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B2B marketing case study - Research Paper Example

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B2B marketing case study

Since numerous players who have joined the same market, PVT must not assume that there are no other companies producing the same products, as in this case, converters with the same quality, durability, efficiency, and effectiveness and at lower costs than it thereby placing out of the competition is. It should be noted that the current business environment is too stiff and not even one company should ever think that competing companies would ever share their product specification to the competitor as assumed by PVT management. The R &D manager of the PVT may have assumed that they know all the specifications including quality of converters being produced by SOMA and BJ Solar (Cesi'edes and Badame 04). These might only be claims since competitors are at all time trying to keep their strategies as close to their chest as possible. Notably, it might be at this time that these two companies released some converters with better specifications such as highly effective, efficient, and durable and at lower cost than those of PVT. This information can only be revealed either to Rubenstein and Salvatori by Solenergy formally or by using the good relationship that these two business entities share or by approaching Morgan as the ideal figure behind the evaluation. After officially knowing on the criteria and the tools that Morgan used to evaluate these companies and how he reached the results that eliminated PVT as a potential bidder, PVT may draft the course of action to fix the current situation or be a force to recon with on future competitions and contracts. Every business environment is facing stiff competition and remaining at the top requires working hard with reality in the business but not pegging the business strategies...
It should be noted that introduction of new competitors in the market often change the market in different ways. In this case, some Chinese firms, that developers and manufacturers the same equipment as PVT have recently entered the same business and market as PVT. It is claimed that the quality and performance of their equipment are of inferior quality and performance; however, the cost differential is significantly low compared to PVT’s. Therefore, if Morgan settled on such equipment, the sure thing that Rubenstein and Salvatori should ask themselves is the nature of contract the Solenergy worn for it to settle on such converters. It may be assumed that Solenergy’s contract was short term and after short while the materials and equipment of the contract will be useless, then it will pointless for Morgan to concentrate on costly materials and equipment (Cesi'edes and Badame 06). In this sense, Rubenstein and Salvatori will be force to implement their third alternative by accelerating the introduction new products that should be highly effective but with lower costs.
The Rubenstein and Salvatori’s problem can only be solved in two ways that include implementing two of their proposed strategies that they had presented before the PVT’s executive committee. ...Show more


After officially knowing on the criteria and the tools that Morgan used to evaluate these companies and how he reached the results that eliminated PVT as a potential bidder, PVT may draft the course of action to fix the current situation or be a force to recon with on future competitions and contracts…
Author : kubquincy
B2B marketing case study essay example
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