Mediquip

1211 WordsDec 9, 20105 Pages
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 of eight country sales subsidiaries, each headed by a managing director. Within each of these areas sales engineers reported to their regional sales managers, who are responsible for reporting to the regional managing director. Product…show more content…
Thaldorf had trouble creating a sufficient relationship with most of the members of the buying center, and used the inappropriate methods for trying to make a sale, and not meeting the customer 's needs. Alternatives 1. Perform a product demonstration by inviting prospected buyers for a tour of the facilities. + Customers become better acquainted and more knowledgeable about the product. + Easier for customers to evaluate and reach their final decisions. + Possibilities of selling product at desired selling price if the customers have the opportunity to experience the product. - Time and cost consuming. 2. Better presentation method and explanation of the product. + Customers have better understanding of quality, benefits, and cost of the product by showing the value of the product. + Improve communication by engaging in discussions or question/answer session in order to build a concrete relationship. - Time consuming 3. Prepare more appropriate sales personnel with proper selling strategy for the deal. + Effective selling - when more qualified sales personnel involved, better ideas and on how to approach prospects are expected. - Training, labor and administrative cost. 4. Create customized cost/benefit analysis. + Better opportunity of acquiring a deal by asking a reasonable price. + Obtain value driven profit. - Requires more time to prepare the formal proposal. - Requires the buyer 's cooperation in

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