Cumberland Metal Industries

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MARKETING 535 Business To Business Marketing Cumberland Metal Industries case QUESTIONS 1 AND 2: Customer Value Model Value Elements Price Elements Value Placeholders • Provides better performance than competition (task accomplished faster) • Lower replacement rate • Faster replacement rate (cools off faster) • Endurance: One pad drives more piles • Less labor hours needed • Less rental fees • List price • Transmit force without creating heat (efficiency) • Remains resilient enough to prevent shock • Availability • Lighter • Less hazardous than asbestos (due to less temperature and type of material) Word Equations The Colerick Test & Fazio Test Renters 1) (Diesel Hammer Cost + Crane Cost + Leeds + Labor Cost + Overhead cost) x working hours Owners 2) (Labor Cost + Overhead cost) x working hours Cost in Use for Colerick Using Asbestos (Renters) = (34+52+8+44+100)*106,666 = 25486,508 Cost in Use for Colerick Using CMI (Renters) = (34 + 52 +8 +44 + 100) * 75,06 = 17864 Cost in Use for Colerick Using Asbestos (Owners) = (44 + 100) x 106, 66 = 15350 Cost in Use for Colerick Using CMI (Owners) = (44 + 100) x 75, 06 = 10809 Cost in Use for Fazio Using Asbestos (Renters) = (34+52+8+44+100)* 75 = 17925 Cost in Use for Fazio Using CMI (Renters) = (34 + 52 +8 +44 + 100) * 60 = 14340 Cost in Use for Fazio Using Asbestos (Owners) = (44 + 100) x 75 = 10800 Cost in Use for Fazio Using CMI (Owners) = (44 + 100) x 60 = 8640 Customer Value Model Colerick RENTERS Asbestos CMI Revenue 75,000 75000 Cost in Use 25486,508 17864 Revenues Enhance 49514 57136 Cost Savings 0 7622 Total Value in Use 49514 64758 Total Value in Use per Feet 3,3333 4,317 Total Value in Use per Pad 104,06 10792 Colerick Owners Asbestos CMI Revenue 75,000 75000 Cost in Use 15350 10809 Revenues

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