... By MARY KARR As soon a Scott Palmer’s secretary told him that Joanne Braker form Occidental Aerospace was on the phone, he knew he was in for a long day. Inheriting the Occidental account had helped him earn top sales commissions last year, his first at Standard Machine Corporation. But a month ago, Joanne informed Scott of the purchasing department’s new, more aggressive competitive bid policy, and said it would apply to the acquisition of a computerized milling machine for Occidental’s new training center. Scott nevertheless submitted his $429,000 proposal with great confidence and even boasted to his regional sales manager that the deal was “in the bag”. After two weeks of unreturned phone calls, however, Scott got the feeling his confidence had been sorely misplaced. “Hi, Joanne, Long time, no hear. What’s up?” Joanne got right to the point. “Scott, I’ve got a $22,000 problem you can solve”. “What do you mean?” “You know we have to look hard at a number of different vendors on purchases of this size. And your bid is well above the competition’s. Kakuchi came in under $390,000, and Akita Limited at a little over 400K”. She waited, and Scott waited back, not wanting to show his anxiousness. “The way I count it,” she finally continued, “You’re $22,000 too high, and I just can’t sell that here”. “Well, Joanne, you get what you pay for in this world. You know that Standard’s got the best machine tool equipment in the world. Not to mention...
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...Case of Study: Bathtub Period Synopsis:- The Scott project was a ten-month time period to develop a new product for Scott Corporation. The project team was seven full-time employees including Jerry Dunlap the project manager. Dunlap’s team were selected as the best employees of Park Industries. Besides, eight people from functional department. Four full time and the rest half time. Dunlap did not wish to break up the project office or reduce the team member as the workload was not constant. The monthly man-hour rate was 2,080 and the estimated cost per person was $ 60.00. After four month remaining on the project, Scott Corporation complained to Park Industries about the projected cash flow problem. Dunlap assigned his key people to other projects to guarantee that they will be not here at the beginning of the follow-on-work. Dunlap estimated 40,000 per month during the “bathtub” period to support and maintain his key people. Should Jerry go to the General Manager? Jerry should compare apple to apple “Work is priced out at the department average, and all work performed is charged to the project at the department average salary, regardless of who accomplished the work”. Jerry did not price the man-hour and determine the budget correctly. The way he assigned the key personnel and the estimate during the bathtub was improper. Should the key people be supported on overhead? Yes, key people have enough experience to work with new client and maintain a rapport with...
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...Coca-Cola Case Study: An Ethics Incident Dr. Wilhelmina Ford Dr. Robert Stephens Dr. Linda Cooper Macon State College Archive of Marketing Education August, 2007 Coca-Cola Case Study: An Ethics Incident Introduction The Sarbanes-Oxley Act of 2002, sponsored by US Senator Paul Sarbanes and US Representative Michael Oxley, represents the biggest change to federal securities laws since the New Deal. (11). One of the first companies to become involved in the new act was the Coca-Cola Company which represents an internationally recognized brand product. In 2003, the Sarbanes-Oxley Act and the Coca-Cola Company came together in Georgia courtroom when former Coca-Cola employee Matthew Whitley’s lawsuits against the company went to trial. Whitley had filed for protection under the whistleblower provision of the Sarbanes-Oxley Act. Whistle-blower protection is not new, but the Sarbanes-Oxley Act of 2002 for the first time provided a system of protection for employees of publicly owned businesses. The need for such a law was evidenced by the abuses and wrongdoings at Enron and other companies. Matthew Whitley discovered such abuses and wrongdoings at the CocaCola Company and sought action, thus shedding light on misconduct at one of the world’s most well-known corporations. The History of The Coca-Cola Company The global Coca-Cola Company, founded and headquartered in Atlanta, Georgia, is known for its close ties to the city and, in particular, its philanthropic history...
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...Caltron Electronics, Inc. Reporting ACC 541 – Accounting Theory and Research April 22, 2013 MEMORANDUM To: Scott Calvin, Chief Financial Officer From: Chief Financial Analyst Subject: Peale, Gower & Quill Audit Report Date: April 22, 2012 Issue Results of the audit report prepared by Peale, Gower & Quill raised concern’s regarding four transactions and revenue recognition. Transactions in question involve Unix-based, high power minicomputers causing a total market capitalization in excess of $450 million. Currently, Caltron Computers, Inc. recognizes revenue when minicomputers are shipped. Orders involving bill-and-hold are recognized by the entire amount recorded as revenue. Current revenue recognition and bill-and-hold processes conflict with GAAP requirements, which indicate a need for change. Presented in this memo are the four transactions in question, explanations for concern, and detailed recommendations. Transactions in question Four transactions in question involve Elegant Housing, Inc., Alation Electronics, BTO Computer Leasing, and Harvey Industries. Elegant Housing, Inc. purchased two minicomputer systems totaling $400,000. A six-month trial period was allotted to ensure customer satisfaction with an option to return the two systems if unsatisfied. Elegant Housing, In. paid $20,000 at the time of shipment, November 15, 2011. Alation Electronics purchased one minicomputer system under a bill-and-hold arrangement. $250,000 of revenue...
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...op yo rP os t www.hbr.org H B R CAS E ST U D Y Can Transition expand without losing its elite aura? Six commentators offer expert advice. AND COMMENTARY How Do You Grow a Premium Brand? by Regina Fazio Maruca Do No tC • Reprint 95205 H B R CAS E ST U D Y rP os t Transition is the Tiffany of health clubs. Now its owner wants to expand. op yo How Do You Grow a Premium Brand? No tC Do COPYRIGHT © 1995 HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION. ALL RIGHTS RESERVED. by Regina Fazio Maruca It was a great idea. The first of its kind. A series of ultrapremium health clubs located in major cities throughout the world. Targeted at senior executives too busy to eat. Frequent business travelers. Singles. People who just plain liked the extra attention and pampering and could afford to pay for the best. And it really had taken off. Since its flagship club had opened at one of New York City’s most prestigious addresses 15 years ago, Transition’s sales had doubled each year. The first location, a 25,000-square-foot facility with 14 full-time staff members, plus numerous sales associates, was almost maxed out at 2,300 members. Within its first two years of operation, Transition had opened similarly popular facilities in other major cities: Chicago, Washington, Los Angeles, London, Paris, Milan, Singapore, Hong Kong, and Tokyo. Within five years, it was also operating through the five-star Printemps...
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...MII INVESTMENT MEMO TO: FROM: SUBJECT: DATE: McIntire Investment Institute Michael Nugent, COMM 2010 Election Memo – BDX December 1, 2008 Becton, Dickinson and Company Sector: Healthcare | Industry: Medical Equipment and Supplies | NYSE: BDX Thesis: A global leader in medical devices, Becton, Dickinson and Company presents a long-term investment opportunity for the McIntire Investment Institute because of the resilience of the firm’s sales in economic downturns, the solid performance of the company driven by innovation, the boon that healthcare reform in the United States should provide, and strategic acquisitions. I. Financial Summary Share Price 11/28/08 Shares Outstanding Market Cap LT Debt P/E (forward) 52 Week Range Float Short Interest Avg Daily Volume (3m) Beta $63.53 243.57 million $15.47 billion $955.7 million 11.74 $58.14 - $93.24 241.22 million 1.12 million 1,963,240 0.73 II. Business Overview Becton, Dickinson and Company (BD) manufactures and sells a host of medical devices, diagnostic equipment, and cell analysis products to healthcare institutions, clinical laboratories, and private consumers. Incorporated in New Jersey in 1906, the company is divided into the BD Medical, BD Diagnostic, and BD Bioscience product segments. BD Medical comprises the majority of the firm’s revenues and includes Medical Surgical Systems, Diabetes Care, Ophthalmic Systems, and Pharmaceutical Systems. As the secondary sales-generating division of the company, BD...
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...MII INVESTMENT MEMO TO: FROM: SUBJECT: DATE: McIntire Investment Institute Michael Nugent, COMM 2010 Election Memo – BDX December 1, 2008 Becton, Dickinson and Company Sector: Healthcare | Industry: Medical Equipment and Supplies | NYSE: BDX Thesis: A global leader in medical devices, Becton, Dickinson and Company presents a long-term investment opportunity for the McIntire Investment Institute because of the resilience of the firm’s sales in economic downturns, the solid performance of the company driven by innovation, the boon that healthcare reform in the United States should provide, and strategic acquisitions. I. Financial Summary Share Price 11/28/08 Shares Outstanding Market Cap LT Debt P/E (forward) 52 Week Range Float Short Interest Avg Daily Volume (3m) Beta $63.53 243.57 million $15.47 billion $955.7 million 11.74 $58.14 - $93.24 241.22 million 1.12 million 1,963,240 0.73 II. Business Overview Becton, Dickinson and Company (BD) manufactures and sells a host of medical devices, diagnostic equipment, and cell analysis products to healthcare institutions, clinical laboratories, and private consumers. Incorporated in New Jersey in 1906, the company is divided into the BD Medical, BD Diagnostic, and BD Bioscience product segments. BD Medical comprises the majority of the firm’s revenues and includes Medical Surgical Systems, Diabetes Care, Ophthalmic Systems, and Pharmaceutical Systems. As the secondary sales-generating division of the company, BD...
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...How Data Mining can help a business Data mining can help business strike gold when preparing products for a consumer. However, what is data mining? The University of California, Los Angeles (UCLA) defines data mining as “the process of finding correlations or patterns among dozens of fields in large relational databases” (N.D.). Oracle helps refine this definition, as this method “provides a way to get at the information buried in the data” (Oracle, N.D.). Oracle goes on to state how data mining helps find “patterns that sometimes elude traditional statistical approaches to analysis because of the large number of attributes, the complexity of patterns, or the difficulty in performing the analysis” (N.D.). There is petabytes of data for many companies and agencies to sort though. Many turn to cloud systems, or run programs that extract the data for them from their sources. UCLA goes on to define data as including operational data, nonoperational data, and Meta data. They use this information to help find associations, relationships, and/or patterns with in the data. They use this to develop knowledge about historical data. Companies like Volvo started to leverage cloud computing. They felt that each car could provide information that improved each car as it was built and driven. They also felt that the information provided by each car could improve the consumer experience while driving one of their cars. To support this, Volvo developed a sensor suite that contained...
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...BOOK REVIEWS PAKISTAN’S BOMB Mission Unstoppable Mark Hibbs # 2008 America and the Islamic Bomb: The Deadly Compromise, by David Armstrong and Joseph Trento. Steerforth Press, 2007. 292 pages, $24.95. Deception: Pakistan, the United States, and the Secret Trade in Nuclear Weapons, by Adrian Levy and Catherine Scott-Clark. Walker & Company, 2007. 586 pages, $28.95. The Nuclear Jihadist: The True Story of the Man Who Sold the World’s Most Dangerous Secrets . . . and How We Could Have Stopped Him, by Douglas Frantz and Catherine Collins. Twelve, 2007. 413 pages, $25. KEYWORDS: Nuclear proliferation; A.Q. Khan; Pakistan; United States; United Kingdom During the fall of 1994, with preparations under way toward holding a bilateral summit meeting sometime early in the coming year, I spoke with senior Pakistani officials to learn whether Benazir Bhutto would heed long-standing U.S. urgings and prevent Pakistan’s nuclear program from enriching large amounts of uranium to weapon-grade and then building atomic bombs. Bhutto’s resurfacing as Pakistan’s prime minister in late 1993 was seen by some U.S. officials as an opportunity to move Pakistan in directions Washington favored. The administration of President Bill Clinton was freshly staffed with personalities who for years had advocated upgrading the U.S. nonproliferation profile, and the Cold War was rapidly becoming a memory. It appeared that a window of opportunity might open for Clinton and Bhutto to effectively address concerns...
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...As I have mentioned previously, provide a new file name for the assignment you are working on using the Northcentral naming convention: Learner’s last name, first initial, course code, dash, and assignment number (DoeJXXX0000-1) EXAMPLE: John Doe, PSY300, Assignment 1 = DoeJPSY300-1. BUSINESS ETHICS OKECHUKWU AKANNO Sr. NORTHCENTRAL UNIVERSITY ASSIGNMENT#8 MGT7019-8 Dr. JENNIFFER SCOTT September 16, 2012 Learner: OKECHUKWU AKANNO || MGT7019-8| Dr. JENNIFFER SCOTT| || BUSINESS ETHICS | #8| || Faculty Use Only TABLE OF CONTENTS PAGE Abstract --------------------------------------------------------------------------------------4 Introduction ------------------------------------------------------------------------------5 & 6 The role of Auditors at HealthSouth ---------------------------------------- 7 & 8 SEC Investigation ----------------------------------------------------------------------------9&10 Impact on Stakeholders ---------------------------------------11, 12, 13 & 14 Outcome and Fairness In Punishment ---------------------------------------- 15, 16 & 17 Conclusion -----------------------------------------------------------------------------------------18 References-------------------------------------------------------------------------------19...
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...Table of Contents 1. Memo to Sales Manager……………………………………………………..3 2. Buyer Information………………………………………………………………4 2.1 Buyer Profile……………………………………………………………..4 2.2 Decision-Making………………………………………………………..4 2.3 Macro Environment and Trends……………………………………..5 2.4 SWOT Analysis……………………………………………………………6 3. Selling Company Information………………………………………………..7 3.1 Company Profile………………………………………………………..7 3.2 Reputation & Image……………………………………………………8 3.3 SWOT Analysis……………………………………………………………8 3.4 Current Trends……………………………………………………………9 4. Competitive Analysis…………………………………………………………...10 5. Needs Analysis…………………………………………………………………...11 5.1 Buying Motives…………………………………………………………...11 5.2 Prioritizing Needs………………………………………………………...11 6. Value Proposition………………………………………………………………..12 6.1 Features & Benefits……………………………………………………..12 6.2 Value Proposition Statement………………………………………….13 7. Sales Call Objective…………………………………………………………….13 8. Proposal……………………………………………………………………………14 8.1 Proposed Solution………………………………………………………..14 8.2 Pricing………………………………………………………………………14 9. Sales Dialogue…………………………………………………………………….15 9.1 Agenda……………………………………………………………………..15 10. Follow-up Action…………………………………………………………………..16 11. References………………………………………………………………………….17 1. Memo to Sales Manager Date: November 21, 2015 To: Rob Gronkowski From: Jaskiran Kaur Binepal, Michael Fitch, Jaspreet Kaur, Gurbir Singh Subject: Upcoming Sales Call at SportChek This week, we are planning to have...
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...Apple Inc. (NASDAQ: AAPL; previously Apple Computer, Inc.) is an American multinational corporation that designs and markets consumer electronics, computer software, and personal computers. The company's best-known hardware products include the Macintosh line of computers, the iPod, the iPhone and the iPad. Apple software includes the Mac OS X operating system; the iTunes media browser; the iLife suite of multimedia and creativity software; the iWork suite of productivity software; Aperture, a professional photography package; Final Cut Studio, a suite of professional audio and film-industry software products; Logic Studio, a suite of music production tools; the Safari internet browser; and iOS, a mobile operating system. As of August 2010[update], the company operates 301 retail stores[5] in ten countries,[6] and an online store where hardware and software products are sold. As of May 2010[update], Apple is one of the largest companies in the world and the most valuable technology company in the world, having surpassed Microsoft.[7] Established on April 1, 1976 in Cupertino, California, and incorporated January 3, 1977,[8] the company was previously named Apple Computer, Inc., for its first 30 years, but removed the word "Computer" on January 9, 2007,[9] to reflect the company's ongoing expansion into the consumer electronics market in addition to its traditional focus on personal computers.[10] As of September 2010[update], Apple had 46,600 full time employees and 2,800 temporary...
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...|UBAAM19 | |Business communication and soft skills | |BBA – 3 year RKM Vivekananda college (evening) | | | |R.L.NARASIMHAN | | Part-time Faculty | BUSINESS COMMUNICATION AND SOFT SKILLS Communication is the life blood of social as well as corporate world. We exist because we communicate. Even our silence communicates a lot. We all have a layman’s idea of what communication is , but let us try to understand the concept fully so that we can use it effectively. Communication is the process by which we exchange meanings , facts , ideas ,opinions or emotions with other people. It is an essential condition of our existence and the most important activity of ours. The word communication has been derived from Latin word “ communicare/communis’...
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...CASE EXAMINATION EmRen Publishing Incorporated MAY 2013 © 2014 The Society of Management Accountants of Canada. All rights reserved. ®/™ Registered Trade-Marks/Trade-Marks are owned by The Society of Management Accountants of Canada. No part of this document may be reproduced in any form without the permission of the copyright holder. May 2013 Case Examination TABLE OF CONTENTS May 2013 Case Examination Page Case Question: Backgrounder ................................................................................... 1 Additional Information ..................................................................... 15 General Comments on Performance ....................................................... 30 Steps for Approaching Business and Corporate Strategy ........................ 41 Marker Assessment Guide ....................................................................... 48 Solution Notes for Markers....................................................................... 58 Sample Response – Successful Attempt #1 ............................................ 79 Sample Response – Successful Attempt #2 .......................................... 111 Sample Response – Unsuccessful Attempt ........................................... 152 May 2013 Case Examination May 2013 Case Examination Backgrounder The background information relating to the Case Examination (Backgrounder) is provided to candidates in advance of the examination date. The...
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...ISSN: 0730-5748 JOURNAL OF UFO STUDIES New Series, Vol. 6 1995/1996 CONTENTS ARTICLES Editorial ..................... ......................... ............................................................ Stuart Appelle Psychotherapy for the UFO Abduction Experience ..... ..... .......... ........ David A. Gotlib The Abduction Experience: A Critical Evaluation of Theory and Evidence ............... .. .............................. ........... ............ ...... ............... ........................ Stuart Appelle Anomalous Images on Videotape from Space Shuttle Flight STS-48: Examination of the Ice-Particle Explanation ................... ............. ......... Jack Kasher The University of Colorado UFO Project: The "Scientific Study of UFOs" ... .......................................................... ....... .......... Michael D. Swords A Reference Guide for the Condon Report ..... .. ... ............... ......................... Willy Smith Donald E. Keyhoe and the Pentagon: The Rise of Interest in the UFO Phenomenon and What the Government Really Knew .............. ................... ........ .......... .. .... ... ........... ....... ..... Michael D. Swords Fewer Sightings in the National Press: A Content Analysis of UFO News Coverage in The New York Times, 1947-1995 .......... ................ John C. Hickman, E. Dale McConkey II, and Matthew A. Barrett COMMENTS AND RESPONSES Robert R. Young, John S. Carpenter ...... ............... ... ......... .......
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