Due to Caterpillar lacking expertise in formulating and providing service solutions, a core team was developed for the purpose of analyzing each service gap, identifying vital issues, and developing strategic solutions. Although various issues were discovered from analyzing gap 1, Caterpillar could have benefited from understanding other points, which directly related to the needs and expectations of customers. First, the core team should have further analyzed Caterpillar’s marketing orientation, for the purpose of defining the precise service quality required to satisfy the needs of its customers (“What is market orientation,” n.d.). Also, Caterpillar needed to know more about the implementation of a clear and simple process that would allow for customers to interact with management. With that being said, Caterpillar would have benefited from understanding the importance of placing its main focus on customer relationships, instead of only transactions.
Case Report: “WESCO Distribution, Inc.” < Case Facts> WESCO’s customers have made significant changes to their business processes ( how and why?) Why: bridge the quality gap with international competition / improve their overall competitive stance by building integrated system and integrated supply chain How: implementation of stringent supplier / distributor quality program * To examine procurement cost and supply chain / sign long-term contract with less suppliers Sales reps need to change their approaches depended on types of customer; need to shift from hunter, for contractors, to farmer, for industrial customer. But customer locals were reluctant to change conventional systems because of good relationship with local distributors. [Company] Third largest full-line wholesale EES distributor; $2.2 billion in sales globally of which US sales were $1.6 billion Target: $3 billion sales and EBIT of over 5% by the year 2000; 6-8% up in sales and 12-16% up in profit Sales reps: receive same commission and salary in each branch. Each 18 NAMs serve 10-15 industrial customers and 15-20 potential customers.
• Mr. Mclvor had tentatively decided to reinforce the company’s sales capacity in the industry by considering its either to use brokers or hire and training its own sales force. • In the conclusion part of the case, it was stated that, Mr. Mclvor, recognized that though there were many difficulties to overcome, he didn’t want o let such a profitable opportunity to slip away, and with these thoughts in mind he started to prepare the business
I also believe that by following my recommendations, Barilla will succeed in influencing its distributors and Sales personnel to work together and implement the JITD program. This will not only result in better performance in terms of time and money but also promote trust and good relations among all the partners in the supply chain. 2. Identification of the problem Barilla is suffering from what is known as Bull whip problem- high inventory, -magnification of demand variability across the chain-frequent promotion – only one way of flow of information. • Promotions: Barilla’s sales strategy relied heavily on the use of promotions, in the form of price, transportation and volume discounts.
1. Discuss the nature of the challenge the team faces as they seek to build a global company. What are the strengths and weaknesses of their model? Challenges faced by Globant: • Finding suitable IT workers: When outsourcing IT workers the three most important aspects Globant looked at was; overall capabilities, total cost and ease to communication. Finding adaptable and capable IT workers was a major challenge to Globant, as overcoming the language barrier from country to country was perceived to be challenging.
We understood that businesses should continuously observe their goods and services to better assist customers. They have to understand what worked and generated earnings last year may not work as well this year. So therefore, product differentiation and positioning are key elements of a company's marketing plan and are fundamental of staying ahead of the game with competitors. Also knowing with including innovative concepts with careful analysis, product differentiation helps to join quality, or price, within a product to push the intended customers to observe it as different and desirable. Then the understanding in the next step is product
Why you think PM its important? Answer: PM is planning and controlling project activities to ensure goals and objectives are achieved on time, to the desired quality and within budget. Some companies in a certain period the economic situation is very good, but the absence of strengthening project management, capital expense plan, prior to carrying out investment projects has not been fully demonstrated, and ultimately lead to project failure. Therefore, regardless of the economic efficiency of enterprises is good or bad, businesses of all sizes need to strengthen project management, if there is no project, we must try to find projects, through innovative thinking, through continuous market demand analysis, market development to discover new items. For the current project, we should manage to make each project to success, which is to enable enterprises to obtain the necessary way to sustainable development.
Assessing the equity of manufacturers’ brand names is more appropriate than measuring the equity of individual product brands as suggested by Keller. Secondly, the building blocks of Keller’s model appear useful in an organisational context, although differences in the subdimensions are required. Brand feelings appear to lack relevance in the industrial market investigated, and the pinnacle of Keller’s pyramid, resonance, needs serious modifications. Finally, company representatives play a role in building brand equity, indicating a need for this human element to be recognised in a B2B model. Introduction Powerful brands create meaningful images in the minds of consumers (Keller, 1993), with brand image and reputation enhancing differentiation and thus potentially having a positive influence on buying behaviour (Gordon, Calantone and di Benedetto, 1993; McEnally and de Chernatony, 1999).
“If you can sell your employees on the company's future and the importance of their role in it there are numerous advantages people are more likely to generate their own ideas, to contribute with enthusiasm, to keep slogging when it becomes unpleasant, and also to experience a sense of camaraderie and togetherness” (Spiro 2010) Another significant error that was made was in the HP story in which the vision was never communicated, step four. From the very start of the merger Walter Hewlett was not on board with it and therefore Fiorina also had a problem with step one. Although it seemed like she did try to implement change, and
The main issue is that would it say it is a decent thing decreasing the customization characteristics? The test confronted when actualizing customization into ERP is that on the grounds that the current undertaking asset arranging had have a fix interface for the client in this manner there's a restriction to customization. Customization was expected to enhance the capacities of an ERP framework by permitting it to help each sort and size of business however by and by, cutting edge ERP arrangements incorporate pertinent peculiarities and apparatuses that give organizations the straightforwardness in overseeing key information, for example, content, date and number records. Through a led examination, they gave the cutting edge ERP framework eventually to figure out if it can stay aware of the current performance of their business, and they decide to tweak in the long run at whatever point it is important to do so. Truth be told, it was uncommon for entrepreneurs to depend on their ERP software as it is without performing any personalization errand that is expected to match the framework with their industry or business profile.