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  • British Columbia Box Limited Case Study G2 Sec F

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    British Columbia Box Limited was evaluating purchasing a new machine. Mr. Paul Flynn, the plant manager, was tasked with analyzing machines, developing a purchase plan, and making the final decision. He determined the Andrews machine was superior to the Bale machine in several key areas such as quality, reliability, and maintenance preferences. While the Andrews machine cost $20,000 more, it offered additional valuable features that would benefit the growing needs of the business. Ultimately, Mr. Flynn purchased the Andrews machine for $510,000 due to its technical advantages and alignment with the company's expansion goals.

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    250400784 British Columbia Box Limited Case Study G2 Sec F

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    British Columbia Box Limited was evaluating purchasing a new machine. Mr. Paul Flynn, the plant manager, was tasked with analyzing machines, developing a purchase plan, and making the final decision. He determined the Andrews machine was superior to the Bale machine in several key areas such as quality, reliability, and maintenance preferences. While the Andrews machine cost $20,000 more, it offered additional valuable features that would benefit the growing needs of the business. Ultimately, Mr. Flynn purchased the Andrews machine for $510,000 due to its technical advantages and alignment with the company's expansion goals.

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    61 views6 pages

    British Columbia Box Limited Case Study G2 Sec F

    Uploaded by

    tashish
    British Columbia Box Limited was evaluating purchasing a new machine. Mr. Paul Flynn, the plant manager, was tasked with analyzing machines, developing a purchase plan, and making the final decision. He determined the Andrews machine was superior to the Bale machine in several key areas such as quality, reliability, and maintenance preferences. While the Andrews machine cost $20,000 more, it offered additional valuable features that would benefit the growing needs of the business. Ultimately, Mr. Flynn purchased the Andrews machine for $510,000 due to its technical advantages and alignment with the company's expansion goals.

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    © All Rights Reserved
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    of 6

    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 Plant -Development of -Existing machine -To have additional


    Flynn Manager plan worn out costing high advantages in the
    -Analysis of on maintenance increasing business
    machines -Increment in sales flow from brewery
    - Capital -Plant expansion industries with better
    request -Technical quality
    - Price Advancements -To have additional
    negotiation -Budget and Cost sales
    - Purchase Limitations - To have cost
    decision reduction adding to the
    revenue
    Mr. Ray Sales Development of -Plant expansion -To have additional
    Dover Manager five year plan -Increment in sales sales amounting to
    $100,000
    - Business expansion

    Mr. Wood Plant Analysis of -Financial payouts - To provide


    Industrial existing and new -Technological justification to the
    Engineer machines advances 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 Bale’s 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  Jim Castrelli – Andrews Company

     On plant visit, along with  Promoted machines through plant


    presentation offered sizes and rough visits and thorough brochures
    price estimation
     Offered the new machine , which was
     Offered the Bale machine which had under development and had better
    received publicity in trade journals
    and conferences features than the new Bale machine
    and their own existing machines
     Provided new layout suggestions to
    give better performance with Bale  Offered invitation to visit the Andrews
    machine manufacturing units and installations
     Offered already in place installation of similar machines
    inspections following Andrews  Flexible in price negotiations
    Company  Flexible in providing inclusive features
     Less flexible in price negotiation on Client’s demand
     More flexible in providing many
    inclusive features in price (eg . Free
    installation)
    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 !

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