... Intermec is a manufacturer in the Automatic Identification and Data Capture Market and offers a broad mix of products and services. The firm uses a multi-channel strategy to sell its products and services, which includes a direct sales force channel, an e-commerce channel, and an indirect channel consisting of distributors and different types of resellers. In 2009, Intermec’s revenues declined dramatically due to the global slowdown. Since Intermec’s competitors were offering discounts, allowances, and other incentives to promote their product, Intermec fell behind in the market. The CEO came up with six different options to regain their market share and increase their profits. After analyzing the six alternatives, as well as additional options, Intermec needs to start offering the same trade promotions to their channel members as one of their main competitors, Motorola, offers in order to regain their competitive position and increase their sales. Introduction Since 1966, Intermec has become a leading manufacturer of mobile computerized devices that are used in the Automatic Identification and Data Capture (AIDC) Industry. Some of the devices the firm designs include mobile computers, barcode scanners, wireless barcode printers, and radio frequency identification products and it also sells after-sales repair services. Intermec is known as an innovator and has introduced many technological breakthroughs since they opened. However, they have numerous patents, copyrights...
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...Resellers Benefits of Becoming a Reseller Reselling new products to an existing customer base is a quick and easy way to grow your business and maximise the revenue potential for each existing customer. Adding new products or services to your business can help you win new customers and expand into new territories. An expanding business portfolio increases value benefits for all customers and increases customer satisfaction experienced, encouraging repeat sales and loyalty. If you are considering starting a business can you become a reseller of a product or products that have already been researched and developed significantly reducing your capital outlay and risk. If you are a small business or are starting out in business you can resell products for larger companies that have the resources to support and maintain them after the point of sale enabling you to increase your revenues without increasing your ongoing work load. The ability to resell products or services online with out the need for stock or premises means makes it possible to start as business as a reseller from home with virtually no risk or investment. By finding merchants on The Reseller Network you may be able to resell for international companies at better rates enabling you to maximise your revenue. The cost of marketing to generate product and brand awareness is reduced by the collaboration of reseller partnerships promoting the same products or services. How to become a reseller Register as a reseller with...
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...A direct marketing channel (also called a zero level channel) involves a manufacturer selling directly to customers. There are many examples of this that many people don’t realize on a day to day basis. TV selling and internet selling remain to be the main the channels in marketing. Many people shop on networks such as QVC and HSN to purchase goods that are directly sold to them. When a person buys a tea pot on macys.com, they are going through one of the direct marketing channels. Many other well-known companies such as Apple and Avon sell their products through their own stores or door to door. Other venues for direct marketing include telemarketing, mail orders, and door to door sales like the company Avon. Channel conflict can be defined as one channel member’s actions preventing another channel from achieving its goal. One prime example of channel conflict would be that of Oracle Corporation. This company experienced problems concerning channel conflict on a way that related to their sales force and their vendors. When the activities of the vendors impeded on the activities of the sales force, the company had to set some boundaries. Oracle set up an “All Partner Territories” where all the deals of all groups went through the partners. While the company did experience these problems, realizing the causes could have helped aid the company through the tough times. Some of the causes include: 1. Unclear roles and rights 2. Differences in perceptions 3. Intermediaries dependence...
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...From Macbooks to Ipods, Ipads, and Iphones, Apple is just taking technology to a new level. Apple sells its products world wide through online stores, retail stores, and third party resellers. Apple does a fantastic job when it comes to advertising. From television commercials to print ads, Apple has been very successful with all the great products Apple has to offer. How can you not love Apple Inc? Apple Inc. Apple Inc are the best example of a company that has completely influence an entire nation. Apple Inc has maintained on extraordinary image with stunning modern design, appealing usability and durable function. Apple is really involved in two businesses; the computer market and the entertainment and media market. Its approach has been to integrate its new products around its core industry to construct a digital lifestyle that surpasses not only its line of computers but its new product such as Ipads, Ipods, the Iphone and online services such as Itunes. Apple Inc manufacture and market personal computer, portable digital music players, and mobile communication devices and sell a variety of related software, services, and networking solutions. Apple sells its products worldwide through its online stores, its retail stores, its direct salesforce and third party wholesalers resellers, and value-added resellers. One of Apple’s biggest product is the Ipod. Ipod is a line of portable media players that were...
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...Dell's Rebooted Asian Strategy The computer maker can't expect instant results from its decision to sell its products in retail stores Earlier this month, the company broke a 23-year tradition when it unveiled plans to sell its products at retail outfits across the Asia-Pacific region. The announcement is significant for a company that had long marketed itself as the golden child of a direct sales model. According to analysts ZDNet Asia spoke to, it was a move that was inevitable particularly in the Asia-Pacific region, where consumers like to physically handle a product before they buy it. Bryan Ma, IDC's Asia-Pacific director of personal systems research, described the move as "necessary" because Dell was often criticized for pushing its direct model in a region where consumers prefer to "feel and touch" their products and pay in cash. "[The direct model] worked very well for them in the past because the bulk of their business has been in the enterprise and public sectors," Ma explained. However, Dell has had limited success in the Asia-Pacific consumer market, where its lack of physical retail presence was a disadvantage particularly against competitors such as Hewlett-Packard (HP) and Acer. Diptarup Chakraborti, Gartner India's principal analyst of Asia-Pacific client computing markets, said Dell has been facing some resistance from users who do not buy or make advance payments for expensive products such as a notebook, without first seeing the product. Chakraborti noted...
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...PURDUE EXTENSION EC-730 Marketing’s Four P’s: First Steps for New Entrepreneurs Cole Ehmke, Joan Fulton, and Jayson Lusk Department of Agricultural Economics Marketing your business is about how you position it to satisfy your market’s needs. There are four critical elements in marketing your products and business. They are the four P’s of marketing. 1. Product. The right product to satisfy the needs of your target customer. Audience: Business managers Content: Presents the four elements of marketing your products and business Outcome: Readers will be aware of the range of marketing decisions they need to make 2. Price. The right product offered at the right price. 3. Place. The right product at the right price available in the right place to be bought by customers. 4. Promotion. Informing potential customers of the availability of the product, its price and its place. Each of the four P’s is a variable you control in creating the marketing mix that will attract customers to your business. Your marketing mix should be something you pay careful attention to because the success of your business depends on it. As a business manager, you determine how to use these variables to achieve your profit potential. This publication introduces the four P’s of marketing and includes worksheets that will help you determine the most effective marketing mix for your business. Product “Product” refers to the goods and services you offer to your customers...
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...Case study Leitax Introduction We are in 2005. Leitax is a company that manufactures digital cameras for the entertainment and professional markets. Leitax was created in 1997 from a department of Newplex that manufactures print and imaging technologies since the late 1970’s. The target market is quite global but most of the sales are made in the USA and in EMEA (Europe, Middle East and Africa). Leitax has a poor market share and needs sustaining all the improvements in order to survive in a highly competitive market. Brian J. McMillan, head of the Demand Management Services (DMS) and Kevin C. Fowler, senior director of Planning and Fulfilment, are discussing about possible changes to the forecasting process in the company after several missteps of production of recent products. In this case, some readings are useful to understand the relevant theory underlying the main issues to overcome. It is clear that this case deals with the ability to manage a good forecasting tool in order to meet the demand in an uncertain world and with the key elements of the forecasting process that lead to improving forecast accuracy and operational performance. Besides, the theory about the different forecasting techniques will also have a central role in this analysis. I used 3 articles to support what I will say. The references are indicated in the footnote of this page. Who is responsible in the failures of forecast in 2002 and 2004? In 2002, the sales forecasting process was ill-designed...
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...Hardsoft would like to use cookies to store information on your computer to improve our website and to enable us to advertise to you those products and services which we believe may be of interest to you. To find out more about online behavioural advertising or about the cookies we use and how to delete them, please refer to our privacy policy or our cookie policy 0207 111 1643 For a quick quote; call, email or chat below Apple Inc. Authorised Reseller Facebook logo Twitter Logo YouTube Logo LinkedIn Logo Google Plus search Apple Macs Windows Devices Networks & Servers Accessories Printing Telecoms Basket (0) About Why Flexi-Lease? Return, Retain, Renew Trade in your old Mac Blog Contact us Home User? Schools User? HOME Apple Macs Apple Mac Leasing and Hire HardSoft has been established for over 25 years and the entire Apple Mac range through a flexible business lease called ‘Flexi-lease’. From the beautifully thin and portable MacBook Air to the new 13-inch MacBook Pro with Retina display, to the new thin iMac or the Mac Pro Server with OS X Server all can be configured to your specification. How does leasing the latest Apple Mac work? - Simply pick the Apple Mac you need, add accessories and software, choose your support and insurance options and HardSoft will bundle it all in to a three year business lease. Paperwork is delivered to you via email and delivery is just a few days. Leasing a Mac from HardSoft is easy and with flexible credit criteria...
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...1. Explain the concept of Marketing Segmentation & Target Marketing. Market Segmentation is defined as: “The process of dividing a market into distinct subsets of consumers with common needs and selecting one or more segments to target with a distinct marketing strategy” Market segmentation is a strategy that involves dividing a larger market into subsets of consumers who have common needs and applications for the goods and services offered in the market. These subgroups of consumers can be identified by a number of different demographics, depending on the purposes behind identifying the groups. Marketing campaigns are often designed and implemented based on this type of customer segmentation. One of the main reasons for engaging in market segmentation is to help the company understand the needs of the customer base. Often the task of segregating consumers by specific criteria will help the company identify other applications for their products that may or may not have been self evident before. Uncovering these other ideas for use of goods and services may help the company target a larger audience in that same demographic classification and thus increase market share among a specific sub market base. Market segmentation strategies can be developed over a wide range of characteristics found among consumers. One group within the market may be identified by gender, while another group may be composed of consumers within a given age group. Location is another common...
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...* Key Points: * The performance and availability market is currently small but growing * As of now the focus of Precise has been very niche and was catering to products which used to manage performance for Oracle database applications * Industry Background: * Firms IT requirements were based on the kind of data processing they want, legacy systems in place, finances available and the personal preference of the management * Key things involved in an overall systems: * Web/network * Application * Database * Physical storage * Till now, HW and SW things were bought separately * Other players in the market: * Leading database management company: Oracle (revenue $10 billion) * Leading storage company: EMC ($8.9 billion) * 95% of the time PC was used to access the systems * There were different parties involved in the purchase decisions and as such the thinking was IT guys for SW, DBA’s for database and network admin for networks * For applications, BU and IT will together make the purchase decision. While BU were predominantly concerned about the funcationaliy of the application, IT will worry about how much cost it takes maintain the whole thing, are the vendors trustworthy and all that * SW Performance: * All applications were thoroughly tested before deployment * For applications using...
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...Introductory Marketing Place Chapter 11 Armstrong/ Kotler Marketing: An Introduction Marketing Channels and Supply Chain Management I. The Nature of Distribution Channels Channels of Distribution is known as "Place" in the "4 P's" model of Marketing. Distribution Channels provide the utility of place, of having products where the customer wants when the customer wants them. In these days of customer focus and emphasis on competition, the 4 P's model is considered very simplistic, and I've always thought that was probably why Marketers began referring to Place as Channels, to move us away from "The "4 P's" as a description of all of what Marketing is about; nevertheless, "place" is a convenient way to think of the term Channels of Distribution. |Distribution is particularly important in a country |[pic] | |like Canada with our huge size and our northern | | |climate. Every spring, trucks go down through the ice | | |in places where frozen water is used as a seasonal | | |road; this truck is sinking in Lake Winnipeg. | | |[pic] ...
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...Chapter 3 Discussion Questions: 1. Name and describe the elements of a company’s microenvironment and give an example showing why each is important. Microenvironment – consists of the actors close to the company that affects its ability to serve its customers—the company, suppliers, marketing intermediaries, customer markets, competitors and publics. When designing a marketing plan marketing management must consider different groups such as top management, finance, research and development, purchasing, operations, and accounting. All these interrelated groups form the internal environment. Suppliers are particularly important because they provide the basic resources the company needs to produce their products and are integral to the company’s overall value delivery system. The company needs to study five types of customer markets closely; consumer markets, business markets, reseller markets, government markets and international markets. According to the marketing concept, to be successful marketers must provide greater customer value and satisfaction than its competitors do. Thus, marketers must do more than simply adapt to the needs of target consumers. They also must gain strategic advantage by positioning their offerings strongly against competitors in the minds of consumers. Finally, the company’s marketing environment also includes various publics- any group that has an actual of potential interest in or impact on an organization’s ability to achieve its objectives. Seven...
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...charged for any purchases until Stubhub receives confirmation of delivery of those tickets. 2. Stubhub has a competitive advantage over other ticket reselling companies because they list the tickets for the seller for free, and split the fee upon a successful purchase between the seller and buyer. Also, Stubhub assumes very little risk with their business because they don’t actually carry their own ticket inventory. 3. Stubhub doesn’t disclose the names of the sellers, they have a purely level playing field among the sellers and that provides a more transparent purchasing experience for the buyers. They tickets are all comparable for their venue, price, seat number etc. regardless of the vendor selling the ticket. Additionally Stubhub will prohibit any sellers found to be illegitimate vendors from using their site. 4. Stubhub has capitalized on the professional sports team market by signing agreements to become the organizations’ official secondary marketplace for their season ticket holders, allowing season ticket holders to regain some of the sunk costs they would otherwise lose if they were not able to sell unused tickets. Weaknesses: 5. Stubhub is limited to only one market, the ticket reselling market. while there will always be a need for event tickets, it could be seen...
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...Table of Content No | Title | Page | Q1 | Why has eBay become successful and diverse online market place? a) What is eBay? Who is the founder?b) Success story of this company in diverse online marketplace i. How and why it become successful? ii. How eBay position itself in the E-commerce marketplace? | 9-11 | Q2 | Visit the eBay website (http://www.ebay.com) to help you answer, and check out their many trading categories, specialty sites, international sites, and other features. [You can provide the screen-shot of the web pages to show every of the feature] a) What is trading category? What they have on this in their website? b) What is specialty site? What they have on this in their website? c) What is international site? What they have on this in their website? d) What other features do they have in their website? Analyze each feature in term of its purpose and business values e) Is there Customer Relationship Management technology in their website? | 12-24 | Q3 | Why do you think eBay has become the largest online seller of certain other products, like computers and photographic equipment? a) Based on the eight initiatives/ competitive advantages that you have learned in Chapter 2 | 25-26 | Q4 | Is eBay’s move from pure consumer-to-consumer auction market place to inviting large and small businesses to sell to consumers and other businesses, sometimes at fixed process, a good long-term strategy? a) What is pure consumer-to-consumer auction...
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...look back at this revolution and take stock of the new revolution that the Mac OS X operating system offers. Despite Time Magazine's 80 Days That Changed The World, it would appear that Apple doesn't get much credit for the revolution it sparked in personal computing. As the leading innovator in the computer market, and with a balance sheet holding of four billion in cash, neither its stock value nor its market share is very high. Every few months or so, a journalist reports on impending trouble for Apple Computer. Part of the reason for this negative press is that its main competitor has a 95% market share and billions more in cash. By any other standards, Apple would be judged to be an astonishing success, but a bigger question remains: Why is the Apple market share so small when it has a superior product? Blaming Microsoft for the 'ills' of Apple really misses the point. Both companies were formed early in the computer age, both had product, innovation and opportunity at a critical time, but their history is vastly different. Apple's small market share must be the result of its business model. While the business model has failed the aspirations of the Macintosh Revolution, there is a New Revolution. The Macintosh has given birth to OS X and the Digital Age. Structure of Current Business Model The current Apple business model follows three broad industry categories: Software Engineering, Hardware Manufacturing, and Retail. In essence, Apple is a conglomeration of three...
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