE REVIEW FROM THE FACTORY SUPERINTENDENT
Mr.Archie,the superintend of the Plant was very happy with the kind
of pictures he saw of the machines and with the interaction he had with
Mr. Jim Castell the sales person of Andrew

SMOOTH CURRENT OPERATION
When the Plant Manager made a decision to inspect , both the machine
of Andrews were working smoothly whereas that of Bale was
not functioning well

EIGHT EXTRA FEATURES
Features like Feed section (Scottsman) , English metric setup, 2 min set up
(No wash up),closed loop hardwire, soft wire open loop are present in Andrews

FREE INSTALLATION AND TRAINING OF EMPLOYEES

HALF A MILLION DOLLAR DECSION
WHICH COMPANY TO GO FOR ??
Contd.
.

RAISE CAPITAL REQUEST WITHIN THE COMPANY

REQUEST FOR QUOTATION

RESPONSE FROM THE MANUFACTURERS

MANUFACTURER SHORTLISTING

NEGOTIATIONS WITH MANUFACTURERS

PERFORMANCE CONTRACTS

FINAL PRESNTATIONS BY MANUFACTURERS

COMPARISIONS AND REVISIONS OF QUOTATIONS

FINAL INSPECTION BY THE COMPANY

FINAL DECISION AND SELECTION OF MANUFACTURERS
STEPS OF BUYING
PROCESS
MEMBERS INVOVED IN BUYING PROCESS
AND DECISION CRITERIA







1. RAISING CAPITAL REQUEST WITHIN THE COMPANY

The plant manager of BCB, Mr Flyn is involved in the first buying process of raising capital

Decision is based on the need and the requirement of the product and the value addition
it will add to the company

2. REQUEST FOR QUOTATIONS

The plant manager ,Mr. Flyn and the plant engineer Mr. Wood is involved .

In this is decision motive is to get a detailed cost estimation and have the flexibility to reconfigure the
machine as per cost constraint

3. RESPONSE FROM THE MANUFACTURERS
Sales Managers and Sales person of all the four companies










4. MANUFACTURER SHORTLISTING

The Plant Manager and Plant Engineer along with Plant superintended is involved
Decision to shortlist is based on the following
Expertise and of Seller
Previous track record and reputation of seller
Safety consideration
After sales Service

5. NEGOTIATIONS WITH MANUFACTURERS

Between Salesperson and Plant manager

6.PERFORMANCE CONTRACTS

Plant managers and Sales persons are involved
Decision is based on whether the manufacturing companies adheres to terms and
Condition specified by the company


MEMBERS INVOLVED IN
BUYiNG PROCESS
Contd




7. FINAL PRESNTATIONS BY MANUFACTURERS

Given by salesperson to Plant manager

8.FINAL INSPECTION BY THE COMPANY
Plant managers visits the current installations of the
manufacture's
And decision is based on the performance of current machines

9. FINAL DECISION AND SELECTION OF MANUFACTURERS
All the key persons like plant manager ,plant engineer and
plant superintendent are Involved and then a final consensus is
reached
MEMBERS INVOLVED IN
BUYING PROCESS
Contd

Company : BALE
Sales person : Dick Batemen

Positive : give





POSITIVE
> Engaged client
by showing video
>New innovative
suggestion to improve
efficiency
>Successful persuasion
by asking client to visit
installations by his
company








NEGATIVE
Lacked in credibility

ANDREWS
Mr.Jim Castrelli

POSITIVE
>Honest and reliable
> Engaged client by
showing video and
leaving Brochures
>Explained competitive
advantage o
> Changed the Price
based on inflation
> Quick Decision
making



NEGATIVE
Decisiom making under
pressure
POSITIVE
Waiting for clients
specifications and
bidding low price
accordingly

NEGATIVE
Went to client visit
without appointment

NEGATIVE
>No Background
Research about the
clients requirement

>Wasted critical time
in talking about his
experience rather
than discussing
project


RHONE

Mr.Dunnell
BALES
Mr.Dick Batemen
KALDER

Replacement Salesperson
PERFORMANCE OF EACH SALES PERSON OF
MANUFACTURER COMPANIES
KEY LEARNINGS
IMPORTANCE OF IDENTIFYING THE NEED AND FEASIBILITY OF THE PRODUCT
WHICH WE NEED TO PURCHASE
FORECASTING ABOUT THE PROFITABILITY THAT THE PRODUCT WILL OFFER IN
THE LONG RUN
DIFFERENT STAGES OF BUYING PROCESS AND MANAGEMENT
HOW TO MAKE A REQUEST FOR QUOTATION
DECISION MAKING UNDER UNCERTAININTY
NEGOTIATION SKILLS USED WHILE MARKETING
HOW TO FINALIZE A CONTRACT
THANK YOU