clever leaf case presentaton
TRANSCRIPT
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8/9/2019 Clever Leaf Case Presentaton
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Cloverleaf plc.
Presented by
Vishakh.S
Gokul Ram
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Introduction to Cloverleafplc
UKbased supplier of bottlin! plant.
"#o years a!o it opened an overseassales o$ce.
%ver &''' or!ani(ation in thosecountries
that had bottlin! facilities. )i!h e*pectation of sales but less
sales.
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+dvanta!es of their product,
&' per cent speed advanta!e overthe nearest competition #ith e-ualllin! accuracy.
Cloverleaf/s marketin! strate!y,
hi!h -uality0 hi!h price competitivepositionin!.
Salespeople #ere told to stress thehi!her speed and enhancedreliability.
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Sellin! team consists of,
Sales mana!er.
"hree sales people.
"echnical specialist.
1uyin! institutions consists of,
Production mana!er
Production en!ineer
Purchasin! o$cer"echnical director.
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Introduction to Case
2ohn Goodman received a call from 3r4eblanc0 the technical director of CommercialS.+.0 to kno# about the bottlin! plant.
March 7Called on 3r 4eblanc #ho told that
Commercial S.+. had decided to purchase ane# bottlin!
March 8Visited 5. +rtois #ho sho#ed him the
specications that he had dra#n up.
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March 11
Visited 3r 4eblanc
#hy they should buy from us
)e su!!ested him contact 5. 1ernard0 the purchasin! mana!er.
Got appointment to see him in t#o days/ time.
March 13
Called on 5. 1ernard and discussed the technical features ofthe system #ith him.
+sked about price.
March 15Visited 3r 4eblanc #ho said a decision #as bein! made #ithin a
month.
+sked him about price
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March 20
Sa# 5. 1ernard.
)e told him our price #as 6 &.&m. )e replied that a keycompetitor had -uoted less than 6 &m.
March 21)ad a meetin! #ith 5ike 1ull sales mana!er to discuss
tactics.
)e told 2ohn to reduce the price by 6 7'0''' to satisfy 5.1ernard/s e!o.
March 25"old 5. 1ernard of our ne# -uotation.
)e said he still did not understand #hy #e could not
match the competition on price
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March 30
Visited 3r 4eblanc0 #ho said a meetin! had been arran!ed for +pril&8 to make the nal decision
but that our price of 6 &.'7m #as too hi!h for the likes of 5.1ernard.
April 4
)astily arran!ed a meetin! #ith 5ike 1ull to discuss the situation.
"old him about 3r 4eblanc/s
concern that 5. 1ernard thou!ht our price #as too hi!h.
April 5
"ook our nal o9er to 5. 1ernard.
)e said he #ould let me kno# as soon as a decision
)e stressed that the decision #as not his alone: several otherpeople #ere involved.
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April 16
Received a letter from 5. 1ernardstatin! that the order had beenplaced #ith )ofstead Gm.
)e thanked 2ohn for the #ork I hadput into the bid made by Cloverleafplc.
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;hat ;ent ;ron!o# ?decider role.
"he production en!ineer 5 +rtois technical specications of productin>uencer position.
"he purchasin! o$cer 5 1ernard nancial aspects of the purchase ?1uyer role0 this is a po#erful position in the 35U as he can ne!otiateprices0 and ultimately decide if the order is value for money.
"echnical 3irector ? responsible for technical issues @inal decisionmaker
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Thank You
HAPPYNEWYEAR