MEDIQUIP CASE ANALYSIS Introduction Mediquip S.A.‚ a medical technologies company based in Europe‚ specializes in the sales of CT Scanners. Within the market‚ they are at a disadvantage because many of their competitors have been there longer and know the decision-makers better. Another difficulty for Mediquip S.A. is the relatively small market for CT Scanners which in Europe is about 200 units per year. The case study outlines the sales process between Mediquip S.A. and Lohmann University
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a representative of Mediquip? Kurt Thaldorf enjoyed a strong set of strengths over weaknesses going into the tendering process with Lohmann University Hospital (LUH). Strengths: 1) Mediquip had successfully positioned their brand as Kotler et al. point out (2012 P 396) as it enjoyed a reputation for technology and after sales service. This reputation also gave Mediquip some corporate credibility in the market. 2) Kurt believed strongly in the Mediquip scanners superiority
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Case: Mediquip SA 1. What are Thaldorf’s major strengths and weaknesses as a representative of Mediquip? Ans: Weaknesses:- 1) Lack of ability to find (or to appreciate importance of it) the needs and motivations of customer. 2) Lack of preparedness/knowledge about the product:- price estimate‚ list of hospitals‚ collecting testimonials from existing clients proactively 3) Lack of building relationship ability. Mediquip already admitted that their competitors know the decision makers at client
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Company Analysis Mediquip S.A.‚ a subsidiary of Technologie Universelle‚ is a manufacturer of CT scanners‚ X-Rays‚ ultrasonic‚ and nuclear diagnostic equipment. Their competitors consist of other European companies such as Sigma FNC‚ Eldora‚ Magna‚ and Piper. Even though Mediquip is a fairly new player in the medical equipment market compared to their competitors‚ they hold a global reputation for having advanced technology and proficient after sales service. Mediquip’s sales organization consisted
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Company Analysis Mediquip S.A.‚ a subsidiary of Technologie Universelle‚ is a manufacturer of CT scanners‚ X-Rays‚ ultrasonic‚ and nuclear diagnostic equipment. Their competitors consist of other European companies such as Sigma FNC‚ Eldora‚ Magna‚ and Piper. Even though Mediquip is a fairly new player in the medical equipment market compared to their competitors‚ they hold a global reputation for having advanced technology and proficient after sales service. Mediquip ’s sales organization consisted
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Mediquip Case Analysis What started with promise of a sure sale for Mediquip’s latest CT scanner technologies quickly dissolved after five months of client interaction. Kurt Thaldorf began losing client interest initially with a high starting price in June‚ which snowballed into even more client resentment through September. Even though he offered the CT scanner at a competitive DM 2‚370‚000‚ on September 29th‚ this number was already beyond consideration due to competitors’ early low offerings.
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Be specific. What could he have done better and when? What could he and Mediquip have done better and why? In my opinion‚ Kurt Thaldorf lost the sale on june 1‚ which is the date Kurt gave Hartman an informative quote about the price. Mediquip should carry out a thorough research on the market before approaching prospects. Company should be aware of price quotations of competitors’. They should perform cost/benefit analysis to come up with a reasonable price to offer. Overall have more information
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Mediquip: “Science of Selling is in the Process” It has oft been thought that the science of selling is in the process. This mantra is precisely what failed the protagonist of the Mediquip case. As with any scientific method‚ success revolves around a defined process that‚ when correctly executed‚ achieves an optimal result. Kurt Thaldorf failed to formulate and follow the correct selling process and resulted in a loss of sale. The following examines Kurt’s failure and attempts to identify changes
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Cadbury Adams – Crispy Crunch Cadbury Adams – Crispy Crunch Marketing Instructor: Shawn Hnidy Student: Michelle Newton Case Study 4/5/2012 Marketing Instructor: Shawn Hnidy Student: Michelle Newton Case Study 4/5/2012 MN A Marketing case study on Cadbury’s new advertising campaign for the Crispy Crunch chocolate bar. MN A Marketing case study on Cadbury’s new advertising campaign for the Crispy Crunch chocolate bar. Executive Summary Crispy Crunch’s main problem is that they haven’t advertised
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Zara Marketing Case Study Analysis: Design & Development of Integrated Communication Plan for Zara Zara Marketing Case Study Analysis Overview: Introduction Zara‚ the world’s biggest retail chain store of Inditex Group was founded by Amancio Ortega in Spain in the year 1975. The most profitable brand of Inditex is headquartered in La Coruna in Spain. The group has global presence in all the continents Asia‚ Europe‚ Australia‚ America and Africa. The business model of Zara is completely based
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