Case 7-1 ENERGY PERFORMANCE SYSTEMS.INC
a.Who comprises the buying center?
Buying center The buying center can be comprised by the forest product firms,is influencer ,wood-working factory ,The combustion field, Energy use of the user,，buyer is who want to buy and pay for it，decider is David Ostlie.EPS is based on WTE™ technology and owns U.S.,Canadian,European. b.what aspects of the buying decision does each look at?
Before buyer make a decision,the buyer must look at the aspects :which forest product firms can supply the price of whole hardwood is cheapest;look at the which ingredients is better; when the buyer make decision should be care the quality,what is the customer need and Caused by environmental pollution to investment funds, as well as the measures.so on.
Some of the key elements are in this case ,U.S, utilities must add new electrical generating capacity.For EPS, this provides an opportunity,either (1)by retrofitting to use in WTE™ some of the hundreds of coal and oil-fired plants throughout the United States that are operated infrequently because of their pollution problems (2)by building new plants to use the WTE™ technology. As Outlie talks to prospective utility customers about the WTE™ technology,six concerns emerge that are covered below. 1. Can enough heat be generated by burning wood to produce electricity? 2. Can whole trees be loaded,transported and dried?
3. Are there enough trees available at reasonable cost to support commercial-size power plants? 4. What are the environmental benefits of WTE™ for utilities? 5. What will it cost to build a retrofitted or new WTE™ power plant? 6. What will the cost be of electricity produced by a WTE™ plant?
1. a.The key benefits are using whole hardwood trees saves a tremendous amount of time and energy;A new technology will be Promote the development of new industries; An incredibly environmentally-clean,efficient...
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