Mediquip

Mediquip Case Analysis What started with promise of a sure sale for Mediquip’s latest CT scanner technologies quickly fizzled after five months of client meeting. Kurt Thaldorf began losing client interstitially with a soaring starting price in June, which made even more client resentment through to october. Even though he offered the CT scanner at a competitive DM 2,370,000, on September 29th, this number was already beyond consideration due to competitors’ early low offerings. The client, Lohmann University Hospital, had many people involved with reviewing the potential sale and began having internal disconnect when Thaldorf was forced to meet with them individually and share only certain information with each. Though this is typical for University Hospital settings, it only seemed to hurt his chances. General Director Carl Hartman seemed to dismiss Mediquip in the begging of june and left out other key decision people Rufer and Steinborn. He attempts from that point on were futile and due to the limited conversation he was able to have with Steinborn, who called on Mediquip personally, the sales relationship failed though it remained on the table until December 18th.

Thaldorf could have improved his chances for a successful sale at the very beginning of client discussions. In the beginning of the month of May when Steinborn contacted him, he should have scheduled in at least two presentations for all major decision makers to meet and find a better price that would suit them. This solutiontion would have created an impression that Mediquip was ready to do business with the hospital. From there, regular group meetings and could have been scheduled which would have made Mediquip and Thaldorf more of a top runner and constant presence. Though the sale was Thaldorf’s responsibility, Mediquip’s