British Columbia Box Limited

Case Study

Section F - Group 2
Apoorv Misra
Arihant Jain
Dharna Chauhan
Isha Dwivedi
Manoj Kumar
Pratyush Banka
Tuhin Anand

Personnel Analysis
Personnel

Designation Purchase Stage Criteria Applied

Why?

Mr. Paul
Flynn

Plant
Manager

-Development of
plan
-Analysis of
machines
- Capital
request
- Price
negotiation
- Purchase
decision

-Existing machine
worn out costing high
on maintenance
-Increment in sales
-Plant expansion
-Technical
Advancements
-Budget and Cost
Limitations

-To have additional

advantages in the
increasing business
flow from brewery
industries with better
quality
-To have additional
sales
- To have cost
reduction adding to the
revenue

Mr. Ray
Dover

Sales
Manager

Development of
five year plan

-Plant expansion
-Increment in sales

-To have additional

sales amounting to
$100,000
- Business expansion

Mr. Wood

Plant
Industrial
Engineer

Analysis of
existing and new
machines

-Financial payouts
-Technological
advances

- To provide
justification to the
increasing business
volume and its needs

Purchasing Decision
Based on our evaluation of the case of British Columbia Box Ltd.,Mr. Paul
Flynn would have purchased the Andrews machine at a price of $ 5,10,000
The reasons for paying a premium of $20,000 are as follows :
Additional 8 features which can be need of industry in the future
The Andrews machine has a Scotsman vacuum feeder which was superior
in Quality & Safety over the Bales in-house feeder
The wash up system offered by Andrews was more reliable
In running conditions, Andrews had better performance and reliability
Jack, the maintenance supervisor was against buying the Bale machine
because he had not so great experience with the old bale die cutter already
in use

The only unfavorable of the Andrew machine: the CNC function office
location the outskirts of Vancouver whereas the Bale had a telephone
hook-up solution

Salesperson Analysis

Dick Bateman Bale Company

On plant visit, along with

presentation offered sizes and rough
price estimation
Offered the Bale machine which had
received publicity in trade journals
and conferences
Provided new layout suggestions to
give better performance with Bale
machine
Offered already in place installation
inspections following Andrews
Company
Less flexible in price negotiation
More flexible in providing many
inclusive features in price (eg . Free
installation)

Jim Castrelli Andrews Company

Promoted machines through plant

visits and thorough brochures
Offered the new machine , which was
under development and had better
features than the new Bale machine
and their own existing machines
Offered invitation to visit the Andrews
manufacturing units and installations
of similar machines
Flexible in price negotiations
Flexible in providing inclusive features
on Clients demand

Industrial Buying and Selling Process

Industrial Buying Process

Understanding the current status and priority shift in the needs of the business
Doing market research on key sellers and their products
Narrowing down on key seller options
Reach a consensus on a particular proposal with the key sellers
Make a informed choice on which product to buy

Industrial Selling Process

Identify the needs of the buyer

Initiate the contact with the buyers
Present your product, offers and prospects
Manage objections during proposal discussions
Close the deal with a win-win situation

Thank You !