Integron Technologies

Topics: Marketing, Sales, Customer service Pages: 24 (7569 words) Published: May 10, 2013
Integron Technologies
Industrial Marketing Report
Spring 2013

Submitted To:
Mr. Elia Qazilbash

Submitted By:
Angelee Bhajan
Khurram Sultan
Salman Amin
Summaya Bilal


Our deepest gratitude and thanks to the Almighty Allah, Who gave us the real guidance to enable us to understand and complete this report
We would also like to thank our respected teacher Mr. Elia Qazilbash for giving us a chance to learn a great deal while working on this report.
Last but not the least; we would like to thank Mr. Ramish Sultan, CEO Integron Technologies & Dr. Javed Rasheed, Managing Director Integron Technologies for supporting us throughout this report.

Table of Contents
Mission and Vision5
The Team5
Customer Focus:6
S.W.O.T Analysis6
Market Intelligence & Research9
Market Research9
Market Intelligence10
STP Framework11
Geographic (Customer Location)11
Company Size11
Relationship Buyers12
Purchasing Criteria12
Target Marketing13
Distribution Strategy14
Customer Service Strategy15
Pricing Strategy16
Pricing Policies17
C&F Pricing Policy17
F.O.R Pricing Policy18
Terms of Payments18
Communication Strategy19
Communication Plan19
Trade Shows & Exhibitions20
Direct Mail21
Sales Management Plan22
Personal Selling22
Recruitment & Selection23
Training & Development24
Motivation & Compensation24
Performance Evaluation25

Integron Technologies was established in 2011 in Karachi with core belief in commitment, excellence and professional empowerment. The belief was in building strong relationships with stakeholders in order to satisfy their needs through services and value delivery. They provide innovative scientific instruments and consumables that enhance and improve the quality of life for patients of all ages. They focus their efforts on the well-being of patients and their clients by providing safe, high-performance and industry-leading technological solutions in order to maintain excellent reputation, trust and loyalty. The company works in the business to business environment by marketing certain biomedical equipment in Pakistan. Integron Technologies is deals in the following global biomedical equipment manufacturers and their products: 1. Fujifilm, Japan:

* Flexible Endoscopes
* Video Endoscopes
2. Schmitz GmbH, Germany:
* Operating Table
3. Mahe GmbH, Germany:
* Rigid Endoscopes
4. Moretti, Italy:
* Suction Units
5. Volker, Germany:
* Hospital Beds
* Hospital Furniture
6. Endo Flex, Germany:
* Endoscopic accessories
7. Led Spa, Italy:
* Electro Surgical Unit
8. Braun, United Kingdom:
* Anesthesia machine
* Operation Theatre Equipment
Integron Technologies is an intermediary for the global original biomedical equipment manufacturers mentioned above. These manufacturers find it difficult to serve the Pakistani market which is why they have given Integron Technologies their distribution licenses which are renewed annually. Apart from these manufacturers, Integron Technologies also market other biomedical scientific instruments and consumables for open heart surgeries, chest surgeries, neuro surgeries & ophthalmic machines. Integron Technologies operates from Karachi in collaboration with Nasa Medical Corporation to serve the following across Pakistan: * Hospitals (government owned and private)

* Clinics
* Doctors
* Medical Centre’s
Mission and Vision
To be best at what we do. Being best means to create a benchmark between us and the industry by providing outstanding services in order to satisfy all biomedical needs. The Team
Their growing reputation is an...
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