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British Columbia Box Limited Case Study

Section F - Group 2Apoorv Misra Arihant Jain

Dharna Chauhan Isha Dwivedi

Manoj Kumar Pratyush Banka Tuhin Anand

Personnel

Designation

Purchase Stage

Criteria Applied Why?

Mr. Paul Flynn

Plant Manager

-Development of plan-Analysis of machines- Capital

request - Price

negotiation- Purchase

decision

-Existing machine worn out costing high on maintenance-Increment in sales-Plant expansion -Technical Advancements-Budget and Cost Limitations

-To have additional advantages in the increasing business flow from brewery industries with better quality -To have additional sales - To have cost reduction adding to the revenue

Mr. Ray Dover

Sales Manager

Development of five year plan

-Plant expansion-Increment in sales

-To have additional sales amounting to $100,000- Business expansion

Mr. Wood Plant Industrial Engineer

Analysis of existing and new machines

-Financial payouts-Technological advances

- To provide justification to the increasing business volume and its needs

Personnel Analysis

Based on our evaluation of the case of British Columbia Box Ltd.,Mr. Paul Flynn would have purchased the Andrews machine at a price of $ 5,10,000

The reasons for paying a premium of $20,000 are as follows : Additional 8 features which can be need of industry in the future The Andrews machine has a Scotsman vacuum feeder which was

superior in Quality & Safety over the Bale’s in-house feeder The wash up system offered by Andrews was more reliable In running conditions, Andrews had better performance and reliability Jack, the maintenance supervisor was against buying the Bale machine

because he had not so great experience with the old bale die cutter already in use

The only unfavorable of the Andrew machine: the CNC function office location the outskirts of Vancouver whereas the Bale had a telephone hook-up solution

Purchasing Decision

Salesperson Analysis

Dick Bateman – Bale Company

On plant visit, along with presentation offered sizes and rough price estimation

Offered the Bale machine which had received publicity in trade journals and conferences

Provided new layout suggestions to give better performance with Bale machine

Offered already in place installation inspections following Andrews Company

Less flexible in price negotiation More flexible in providing many

inclusive features in price (eg . Free installation)

Jim Castrelli – Andrews Company

Promoted machines through plant visits and thorough brochures

Offered the new machine , which was under development and had better features than the new Bale machine and their own existing machines

Offered invitation to visit the Andrews manufacturing units and installations of similar machines

Flexible in price negotiations Flexible in providing inclusive

features on Client’s demand

Industrial Buying Process Understanding the current status and priority shift in the needs of the business Doing market research on key sellers and their products Narrowing down on key seller options Reach a consensus on a particular proposal with the key sellers Make a informed choice on which product to buy

Industrial Selling Process Identify the needs of the buyer Initiate the contact with the buyers Present your product, offers and prospects Manage objections during proposal discussions Close the deal with a win-win situation

Industrial Buying and Selling Process

Thank You !