...Case Preparation Questions The case preparation questions are intended to help you identify and address the key issues in the case while preparing the case analysis note for each case before the discussion in the class. Session No & Date 1&2 PV Technologies Inc: Were they asleep at the Switch? 1. What could be the reasons for the unfavorable evaluation of PV technologies by Greg Morgan? 2. Evaluate alternative course of action available to PVT to gain favorable evaluation by Solenergy for the Barstow Project? 3. What short term and long term policies and processes should PVT develop and implement to effectively improve its marketing programs? 3 Kunst 1600 1. What are the major, quantifiable value and price elements associated with the Kunst 1600? What additional value placeholders, elements not presently quantified, merit consideration in your value model? Construct a customer value model for the Kunst 1600 in the residential AC, home refrigerator, and light commercial refrigerator repair market segments. Using your value model, select a target market segment(s) for commercialization efforts. Justify your choice. Case: Preparation Questions 2. 3. 4. 4 5. Write a value proposition for the Kunst 1600 for the target market(s). SAP: Building a Leading Technology Brand 1. What should SAP stand for? What is its brand promise? 2. Would you make any changes in the branding elements? SAP brand architecture, logos? 3. How can SAP ensure consistent messaging and consistent...
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...training be harnessed to improve international horizontal communication in an MNC? * * They analyzed a Finland based MNC (Kone Elevators?) where the corporates official language is English. * * The Reasons were they wanted to gain in-depth understanding of different ways communication goes between subsidiary staff (lower staff) in different countries. * * * Interviews: * * The interviews were with Kone staff, and there was an analysis of the company’s language and communication training program. * * The interviews were made with levels 1. Top management 2. Middle management 3. Operating management * * The Interviewees were from different countries (Europe, Mexico, and the far east.) and the interviews were spoken in different languages depending on the nationality who they were asking questions to. * * The Kone key informants (person who gives information to others) where interviewed on the telephone and email: 1. The specific role that language is perceived to play in horizontal communication. 2. Language training in Kole * * Those informants intervewees represented: 1. Human resources 2. Language training 3. Management development 4. Technical training 5. Customer Service * * * The company: * * Who is Kone Elevators? * It is one of the leading business in the world for elevators and escalators. * In 2000 the companies net...
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...TURKU SCHOOL OF ECONOMICS 11 Comparison of internationalization process of Finnish firms Similarities and differences Submitted by: Sarada P Sahu Student Number - 601502 Table of Contents Introduction 3 Internationalization process of the Raisio group 3 Internationalization process for Jaakko Poyry Group 5 Internationalization process for Kone elevators 7 Comparison in the internationalization process of firms 8 Similarities 8 I. External environmental conditions: 8 II. Leadership and top management: 8 Differences 9 I. Strategy for Internationalization 9 II. Outlook of the company 11 III. Organizational and business structure: 12 Conclusion 13 Introduction The study of the Internationalization process for Finnish firms has been quite interesting in terms of the variety of the methods used by the companies to do so and in the nature of the learning that can be gained from the same. While studying about processes and the tactics being used by the companies’ one also has to pay importance to the external environment in terms of the economy, government and social and cultural factors that play a very important part in the decision making during the internationalization process. The major factors that have led to the internationalization process in Finnish firms can be classified into five major categories as mentioned. The first factor is the competence development in individuals and exploitation of the critical events that occur in the world...
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...PERSPECTIVES presents emerging issues and ideas that call for action or rethinking by managers, administrators, and policy makers in organizations Understanding the Process of Transitioning to Customer Value Management B Muthuraman, Anand Sen, Peeyush Gupta, DVR Seshadri, and James A Narus Executive Summary KEY WORDS Tata Steel Customer Value Management (CVM) Business Markets Commoditization Spiral Value Creation/Sharing Customer Retention Customer Value Management (CVM) has emerged as an important vehicle for customer retention in business markets. Supplier firms under increasing pressure from relentless competitive forces are seeking to retain and grow the share of business from profitable existing customers as a means of finding a way out of downward spiralling price pressures. While a lot has been written in academics about the importance of CVM, several gaps remain on understanding how a large company actually undertakes this journey. Crafting competitive value chains and focusing on streams of competition are also emerging as important agenda for supplier firms since, increasingly, the end customer is no longer willing to pay for inefficiencies in the value chains. In this context, the challenge for a supplier firm in business markets is no longer restricted to getting its own operations in order, but, additionally, it must ensure that multiple interfaces that exist across the entire value chain all the way until the end customer are streamlined so that the...
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...Ayesha Savage 21666 Yinka Adegbola 27576 Michal Milewski 29201 Table of Contents 1. INTRODUCTION: 3 2. SITUATIONAL ANALYSIS 3 3. EXTERNAL ANALYSIS OF MACRO ENVIRONMENT 4 4. MICRO ENVIRONMENT (Porter 5 forces) 5 5. SWOT MODEL 5 5.1 Strengths 5 5.2 Weaknesses 6 5.3 Opportunities 7 5.4 Threats 7 6. CHALLENGES 7 7. MARKETING INFORMATION 7 8. CRITICAL ANALYSIS OF THE CURRENT PLAN 8 9. POTENTIAL STRATEGIC OPTIONS FOR VISIT BRITAIN 8 10. RECOMMENDATIONS WITH JUSTIFICATION OF THE CHOSEN STRATEGIC OPTIONS 9 11. MARKETING MIX 9 References 18 1. INTRODUCTION: As a marketing consultancy team, we have been asked to review the current marketing plan of Visit Britain that was put together by an inexperienced marketing team. Visit Britain is a large tourist organisation, whose aims is to increase inbound tourism in Great Britain and to improve Britain’s ranking in the eyes of international travellers but also to expand the tourism industry. (VisitBritain, 2013) This report will require a Marketing This audit will critically analyse the current plan, it will identify areas that needs improvement on the plan also recommending strategies and tactics that can help Visit Britain to achieve their objectives with justification. This report will explore the macro environment, the micro environment and the internal environment of visit Britain...
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...CASO KONE ANÁLISIS DEL CASO El caso Kone es un caso sobre el lanzamiento del elevador MONOSPACE en el mercado alemán. La economía se encuentra en contracción y el producto ya ha sido lanzado en tres países de Europa teniendo diferentes experiencias en esos mercados. CASO KONE ANÁLISIS DE LA SITUACIÓN EXTERNA REGION ENTORNO ECONOMICO CONSTRUCCION SE DESPLOMA EN LA REGION POCA DIFERENCIACION DE OFERTA DABA LUGAR A EROSION DE PRECIOS Y MARGENES ALEMANIA ENTORNO ECONOMICO CONSRTUCCION EN CRECIMIENTO DESDE 1988 POR LA REUNIFICACIÓN DE LAS ALEMANIAS MERCADO DE NUEVOS ELEVADORES CRECIO DE 8000 EN 1988 A 15.500 EN 1995 (94%) EN 1995 SE DETIENE EL CRECIMIENTO Y VA A CAER UN 15% AL AÑO 2000 MERCADO CARACTERICTICAS: DOMINADO POR LA CONTRUCCION RESIDENCIAL 1995: 74% EN BAJOS EDIFICIOS Y NO CAMBIA EN LOS PROXIMOS 5 AÑOS TIPOS DE ELEVADORES HIDRAULICO: 60% DEL MERCADO DE BAJOS EDIFICIOS CON ENGRANAJES: 40% (DOS TERCERAS PARTES DEL TIPO CARO PU : MAS CARO QUE ph) PARTICIPACION DE MERCADO: NUEVO Y EN SERVICIO 2. SCHINDLER SUIZA : 19,4% - 13,3% 1. OTIS USA: 11,6% - 11,3% THYSSEN ALEMANIA: 12,9% - 12,4% 3. KONE FINLANDIA: 9,2% - 4,9% KONE POCA PARTICIPACIÓN EN SERVICIO MERCADO CARACTERISTICAS: COMPETENCIA GLOBAL Y FUERTES EN MERCADOS DOMÉSTICOS NEGOCIO EN DOS SECTORES: NUEVOS EQUIPOS $9 BILLONES AL AÑO SERVICIOS: $13 BILLONES AL AÑO DEMANDA EN 1996 : CONTINENTE EUROPA 78.000 38% AMERICA 40.000 19% ASIA Y AUSTRALIA 90.000 43% TIPO DE ELEVADOR: ALTURA EDIFICIO BAJO: 78% MEDIO: 16%...
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...Infosys Technologies Ltd V G VIGNESH Situation Analysis * Infosys holds the maintenance contract for PFS ($27billion insurance company in US) mission critical IT systems across US. * Most of the contracts relate to PFS are low value added & price sensitive business. * Infosys business model evolved from offshore outsourcing, maintenance of legacy systems, end-to-end solutions, and recently business domain excellence. There are hiring domain consultants from reputed firms. * Infosys has 3% of the annual IT spend by PFS, wherein total potential is close to 45%. About PFS. * PFS handles a large amount of data, there by many IT systems for batch processing, office computers, network systems, internet & private extranets. * Majority of PFS, IT work has been done in-house & occasionally relied on to IT consulting firms. As a result, PFS is trying to cut cost significantly. * PFS prefers most competent single vendor in specific categories for key strategic & conceptual projects, since they felt one supplier will be most able to complete it & also gain leverage over the PFS entire IT system. * PFS realized that Procurement is one large area for lowering operating costs & improving their customer service to end users. Plan is to implement an end to end (e2e) solution for their procurement process. * Few consulting firms (Excalibur, Merrimac) claimed to have expertise in ERP, process engineering, logistics etc. but they lacked...
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...CAN FOR KONE : THE MONOSPACE Launch In Germany. SUBMITTED BY RAJESH KUMAR ,PRAVEEN & SONY EEPM : 04 IIMK Nov 1996 Raimo Hatala- Director of Konie Construction Industry slump, Low Differentiation among competiton, lead to low pricing and low margin in the Industry. Margin of Kone came down to 6% of turnover in 1st 8 mths of 1996. New Revolutionary Pdt- MONO SPACE. Concern of Raimo Hatala Size of Monospace in Germany.How to Price & position Monospace.How will it canabalize Sales of KoNes Existing Low ise elevators.Launch strategies? Elevator Industry: Mainly dominated by 5 companies..New Equipment mkt accounts for : 9 Billion Dollar & Servicing mkt for : 13 Billion Dollars . 80% of all service Contract were given to Original equipment manufactures. Elevator Technology Gearless-10%(High speed – high rise commercial building)Geared Traction-30%(Low raise building).Hydraulic -60%(50% low cost than Geared transaction But high on oil consumption) Machine Room Requirement Gearless Elevators: 11-15 Square meters, Geared Traction:11 Square meters,3 Fixed Placement option, TOP OF THE SHAFT (PT) LOWEST FLOOR(PU):Expensive because of complex roping arrangement. Slightly above top floor & to the side of the shaft(PS):Most expensive & least Common. Hydrulic Elevator machine room(PH): 5 square meters Total elevator Cost: 50% Equipment+50% for construction of shaft /machine room/Instalation cost. About KONE: Established in 1910 in...
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...Case study questions CALOX MACHINERY CORPORATION (A) & (B) 1. In your opinion, how well did Brown handle the Glade situation? 2. What, if anything, would you as International Sales Manager of Calox, have done differently? Explain. 3. Did Brown and Calox act ethically? Did Wells and Glade act ethically? 4. What would you do now? Pack Tech Dubai 1. Critically compare the four situations mentioned in the case and discuss how Pack Tech and its partners in each of the four case situations trust or do not trust each other? 2. Besides trust, are there any other aspects of the business relationship between the buyer and the seller that make their relationship stronger or weaker? 3. What common themes can be identified in all four situations as reasons for either the existence or absence of trust between the parties? 4. Does trust exist in a customer-supplier relationship? 5. What do you think Riyaz should do about the UAE ink supplier? JC Decaux 1. Identify and discuss Key Issues of the case? 2. Explain the company’s assumptions 3. Conduct a SWOT analysis for the company. 4. Discuss alternative solutions. 5. Discuss Outcomes of balanced score card for strategic account management. Lafarge - Aget Heracles 1. Argue the potential influence of competitive forces upon the cement industry. 2. Is Aget’s contemplated expansion into Lebanon, Kuwait and UAE advisable or inadvisable? Argue your position. 3. Use Exhibits H & I. Estimate...
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...1. KONE has targeted MonoSpace directly at Europe’s largest new-equipment market segment: low-rise residential elevators. Put yourself in Hätälä’s shoes and develop a detailed marketing plan for launching the MonoSpace in Germany. Kone was to launch the MonoSpace in the low-rise residential elevator market in Germany, which was its largest country market in Europe and vital to its overall success. 96% of elevators purchases in GER Kone has two real options: • They could market the product either both lines together MonoSpace and the hydraulic and the geared traction • They could position it as top of the line. Set a price for the MonoSpace (to facilitate comparison with prices of existing products as given at the bottom of case page 4, price a low-rise, 4-floor elevator) and specify clearly how it is to be positioned relative to the current product line (PH, PT, PU, or PS). MonoSpace fits relative to product lines. Based upon the above mentioned two options of MonoSpace launch plan, KONE can have the following two strategies to position MonoSpace in the elevator market, so that it should not cannibalize its own products and should be differentiated among its competitors. • Approach 1: Rather than adopting price-skimming strategy in extremely sensitive German market, KONE should price the MonoSpace similar to products offered by SCHINDLER and OTIS, but emphasize MonoSpace benefits to customers. • Approach 2: KONE should position MonoSpace above the...
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...KONE: The MonoSpace Launch in Germany Case Study Problem Statement: By 1996, KONE’s financial condition in Germany had deteriorated compared to previous years. Forecasts were bleak indicating little to no improvement for the near future. KONE business director, Raimo Hatala anticipated the launch of KONE’s latest offering, MonoSpace to improve the company’s financial position. Conversely, as initial test markets began, fears about the product’s ability to master the German market were raised. Hatala contemplated a successful entry strategy that would position the product appropriately and permit the company to leave a durable impression on the German market. Before the launch of MonoSpace in Germany, it was test marketed in select countries. Merely 40 units were sold in France although 300 were expected, even worse, no units were sold in the United Kingdom. The market became saturated; the construction boom terminated abruptly and demand for elevator gear was projected to fall by 15 percent. Competition for new installations was intense, large companies sold their equipment at or below cost to customers. Service contracts were commonly closed with companies that originally installed the equipment. Six major companies dominated the German market in 1995: Schindler, Otis and Thyssen, with KONE placing fourth. 150 small local companies, as well 30 mid-size players comprised the total market share. This resulted in a fragmented market. The largest construction...
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...competencies 13 6.2 Strategic alignment 14 7 Marketing objectives 16 8 Marketing strategy 16 9 Implementation 19 9.1 Product 19 9.2 Price 19 9.3 Place 19 9.4 Promotion 19 9.5 People 20 9.6 Processes 20 9.7 Physical evidence 20 10 Milestones and leaderships 20 11 References 23 12 TELESCOPIC OBSERVATIONS Strategic Framework 26 13 SWOT Strategic Framework 30 Executive summary Since Kone Corporation was founded, the company has experienced remarkable growth and performance, which it continues to enjoy to date. However, the recent global economic crisis has resulted in decline of business in traditional markets, which has hampered projected growth. Competition has also intensified in market which requires more effort and strategies to ensure that performance does not declines. Several strategies have been identified to ensure that the company maintains its position as a leader in the business. This includes, introduction of digital marketing, market expansion, and acquisitions (Kone, 2014a). Key issues Kone has a strong reputation as a leader in the industry as a leading manufacturer of elevators, automatic building doors, escalators, and integrated solutions. Its remarkable performance has also enabled it to build a strong financial foundation, which can...
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...Case Name Leonor Jaimes and Jose Jaimes v. Sears, Roebuck and Co., CherryVale Mall, LLC, CBL/CherryVale I, LLC, CBL & Associates Management, Inc., National Elevator Inspection Services, Inc. and Kone Inc. Insured Name and Role in Case National Elevator Inspection Services, Inc. performed inspections of the escalator involved in the plaintiffs’ alleged occurrence. Plaintiff Name and Role in Case Leonor Jaimes was allegedly injured while on an escalator at the Sears store in CherryVale Mall. Jose Jaimes, husband of Leonor Jaimes, alleges a loss of consortium claim against all defendants as a result of the personal injuries allegedly suffered by Leonor Jaimes. Co-Defs Names and Roles in Case According to the complaint, Sears occupied and controlled...
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...Problem Statement: By 1996, KONE’s financial condition in Germany had deteriorated compared to previous years. Forecasts were bleak indicating little to no improvement for the near future. KONE business director, Raimo Hatala anticipated the launch of KONE’s latest offering, MonoSpace to improve the company’s financial position. Conversely, as initial test markets began, fears about the product’s ability to master the German market were raised. Hatala contemplated a successful entry strategy that would position the product appropriately and permit the company to leave a durable impression on the German market. Before the launch of MonoSpace in Germany, it was test marketed in select countries. Merely 40 units were sold in France although 300 were expected, even worse, no units were sold in the United Kingdom. The market became saturated; the construction boom terminated abruptly and demand for elevator gear was projected to fall by 15 percent. Competition for new installations was intense, large companies sold their equipment at or below cost to customers. Service contracts were commonly closed with companies that originally installed the equipment. Six major companies dominated the German market in 1995: Schindler, Otis and Thyssen, with KONE placing fourth. 150 small local companies, as well 30 mid-size players comprised the total market share. This resulted in a fragmented market. The largest construction companies controlled 20 percent of the market, while...
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...27–44 3,8–6,2 3 Annostele pesuaine C – Säätöarvo kasvaa asteen verran (0–3) painikkeen B jokaisesta painalluksesta. Kun painikkeiden A, B ja C merkkivalo syttyy, on saavutettu vedenkovuuden maksimi säätöarvo. Jos yrität nyt taas säätää suuremman säätöarvon, merkkivalot sammuvat ja veden kovuusasteen säätöarvoksi palautuu 0. – Kytke kone pois toiminnasta pääkytkimellä. Säädetty arvo jää koneen muistiin. Vain ennen ensimmäistä pesukertaa: kaada suolasäiliöön noin litra vettä. Lasinkirkasta ... Kaada säiliöön max. 1,5 kg erikoissuolaa (ei pesuainetta). Sulje korkki. Käynnistä pesu välittömästi. Lisää aina kun täyttötarpeen osoitin vaalenee! Paina merkin 1 kohdalta, nosta kansi 2 ylös. Lisää huuhtelukirkastetta. Sulje kansi. KLIK! Lisää pesuainetta. Työnnä kansi kiinni, paina alaspäin. PLOP! Paljon likaa, paljon pesuainetta ... Avaa tarvittaessa kansi (paina tappia). Valitse ohjelma B Reset Kalkinpoisto (ei tarpeen, jos säätöarvo on 0 !) ... Irrota korkki. Annostele huuhtelukirkaste A – Pidä ohjelmavalitsinta B alaspainettuna ja käynnistä kone pääkytkimestä, päästä sitten painikkeet irti. Näyttö vilkkuu ja painikkeiden A ja B merkkivalo palaa. (Tehtaalla on veden...
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