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Brief and choice sheet for Customers

You represent a Chemical firm and you are located in Middle East and North Africa (MENA)
region. Industry analysts indicate that you follow decentralized purchasing procedures♣. You
require 5 HP motors for various uses, besides other equipment. You have your own
specifications and other requirements with regard to the purchasing of such motors. The
supplier company has used these attributes, as specified earlier by you, to develop and launch
new brands of 5 HP electric motors. Based on your requirements and attributes of the motors
available, please indicate your preferences for 5 HP motors.

Once the representatives of electric motor companies present their market offerings, based on
whether or not it matches your preferences, you need to express whether you will buy their
product or not. If the offerings by the companies exactly match your indicated preference, only
then will you buy the motors; otherwise not.

Preferences regarding 5 HP electric motor

3. Whether the primary benefit projected for the 5 HP electric motor will be:
(a) High power factor (Above 0.8) with manual operation (HPFM)
(b) Low power factor (Below 0.6) with auto operation (LPFA)
(c) Medium power factor (Between 0.6 and 0.8) with panel board (MPFP)

4. Whether the motor would be:

(a) Flame proof (FP)
(b) Weather proof (WP)

Please write down your preferences for the motors:

d. Primary benefit ……………………

e. Flame proof (FP) or Weather proof (WP) ……………………

f. Number of Units (Maximum 50) ……………………

IMPORTANT: You are not allowed to change your choices once you finalize them.

♣
Decentralized purchasing procedure means you have the ability to customize the product,
you have user-unique requirements, and you have ability to manage local sourcing. You may
buy a maximum of 50 motors but you do not pose requirements for add-on services.

Please Note that:

• Flame proof motors: These motors are designed to contain an explosion or flame produced
within them due to a spark, explosion, or any other condition.

• Weather proof motors: These motors, when exposed, are designed to withstand harsh
weather conditions such as extreme heat, cold and rain.

This document is authorized for use only in Dr. Neha Sadhotra's B2B Marketing. at Narsee Monjee Institute of Management Studies (NMIMS) from Dec 2021 to Jun 2022.
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• Power Factor: Usually in an AC circuit, power factor is defined as the ratio of the real power
that is used to do work and the apparent power which passes through the circuit. The
power factor ranges from 0 to 1.

• Manual Operation/ Auto Operations: In manual operations, the motor is operated by an

operator whereas in auto operation an electrically designed system takes care of the
operation of the motor such as the process of switching on or off.

• Panel Board: It is a board consisting of indicators, start/stop button and other electrical
systems required for operations of the motor.

This document is authorized for use only in Dr. Neha Sadhotra's B2B Marketing. at Narsee Monjee Institute of Management Studies (NMIMS) from Dec 2021 to Jun 2022.