The Pricing Predicament

303 Words2 Pages
The Pricing Predicament Why do you think Standard Machine is in this difficult situation with what was previously a loyal customer? What has changed? What would you do? Standard Machine failed to communicate effectively the high-quality products and excellent service support they are offering to their customers. Joann, the purchasing agent for Occidental Aerospace, wanted to take advantage of the availability of Standard’s competitor’s bids to negotiate down on price. Until Standard is able to justify the price charged in terms of the value of the benefits provided they are in to lose Occidental as a client. Stiff competition might have force Occidental to focus on cost reduction, hence changes in its procurement policies. The company now requires multiple bidders instead of the previous sole sourcing which contributed to the long established relationship with Standard Machine over the years. Responding appropriately would not only secure the long preserved relationship but also increase Standard’s profitability. Reducing the price would escalade the already volatile situation because it would lead to increasing demand of price cut by other customers. It is important to note that Standard’s policy is of quality-leadership but not of price-leadership. Opening a channel beyond Joanne for dialogue would be explored. I will consider the following: * Put together a cost-justified solution that truly conveys value-added communication. * Send a break up of cost sheet over to Occidental to justify the price. * Try and understand through meetings and deliberations with the purchase team of Occidental what is that is not of value to them instead of assuming them. * Charging the support service separately from the machine * Take a critical look at the emerging competition in the next meeting to sustain profitability. * Suggest to top management the
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